A List of Specific Fundraising Methods Particularly Helpful At the End of the Calendar Year

We are fast approaching the end of the calendar year and there are certain fundraising methods that are particularly important at this time of year for any nonprofit to consider conducting.  Any one or more can be done for a year end boost to your organization's bottom line.

__ Year End Appeal - The year end appeal is usually similar to the annual appeal except the written and mailed request sent to everyone who donated a certain amount and above perhaps for the past two years (such as maybe $25 and above), usually lists all of the organization's accomplishments and accolades for the year clearly providing as well (perhaps in two separate pie charts or other quick but informative representation) all of the organization's spending and income, and stating what the goals are for the coming new year.  Usually, too, it is pointed out (gently) that a contribution to your group at the end of this year will provide an equivalent tax deduction (to the extent that the law allows) for the donor when they file their taxes for this year.

__ Major Donor Year End Appeal - Is a specific appeal, exactly like the Year End Appeal described above, except any major donor request is always conducted face to face with the nonprofit's major donors (again keeping in mind that the major donor is often eager to donate at the end of a calendar year to benefit their tax deductions and can also afford to give major assets such as land, stock, bonds, etc. and especially give on this magnitude at the end of the year for the tax break).

__ Grant Donors Looking to Spend Down The Rest of This Year's Giving Budget - By law foundations are required to donate a specific percentage of their total assets each year to remain in good standing with the IRS and other government entities that oversee their operations.  Sometimes a given grant donor will find, at the end of their fiscal year (which can fall, of course, on the end of the calendar year for some grant donors) that they have money left to give in order to meet either this oversight rule or to meet the giving budget for the year.  Either way, it never hurts to research grant donors, more likely to give to your specific nonprofit (see the link in this sentence to know how to determine which grant donors they are) and see if they happen to be needing to spend down this year (as it's the end of the calendar year).

__ Governments Looking to Spend Down The Rest of This Year's Giving Budget - Like the foundations described, above, (and though the economy is down still) some government agencies or programs gave budgets this year and some of those may have money to give yet in order to meet their giving goal for this year.  As suggested above, if their is a federal, state, local, or Tribal, etc. government agency that your organization knows has or would support your nonprofit, it doesn't hurt to research whether their office is looking to spending down some last unused money marked for grant donations.

__ Request Outstanding or Due Memberships, Pledges, and Other Final Quarter Donation Balances- Often, like a for-profit business, nonprofits can run their Accounts Receivable for their donations (or expected income report) for this year and see which donors (sponsors, in kind donors, etc. included along with individual, business, and foundation donors) have yet to give in full for the year if they promised or pledged a certain amount before 2013.  Requests all of these outstanding amounts.

__ Board of Director Annual Contributions - Often nonprofits raise money, annually, through annual leadership contributions which is a specific often larger amount that each board member promises to either raise or donate personally (or give through a combination of the two).  If your organization conducts Board Contributions, be sure to request any outstanding remaining balances from any board members still needing to fulfill their contribution amount for this year.

__ Employee Giving Programs - Many corporations provide their employees with the choice to give to any one (or more) of a long list of area or related nonprofits.  If, for instance, your organization operates in Dallas, Texas you might want to find out how your organization can get onto Hewlett Packard's Corporate Giving List (for their employees to select to give to your nonprofit) over the coming year - usually through a monthly (or other regular incremental) contribution deducted (pre-tax for the donor employee) from their pay check.  Another example is, if your nonprofit operates in Seattle, you could contact Microsoft's Human Resources offices and find out how to get onto their Employee Giving list for 2013 and on.  Always be sure, when requesting/receiving volunteer time or donations from any employer's employees whether the employer matches the contribution.  Often they do but if you don't ask, you don't know to request the matching contribution from the employer, once their employee's donation or volunteer time is given.

__ Corporate Used Items Warehouse Donations - Some corporations warehouse used and old office furniture, kitchen appliances, office appliances, etc. that they intend to donate (for the community goodwill and tax benefits to their company).  Some sell these items at very low prices.  If your organization is needing new equipment or furniture, for your office, contact a local large corporation and ask if they have such a giving program.

__ Thank Supporters - This is a 'no brainer'.  Always make it a point to thank volunteers, partners, and donors without asking them for anything at least four times a year (if not more often, such as thank the donor events).  As we are winding down this year, in all of your organization's year end publications remember the community that allows your organization to achieve its mission goal and the goals of its programs: the community partners, donors, and volunteers who without your organization could not operate, let alone succeed.  In your nonprofit's final newsletter, blog post, Tweet, Annual Report for the year, etc. thank them each and all.  Acknowledge the importance of the partnership you have with them.  State that your  nonprofit and its leadership knows that this ongoing relationship with them is how your organization's successes are achieved.

