Writing grants is like dating. Just because something worked in one relationship, doesn't mean it's going to work with the next. Each relationship is unique, unpredictable, exciting, and... sometimes heartbreaking. Nonetheless, when we write grants to foundations, we have to be vulnerable while presenting our best qualities. Ready for some dating advice for foundations?
Since every foundation is unique, there are two critical components of success to grantwriting that have nothing to do with how well you write your grant proposal – research and cultivation. Or in dating terms, background and courting.
Research Foundations
First, we have to research the foundation. If we were dating, this would be like studying their online dating profile. In grant writing, study their profile on the Foundation Directory Online and review their 990 Tax Return. If the foundation has publications, read through a few and take note of the terminology used and their stance on issues. If the foundation has a website, read through the guidelines, frequently asked questions, and application information.
As you do so, try to find out their likes and dislikes. What have they funded previously and at what amount? Review several years of tax returns for giving patterns.
One of my favorite features of prospect research databases like Instrumentl and Candid’s Foundation Directory Online is the mapping feature. You can find if the foundation has ever given a grant to a nonprofit in your city, county, or district as well who the gift went to and for how much. Powerful information! It's like peeking into someone's dating history and learning how long the relationship lasted and how serious it was!
Cultivation
Second, make a plan for cultivating the foundation. Put on your best courting hat and give the foundation a call, write an email, or send them a love letter – aka letter of interest. Tell them your idea or describe your project.
Put your best foot forward but remember that it's okay to show your softer side. Describe both your strengths and weaknesses and give them a clear picture of what your relationship would ideally look like. Be prepared that they will have their own ideas for how your relationship will look and like all great relationships, be ready to compromise.
Reciprocity in Grant Writing Relationships
Someone once told me that love is a competition in generosity. How can we as nonprofits reciprocate generosity? Be a good communicator. Remember the little things. Anticipate your loved-one's needs. Step out of your comfort zone. Nurture your relationship.
In grantmaking terms, follow through and follow up. Send progress reports. Tell the foundation stories and provide media that they can use for their own marketing purposes. Help the foundation feel good about their gift all year long.
Conclusion
Remember, if you've met one foundation, you've met one foundation. Each is different and has their own desires and boundaries. Truly building a strong relationship with a grantmaker takes time and persistence. But when the relationship is strong, it can one of the best things that happened to your nonprofit and well worth the energy you put into it.
What ways have you found to be effective in building relationships with foundation? Have any tips to share? We'd love to hear them!
This article was originally published June 1, 2018 on Candid.org Philanthropy News Digest. https://philanthropynewsdigest.org/features/the-sustainable-nonprofit/if-you-ve-met-one-foundation-you-ve-met-one-foundation