In Order To Raise Grants, It's Helpful to Understand Grant Donors & Where They Are Coming From

What Motivates Giving

Why Do Donors Give Grants At All


A Shift In Giving: Proactive Philanthropists Instead of Passive Donors

Yet Another Example of Donors Expecting Results; Nonprofits, You Can't Just Take the Money and Cross Your Fingers Anymore

Site Visits Or the Meeting With A Potential Grant Donor

Whether or Not to Publicly Acknowledge A Grant Donor, How To, and When To

When a nonprofit receives a grant, it is a moment to enjoy, but we all know the work doesn't end there.  Part of the work remaining to be done is keeping the relationship up with that grant donor.  The goal is not just to get another grant from them.  Maintaining and striving for strong relationships with donors (any donor and all donors): retains a nonprofit's past and current donors; it fosters an inclusion where the donor is not just sent a form thank you letter but rather enjoys the benefits (too) of the nonprofit's achievements in the community that the donor helped the organization to achieve; and it raises the community's perception of the nonprofit because they have a personal sense of how the organization treats them and while, too, providing an avenue for that donor to ask questions (i.e. "...I see in the donation thank you letter that I received that the nonprofit is currently providing (some service) to (some population) because of (some situation).  I want to know more about this effort because I want to help...").  The donor then consistently receives information about the organization (i.e. perhaps through a regularly disseminated newsletter), its mission, and its current work and goals, and it encourages that donor to become more active with the nonprofit (perhaps volunteering or perhaps just sharing with a friend or co-worker, "...I donated to that nonprofit because they do good work...").

So it goes, then, being that relationships are two-way streets, a nonprofit organization should proactively develop an affirmative policy that states how the organization publicizes supporting grant donors and grants that it receives.

Grants are not just an opportunity for an organization to fund its current goals.  Grants also indicate to other grant donors still weighing whether or not to give to a specific nonprofit that others in the community deem the organization (and its work) worthy of a grant (and that can and does sometimes encourage other grant donors (who've also been applied to, at that time) to also decide they will give a grant, too.  A nonprofit's proactive affirmative policy on publicizing grants it receives might be: 'At the time our organization receives a grant (from any grant donor) we will immediately contact our direct contact at the grant donor's office if it is not noted in the grant donor's grant giving guidelines, ask them whether we can: notify other potential donors (who were also applied to) about the grant being received; include them in our quarterly donor list on our newsletter and website; include them as a donor on the brochure, web page, marketing materials, and press releases explaining the program or service that they funded; and in conversations the nonprofit's leaders have with others in the community, may they mention our having received the grant when they network or do any public-facing work on behalf of the organization?  We will always honor the donor's preference on this matter.' 

When it is O.K. with all parties involved it is a smart fundraising and marketing move for the nonprofit to publicize that the organization received the grant because it empowers the nonprofit when the community sees that others in the community support that nonprofit's work, it empowers the organization when the community comes to understand what other organizations (which grant donors) support that nonprofit, and it empowers the agency when the community comes to know what programs and services the nonprofit provides that others in the community decided to support.

Notifying other potential donors (who were also applied to) about the grant being received - Of all of the suggested public relations methods listed, here, this one is far and away the most important because potentially it may immediately raise more funds.  If a grant donor is comfortable with it (and this is not uncommon for recipient nonprofits to do - so most grant donors are usually O.K. with doing so), notify all of the other potential grant (and other types of major donors) that have been solicited for the same project or service that the grant is going to fund that your organization received a grant from whichever donor gave it.

Thank you letter - A thank you letter under the executive director and board's signature should immediately follow receipt of a grant.  What comes into question is whether the organization is using a donor database to manage the donations it receives, its relationship with its donors, issuing its thank you letters, and disseminating its newsletters.  If a nonprofit uses a donor database, be certain to either turn off issuing a newsletter to a grant donor who is entered (or already in) the database because they do not need a quarterly newsletter from your organization.  Imagine it.  They are literally in the business of donating grants to nonprofits.  If every organization that received a grant sent them a newsletter (even with the best intentions) regularly, that grant donor's office would never get to their actual mail.  Their post box would be clogged.  Unless a grant donor requests it - do not send them regular solicitations or fundraising requests (other than the aptly timed and pre-researched grant proposal).

Donor list - Many nonprofit organizations include a list of its most recent donors perhaps in its annual report, website, regular newsletters, and in other publicly disseminated modes.  If a grant donor does not want to be acknowledged as a donor, publicly, or if the grant donor only wishes to be acknowledged as "anonymous" or "an anonymous donor" honor their wish and only refer to them in this way, publicly.  Honor the donor's request.

The program or service's brochure, web page, marketing materials, press releases, etc. - Many programs managers like to include the names of major donors to their projects, like grant donors, because it informs the beneficiaries and other supporters of that project who in the community is enabling the project to occur.  For instance, a pharmaceutical company may sponsor a cancer support group and the participants may appreciate knowing that the pharmaceutical company that is manufacturing the medicine they are taking is also supporting their personal welfare, too.

In conversations the nonprofit's leaders have with others in the community, as they network or do any public-facing work on behalf of the organization - as nonprofit leaders discuss the nonprofits that they work for with others in the community, in short but clear form, they should be sharing what the organization's current work and goals are and its most recent achievements including having just received a grant.  Most grant donors expect a recipient nonprofit's leadership will share with others this achievement, but if for instance a grant donor's requested that it only be referred to as an anonymous donor, then it is imperative that the fundraising office notify all of the organization's volunteers, staff, and consultants privy to the grant being received and who donated it, that the grant donor is to only be referred to as such. 

Asking a donor (any kind of donor who gives to your organization) whether they are O.K. (or not) being publicly thanked or acknowledged for their contribution and then following through with their preference both enables that donor (strengthening the relationship that the organization has with that donor) and also acknowledges that donor's right to say what their preference is.  Asking them what they want honors the relationship, and demonstrates that a relationship (and level of professionalism) is in place that they can come to expect from your organization.  This can engender a long-lasting relationship that provides those who need in your community with more and better services and products while enabling your organization to achieve new goals by virtue of the support your organization receives from its community.

What Is the Value of Grant Writing, for A Nonprofit?

During a discussion with a colleague this week, I considered an interesting question.  He wondered, generally, what the value is in grant writing.  He didn't ask, 'what's the point of grant writing', or 'is grant writing worth its weight in gold' but rather what is the value of it.


I thought about his question and then responded.  If you have any thoughts on this question, please "Comment" below, at the end of this post, and share them.

The value of anything is relative because there are certain pertinent factors that will vary, grant writing nonprofit to nonprofit.  What type of entity is attempting the grant writing, nonprofit or otherwise?  How well operated and managed is this organization?  How old is it?  How well does it execute the usual operations necessary for any nonprofit to grow, thrive, and succeed over time (i.e. programs planning, recruiting talent, strategic planning, leadership, fundraising, donor or volunteer recruitment and retention, etc.)?  What drives its programs and services: its beneficiaries and their current but as yet unmet needs or something else?  Does this organization operate ethically while also attaining the goal of its mission statement, regularly?  Who are the people involved in the applicant organization's operations (board, executive director, volunteers, and staff)?   Does the organization communicate with its public, regularly, sharing its mission, current programs, current goals, and most recent successes?  Why is grant writing being conducted?  How was the grant writing program planned and thought out (or was it even given any forethought)?  How long has grant writing been done there?  Who is doing the grant writing, what is their professional background?  How much real-world, current, professional, best practices does the organization's key leadership know about the grant writing process?

In fact, these questions and others in this vein are interesting because while they shape how you or I might respond to what the value of grant writing is to a given nonprofit, these also happen to be the types of questions that many experienced grant donors seek answers to through their specific grant application process (which applicants, of course, answer).

The value of a specific nonprofit's grant writing program (to itself) (whether realized, yet, or discerning its potential value) is directly related to the answers to the questions in the fourth paragraph, down (above).  This gets to the very reason that a grant donor attempts to discern the answers to these questions, when reviewing each application for a grant.  The question the grant donor is asking is, "Will this nonprofit use this money efficiently, be effective and achieve pre-determined quantifiable, verifiable, and relevant outcomes in what the money funds, while operating the organization ethically, and remaining driven in the organization's goals by the current but unmet needs of the organization's beneficiaries?" and "Is this organization capable of doing these things, realistically?"  If the answer to these questions, after an initial review of the application and applicant organization is "yes", then other questions follow, such as the what, where, who, when, why, and how of the specific reason the grant is being requested (a program, project, item, etc.).

If it isn't worth the grant donor giving the grant in response to an applicant, there may be one of a myriad of reasons why (everything from 'we wanted to but just can't this cycle, apply again next cycle', to 'the proposed project doesn't seem possible', etc.).  This is why it's best to apply for grants from the strongest possible operations and mission-focused internal culture possible (because, good practices aside, at a minimum other organizations will, whether yours' is or not and you need to be able to compete for the grant successfully); and it's also why it's good to follow up with grant donors, after your grant request is declined, and politely and professionally ask them why it was declined, and then hear what they share with you.  Based on their feedback, make appropriate improvements or listen to their suggestions, and then apply again.

The value of any grant writing is related to the nonprofit's real potential and the investment in understanding how professional grant writing is conducted that succeeds, how well run the organization operates such that it is an efficient and successful effort at its mission statement, how relevant its work is, how reputable the talent is that works for the organization, what the beneficiary's current needs are (in recent professional studies), and more.  In other words, the value in doing grant writing depends upon how serious the organization is about being successful at not just grant writing, itself, but the very reason it exists: the work of its mission statement.

Site Visits Or the Meeting With A Potential Grant Donor

It is a common step, in the grant application process, especially when the amount requested is a large amount, for the potential grant donor to request to visit the applicant nonprofit's office or the site where the proposed program (that the grant is requested for) already does or will occur.

A nonprofit's key staff may feel a great deal of anxiety or even outright jitters prior to the meeting. It's normal. Even still, I'm hoping to alleviate some of that, in this post.

Let's say that you and I work for a nonprofit, Music Fans For Country Music Memorabilia Preservation. Let's say, too, that our board of directors working with our organization's program manager, has been preparing launching a brand new national program called American Country Tunes' History Campfires. Let's say that the planning has been underway for about three quarters of a year, so far, and we submitted grant applications to three different grant donors (foundations, in this case) about a month ago.

Included in our organization's planning was enough time to be certain that the new program, prior to its launch, could be fully researched, thought out, planned out, budgeted for, and enough new fundraising would be completed before it began, to initiate a strong and viable new program. Grant writing is one of the methods that we included in this program's fundraising plan. In total, American Country Tunes' History Campfires' operating budget comes to $100,000 (which is the operating cost for one year). The fundraising staff decided that the fundraising would involve raising: $20,000 of this budget from major donors; $20,000 from a new direct appeal letter sent to established long time donors that our organization knows are interested in public education; $50,000 from grants (which you and I are working on), and $10,000 from the program's sponsors, eight different country music businesses: music labels, magazines, and national instrument store chains. For the grants portion of the fundraising plan, we applied to three different foundations, to one for $45,000; to another for $5,000; and to another for $5,000. We decided to hedge our chances of raising enough grant money by applying for $5,000 more than is necessary (as the program's budget demonstrates) but we also included, in the spirit of transparency and full disclosure, in all three of the grant proposals (submitted grant applications) a clear statement in both the proposal, itself, and on the budget, stating which foundations we applied to, and how much we asked of each. We figure they will talk with each other about what each foundation's decision making body thinks of the proposed program and whether they're considering funding, and if they are - how much they're considering granting (which is normal).

Let's say that our executive director received a phone call, this morning, from the board president of the foundation that we asked for $45,000 from. Indeed, their president confirmed, their staff has spoken to the staff of the other two foundations that we applied to; and all three are interested in supporting the program, though, they are not sure, yet. This, of course, is terrific news, but it is also no guarantee of anything. Still, encouraging news is a good sign. The foundation's president explains that she is calling because their foundation would like to conduct a site visit, where the new program will be taught, and also meet with our nonprofit before they make a final decision. She explains that the other two foundations told her that they will make their respective decisions about granting or not, and how much, after their foundation meets with our organization and shares their notes and findings with them. In other words, whether we get any one, all three, or none of the grants that we applied for hinges on this one site visit and meeting.

As I said, above, it's completely normal and understandable for our co-workers who will conduct the tour or be in the meeting to get nervous. The key to ensuring that the visit and meeting go well, is for the nonprofit's representatives who will conduct the site tour or be in the meeting to be researched, informed, prepared, and rehearsed. Their having key information, knowing what to say, and having practiced all of this will give the representatives of our nonprofit a sense of confidence and clear talking points, which will help formulate a professional positive experience for all involved and reflect well on the the nonprofit for the foundation's board.

Why is the grant donor interested in seeing the program's site, themselves? Why, too, do they want to meet with the nonprofit? First, this is not always the case. Some grant donors, even when considering granting large sums of money, in response to a grant application, do not request visits or meetings. This is another example of why it's so important for nonprofits to fully research and know a potential grant donor's preferences, interests, and what their grant application consideration process is; in order to be fully prepared. Of those that do, the grant donor requests a meeting to weigh whether or not the grant requested should be donated to your nonprofit. They are not trying to make life more difficult. They are also not trying to be tough on any one organization. Instead, this is a common part of how this particular grant donor considers of all of the organizations that apply for a grant, in a give granting cycle, which to donate to. They want to see where the proposed program will occur. Is the facility safe, accessible by all, are there enough bathrooms, are all safety precautions in place, etc.? Also, they want to see that this proposed program is viable, well thought out and planned, professional, likely to achieve its goal, etc. Seeing a program's site, for instance, can help them formulate this kind of information. They meet with the nonprofit to get a sense of the organization and the people running it (or working for it). Is this a professional, accountable, success-achieving, honest, talented, experienced, etc. group of people working for and volunteering with this organization; or do the nonprofit's representatives demonstrate to the potential donor that their donation would be better spent with another better run organization (for the benefit of the community and the goals of the organization and its proposed program)?

The goals, when meeting with any potential donor (including a grant donor), are: to be oneself; not schmooze anyone or try to sell anyone, but rather provide compelling, confidence-raising, true, and complete information; to listen to the potential donor (being sure to note what transpires in the meeting (to keep in the donor's file, in the grant writing office, for future reference); to note what, if any, documents or further information they request, during the meeting, that you don't have on hand in order to be sure to follow through and get to them, after the meeting, in a timely manner); and to relax as much as possible. Do not dominate the tour or meeting. Rather, offer up pertinent case-building information but also listen and answer questions. Also, the focus of the tour or meeting should not be on one person (i.e. the nonprofit's founder or the executive director). Rather, the focus should be on the beneficiaries of the organization's work, more specifically of this program; and why this program and its intended outcomes (or successes) are necessary and important to our community (or in the example, above, the nation).

Returning to my example, above, you and I help our executive director, the new program's manager, and two board members (which are the people our leadership decided will meet with this potential donor) prepare. The program manager preps the reps meeting with the foundation by being certain that each person knows what the program is going to provide to the public, what the demographics are of the intended students, what the goals of the program are, how the program will be conducted, where, and other key information such as the program's budget and fundraising plan. The reps do not have to memorize all of this material, but they should have it on hand in the meeting, but also be relatively familiar with it in order to be prepared to answer questions. We help prep the reps by being sure that they know what this particular foundation's recent giving history is (especially granting for programs similar to ours' with other nonprofits similar to ours'). We also provide them with four or five key talking points that each one of them may want to express during the tour or meeting such as some really compelling point that clearly states why our organization (above any other) is the best nonprofit to provide this particular public education; or the credentials or experience that we retain in the team that will design the lesson plans or actually do the teaching; etc. We arm them with anything that will help the donor see that their money will be wisely spent with our organization because we are going to achieve the goals of the program, operate efficiently, be completely proactive in our communication and reporting to the donor (including being honest and transparent), etc.

After our reps are educated and prepped, we spend a couple hours with them pretending that they are on the tour and then also in the meeting with the foundation, and the reps each rehearse. This may sound extravagant or unnecessary but it is actually normal for nonprofit leadership to rehearse any meeting with a potential large increment donor. This kind of rehearsal provides the reps with a level of comfort and confidence, allows them to nail down some logistics (i.e. who will lead the meeting, the executive director or the board president? who will speak to which portion of the tour or specific different topics during the meeting?), and it will also allow everyone to work out kinks and ask for assistance from the prep team, if they aren't sure how to proceed if they hit a snag, such as maybe discussing a specific topic, during rehearsal, or touring a specific room or part of a facility.

Meeting with potential donors, including grant donors, can cause any nonprofit's leader's heart to race; but there are tried and proven steps that can help anyone lessen those the jitters; while improving the likelihood in getting that donation.

Tips for the Nonprofit Applying Again to One of Its Past Grant Donors

When a nonprofit is conducting its grant writing, as time passes, it will develop a list of grant donors to apply to (through prospecting work), it will submit grant applications (or grant proposals), and it will hear back from those grant donors that it applies to. When the nonprofit hears back from a grant donor that it applied to, it either receives the grant or it doesn't. This process then repeats itself. For instance, as long as a grant donor allows a prior applicant nonprofit to apply for another grant again (after having applied previously) when the nonprofit is re-applying; they are re-initiating the possibility to raise another grant (and the applicant nonprofit will want to check with that particular grant donor's giving guidelines to be certain that reapplying now is O.K.). In this way, a nonprofit may both repeatedly approach a potential grant donor (or a grant donor that has donated to the nonprofit, before), while also additionally applying to new potential grant donors (as more new potential grant donors are located through prospecting work).

If a nonprofit that has received a grant from a specific grant donor, in the past; and its grant writer checks that grant donor's giving guidelines, before applying for another grant again; and the grant donor's giving guidelines say prior grant recipient organizations are allowed to apply for another grant no sooner than one year after having received a grant; and it's one year after that nonprofit received a grant, then the nonprofit may go ahead and apply again to the donor in order to possibly raise another grant (and each grant donor is different so you want to check their specific giving guidelines).

When a nonprofit applies to a grant donor that has given to it, before, there are a couple of things it can do to increase the chance that it will receive yet another grant from them.

__ After receiving a grant from any grant donor the recipient nonprofit should proactively (conscientiously) manage the relationship with that particular donor (and this is the case with any type of donor and is why a donor/donation database is so helpful for a nonprofit to manage its relationship with each individual donor, even in large numbers). Usually the grant writer or the development associate (or both, through their different responsibilities respective to each position) will oversee the nonprofit's relationship with its grant donors. The nonprofit will want to conduct donor development (or donor care); be certain to get to the grant donor all reports, information, etc. that it requests, in a complete fashion, and on time; encourage peer to peer interaction between the nonprofit's leaders (probably the executive director and maybe a program manager in the grant donor's organization); and of course a thank you letter must be sent. Copies should be made of all correspondence and replies received and filed into a hard file. Notes should be taken during each conversation that the nonprofit conducts with the grant donor organization and also filed. If a nonprofit applies to a grant donor, receives the grant, and then two years later wishes to apply again for a grant; without a paper trail it is exceptional to be able to accurately remember who all the nonprofit's representatives spoke with within the grant donor's organization, what the nonprofit exactly wrote in its application or end of grant report, etc. and submitted to the grant donor.

__ When applying for a grant from an agency that gave a grant to a nonprofit before, it is helpful to include in perhaps the first paragraph of the letter of introduction (if one is submitted), in the grant proposal, and anywhere else that is appropriate simply saying something to the effect of, "The clients, volunteers, and staff of the National Society for the Science of Clams remain grateful for the grant that Sea World Conservation donated in April 2008 for our then new Public Outreach and Education program." Including this kind of simple but on point acknowledgment in the documents that a nonprofit submits to raise yet another grant does a few things. It reminds the grant donor, in a conspicuous location in the document (maybe in more than one document that it submits to the grant donor), that they have given to the nonprofit before. Yes, they probably will recognize the applicant nonprofit's name, etc. and know that in the past they've given a grant to it, before. Yet, never assume that the donor organization's files are entirely complete or accurate. Errors get made, so a reminder is compelling. Also, the applicant nonprofit is saying 'thank you' once more. Finally, including this sentence demonstrates the nonprofit's professionalism: it practices a professional culture, in its operations, of inclusion, gratitude, a long-lived memory, recognition, etc. All of these professional qualities do lend towards indicating that the nonprofit may operate transparently (inclusion, acknowledging the need for partners for its operations to succeed (such as donors' donations), long- memory, etc.).

__ Conversations may be easier between a nonprofit that received a grant from a specific donor organization and that donor, than for a nonprofit applying for the first time that the donor is not familiar with (though, this situation is not a deal breaker). When a nonprofit's executive director, for instance, phones a grant donor and says we are about to apply for a grant for this program and 'oh, by the way, we receive a grant from you four years ago (or whenever)' the contact at the grant donor organization will get a few things. First, they will know that this nonprofit met all of their standards back in time. It won't be a stretch for them to imagine that it could, today. Second, they will likely have a file on this nonprofit and will be able, then, to easily access the record (why the nonprofit was awarded the grant, how the nonprofit followed up, etc. This demonstrates why it's important for a nonprofit to interact with a donor that gives a grant professionally, gratefully, etc.). Also, the grant donor agency's representative will, frankly, probably view the nonprofit in a positive light. Others working within the donor organization probably will, too. All of the possible positives for any applicant nonprofit add up. Finally, when a grant donor has given to a nonprofit that is applying again - there is a sense of an established relationship existing. Any positives that a nonprofit can put on its side when it applies for a grant are pluses (and they may be pluses that other applicant nonprofits do not have on their side).

Do all of these attributes guarantee an applicant nonprofit a grant? No. There are never any guarantees in any form of fundraising, including grant writing. The name of the game, here, is to increase the likelihood of receiving a grant. Also, some grant donors do not give grants to a nonprofit that they've granted to before, even when their own giving guidelines say 'prior grant recipients may apply again, in the future'. Being allowed to apply is no guarantee that an applicant is automatically viewed as a potential recipient candidate. Each grant donor is different and their own policies or internal operations may change over time. A good way for an applicant nonprofit to gauge how a grant donor may interact with them (whether they received a grant from the donor before, or not) is to research their recent (perhaps past two years, for instance) giving history and patterns. What other nonprofits have they donated to? How much did they give? When? For what types of programs or projects? Did any of these nonprofits receive another grant from the donor, recently? If so, how recently, and for what kind of program (is it support for the program they contributed to before, or a new project)? Is there networking chatter, in the nonprofit community in the region, that a recent grant recipient nonprofit applied again for a grant from them (per their giving guidelines' directions) and was told something like, 'we would grant to your agency, except that we have decided to only give grants to nonprofits once every twenty years' (even when their own giving guidelines say 'past recipients may apply for a grant again X months after receiving the grant)? This kind of information can be invaluable for the applicant nonprofit. Anything that helps increase the likelihood that a grant will be awarded is a plus.

What Tone Should I Set In Our Grant Proposal?

There are finer aspects to writing a grant proposal that are often not so easy to teach, and not even so easy to ask about or find out how to do. There are technical aspects to writing a grant proposal such as being sure to include the usual sections (e.g. introduction, organization description, project description, beneficiary population description, etc.); but the finer question, once a grant writer gets writing a proposal, can become 'what tone should I set in the grant proposal's contents?'

The answer, as is often the case in grant writing, is 'it depends'. So, I'm going to walk you through what I can, in a blog post.

When a nonprofit's grant writer sits down to begin writing the proposal they are, undoubtedly, focused on how they can win the grant. There is sometimes an inclination, then, to make their organization sound, in the proposal, like one of many, let's say... grant-seeking-archetypes:

__ Needy and Deserving, Or Just Because We Are A Nonprofit
__ Admirable Bleeding Hearts
__ The Only Organization To Choose, Or Arrogant
__ The Next Organization In Line, Or Winner by Default
__ Politically the Best Choice
__ The Victim
__ Deserving by Proximity (e.g. having a 'big name' personality or historic figure who founded or works for the nonprofit)
__ The Reputable, Well Run, Possessing A Demonstrable Track Record of Success, A Talented/Experienced Team, Successful Results, Practitioners Of the Latest Professional Best Practices, Inclusive, Transparent, Etc. Organization

Guess which one is probably the better tone to set in a grant proposal? You've got to walk the talk that you assert about your nonprofit, in your grant proposal. Remember, only reflect, in the tone of the grant proposal content, the character of your organization that you could back up with documents and recent accomplishments: that you could prove. If you can truly reflect in its track record, financials, operational history, etc. what you have said about the organization, in the grant proposal - then you're stetting the correct tone.

The tone a grant writer selects to use in a grant proposal should also be: positive, honest, thorough, complete, hopeful, but also demonstrate how the organization operates through the facts it asserts about the organization, its history, its recent accomplishments, and its goals, and proposed project. The tone one sets in a grant proposal is an opportunity to convey to the reader (who works at the organization considering giving your agency a grant) its best foot forward and in the best light (in honesty) that is possible. It can challenge an organization to do this. For instance, some believe (wrongly) that if the truth about an organization seems contrary to its ability to raise a grant - then the organization should either not answer the challenging grant application question or it should lie in its response. Neither are correct. The better way to address a tough question is to 1) answer it and respond (never ignore or skip a grant application question or request for information); and 2) to tell the honest truth. Remember, you can always call a potential grant donor that your organization is applying to (if they allow phone calls) and explain the quandary and ask what they advise. Honestly, some of the best possible answers to a given grant proposal question can be recommended (and, in effect, given) by the grant donor agency's program manager, them self. For instance, if a grant proposal is being filled out and a question comes up like, 'have you conducted this proposed project before?' and the answer is 'yes' for our nonprofit, but it went horribly wrong and we wish to conduct the project, again, having made corrections to errors made that first time - and we're applying for the grant for this second go - it may seem that the better answer is to avoid answering the question, or to lie; it's the wrong way to go. In fact, a donor (such as a grant donor) who is given the truth and also informed about what lessons the agency learned, that the input for improvement came from the project's attendees (or beneficiaries, themselves), and that all necessary changes (or improvements) have been implemented (and that the attendees will be asked for input after the second run of this project (also called "evaluations")) - the donor is more likely to give. The donor, in the instance of truth, is being given the agency's experience, but the applicant nonprofit is also demonstrating that it values honesty (and reporting the truth to potential stakeholders such as donors), and anything that gives a potential donor confidence (such as the truth does) is some of the most powerful fundraising methodology that exists. If a potential donor discovers your agency's lie in a grant proposal they not only will not give your nonprofit a grant, today. You're risking them 'black listing' your nonprofit within their own organization for future reference ('do not give to this nonprofit as they lied in a grant application submitted to us in December 2009'); they are colleagues of others who work for other grant donors and these professionals do network and talk with one another. If word gets out in the grant donor community that your nonprofit lies in its proposals for funding - the damage to the agency could be catastrophic.

It may seem dangerous or contrary to instinct to tell the truth about your nonprofit's growing pains or lessons learned but there is not a single nonprofit that operates that has not learned through experience. There is no shame in this as long as the organization takes the lesson as an opportunity to grow the agency and improve its operations and goal setting. Sharing with potential stakeholders in your nonprofit, such as donors (e.g. grant donors, in this case), is really providing the grant donor with your agency's values (truth), professionalism (we aren't going to lie to stakeholders or potential stakeholders), and sense of self (we are not afraid to listen to our constituents, learn from our mistakes, and better ourselves by listening and implementing improvements). This is actually the more powerful way to manage and operate a nonprofit. What donor (or 'investor') wouldn't feel confident supporting an organization that admits its foibles, is aware of their likelihood, listens to benefit the population it is set up to serve, and makes appropriate improvements?

That Physical Address Location Question On Most Grant Proposal Applications... What Gives? Read More...

Which comes first? Is it the chicken or the egg?

I received a question on Seeking Grant Money Today, this week, that I thought I'd write about because I've heard it asked, before.

A reader of this blog posted a question asking how their brand new nonprofit can apply for grants when so many grant application forms require the physical address of the location where the nonprofit will provide the program or service that it is requesting funding for. It would seem, for any nonprofit that does not yet have a physical location (building, classroom, conference room, etc.) to conduct its organization's work that this is a barrier. The question can often become, 'well...we just started up...we can't afford a building, yet,'. That's actually, not the point, but the misunderstanding is not uncommon.

This question is a perfect example of a situation that warrants a nonprofit calling the potential grant donor that they are applying to (whose grant application apparently stumped them) and ask to speak to a program manager at the foundation. Ask them, given your organization's specific situation, what they prefer a nonprofit answers for that question. Explain your nonprofit's situation (for example, perhaps yours' is not a brand new nonprofit but has, in fact, existed for fifty years - but is only now providing services or assistance to the public and, let's say, has no gymnasium to provide after school camp for youth in, yet). You will receive the answer from that specific potential grant donor and you'll know how to answer their grant application; but please do not assume that all of the other organizations that you're sending applications to will want the same. Again, phone each (as long as they accept unsolicited phone calls - some prefer not to hear from applicant organizations. In this case, make your best guess as to what they wish to know and provide the appropriate answer). This inquiry also establishes the beginning of a relationship and relationships are how donations are raised (larger donations, anyway).

When a donor asks for a physical location on a grant application, they are considering the program or project that your nonprofit is requesting funding for. They, in fact, do not EXPECT any nonprofit to own a building, and usually aren't surprised at all when a start up nonprofit is using the facilities of another nonprofit's or other organization's. No grant donor, very often, expects anything of any nonprofit and in fact, that is the point of asking questions in the grant application. They simply ask questions, in the grant application, to get the honest answers from the applicant nonprofit. They probably aren't so interested in the square footage or how many public facilities there are on the premises (although they may be), but rather they are more likely gauging other considerations such as:

__ is this building's location easily accessed by the target beneficiary population the program is supposed to serve (e.g. are bus lines running nearby during program hours, is there free parking nearby, is it well lit and safe at night, etc.);

__ is the building easily accessible for the disabled;

__ is the building a modern, safe, well maintained facility, or is this a notoriously 'red - flagged' potential death trap repeatedly dinged by the city or county to require safety upgrades, etc.;

__ are there enough classrooms or is there enough space in the rooms planned to be used for the anticipated number of participants or attendees;

__ etc.

As I've always written, here, it is never wise to lie in any grant application about anything. If your nonprofit is applying for grants to, let's say, provide an after school camp for youth - but your board has not come to a formal agreement with the property owners of a proper facility, but you all are pretty sure that it's a done deal: then tell the potential grant donor this. Do not claim, if it is not the case, that a location will be used for certain. If, though, a location has been arranged for and is formally your organization's for this program/project at a certain date and time - then state this in the grant proposal.

Some potential grant donors may wish to know the physical address of the proposed program or project (proposed in the grant proposal) because of other reasons. How can you know? It's best, for each potential grant donor that your organization is apply to for a grant, to know their reasoning behind asking the question (and remember, all grant donors are separate, different, individual entities - one's thinking or reasoning is different from another sometimes and its always best to tailor each grant proposal per the recipient grant donor's interests, demonstrated track record, recent actions, etc. to increase the chances in receiving a grant from them). If you area allowed to phone them, have the executive director or a board member (someone who is 'peer to peer' on the same level as the leaders of the potential donor's) phone them. If you can't phone the organization, read over their giving guidelines, other literature, their website, or research recent past grant recipients' programs/project's physical addresses (for programs or projects that they funded that are similar to the one that your agency is proposing).

This question also demonstrates a common misconception on the part of nonprofits about potential donors of all kinds: they just want us to jump through hoops. In fact, grant donors, in particular, are usually staffed with and led by people are are very knowledgeable about, professionally skilled in, and perhaps lettered researchers in the very field of work that your nonprofit works in. They, themselves, have often worked at nonprofits (perhaps ones serving the same cause as yours') and are usually very up to date on professional and ethical philanthropy. They are weighing which nonprofit should receive the next grants that they are about to donate. Most grant donors are not, in fact, being flip about just randomly asking for nonprofits to provide this, that , or the other. They are using some key information, for each proposed program or project, that they hear about in each round of grant applications to decide which (of likely tens if not hundreds) of grant applications they will award a grant to. Grant donors are not giving to get a tax break, and leave it at that. They are very active, engaged community members who are looking where they can best place their cash donation (or other contributions) that will help the nonprofit do the best, most effective, and perhaps the most good for the community. Grant donors are looking for honest, well run, efficient, knowledgeable, expert, talented, successful nonprofits that they are more likely to get excellence for the community out of the fiscal (or other) investment that they place in the awarded nonprofit.

How To Approach Grant Donors That Are Not Accepting Grant Applications and Get Their Attention

Wanting to expand your grant raising horizons but run into many potential grant donors that indicate they may give to your nonprofit, only to find in the fine print, later, that they only give to pre-selected organizations (or they do not accept unsolicited grant proposals, or they are not accepting grant applications at this time)? Fear not! Yes, they may seem implacable but the reality is there is a way to get your organization in front of most any grant donor even if they are not accepting grant applications.

If, as you conduct research into which grant donors would potentially be more likely to give to your nonprofit (this process is called 'prospecting') you run into a few potential donors whose giving guidelines state three important indicators that they are likely to give to your nonprofit: they fund causes such as the one(s) your nonprofit works on, they fund the types of programs or projects that you are writing the grant proposal to fund, and they fund nonprofits serving the geographic region that yours' is going to serve through your proposed project or program. When a potential donor, (you determine through prospecting) has given recently (within a year or so) to organizations doing similar work as yours' is, funding programs like you are aiming to fund with grants - they are providing through their recent giving pattern even more indication that they are likely to give to your organization. These are the foundations your organization should apply to - otherwise, you are shooting time, resources, energy, and hope into the abyss and not focusing your grant seeking work where you should - by applying only to grant donors who demonstrate that they are likely to give to your agency for the work its proposing to do (and where it will do it).

Especially today, in this economy, it is not unusual to find more than a few foundations who appear like they'd be likely to give grants to your agency - only to see in fine print (usually in their giving guidelines) that they are not accepting grant applications right now (or are not accepting unsolicited applications). It can be very frustrating.

Your first thought may be, 'well, they would probably appreciate granting to us, because we would become partners in the work that they are looking to fund, in order to make the changes in the community that our particular nonprofit is proposing to make!' The frustration, here, is that you apparently can't even get a proposal before their eyes for them to see this for themselves! Or...is this the case...

While it is always best practice to truly follow and do (or don't do) whatever a grant donor's giving guidelines asserts it prefers (or doesn't want); you can do a few things to get your agency's name; its goals; and its successes, potential, integrity, and high qualifications in front of any grant donor whether they are accepting any eligible agency's grant application, during this giving cycle, or not.

Bear in mind that in all interactions, every nonprofit should conduct all of its work (fundraising, programs promoting, volunteer raising, etc.) in a professional, reasonable, fair, open, and honest manner. As you, other staff, volunteers, or leadership from your agency interact with the public in any way (on the phone, in web or written content, face to face, etc.) each and all representatives of the nonprofit should know basic customer service skills and be able to conduct them (and provide a training in this - public facing is a critical part of any nonprofit's work but surprisingly not everyone knows these basic 'must have' skills to interact with the world beyond the office). Everyone representing the agency should be polite, courteous, professional without being pushy, confident about the organization's capabilities and its mission, and should know how to approach anyone - say a quick line or two about the nonprofit (also called an elevator speech) - hand out a business card or agency brochure and then thank the person and leave well enough alone. Keep in mind, too, that approaching anyone in a professional and affable manner simply to introduce yourself and your agency (and its important work in the community) is 'how business gets done' in any sector, including the nonprofit sector. It's not invasive or rude to do so, as long as it isn't in the middle of the person speaking, or as they are dashing out the door in a hurry, or some other already occupied or busy situation. Just be thoughtful, clear, but polite in your interactions and your agency will begin a series of new connections in the community.

Having said this, the following are ways that any nonprofit can still get its name, goals, successes, and great potential in front of even the most stalwart grant donors who pre-select which nonprofits can apply for their grants...

__ Find out (through networking with colleagues or researching the regional newspaper archives) where the grant donor's board members present, what professional affiliation conferences they attend, or what associations they are active members in and make sure that one of your organization's leadership attends one or two of these opportunities and makes professional, friendly, clear, and concise contact with their organization's leader(s). You could approach them, say hello, state that you are familiar with their work via X Foundation in the community, and that you wanted to be sure they were aware of your agency's work (and then provide them with the quick but clear elevator speech). Hand them your card, get theirs' if it's appropriate, and follow up with them in a few days either through e-mail or a phone call. Again, do not hound anyone but simply say something like, 'it was a pleasure to meet you at the Champions of the Environment meeting this past Wednesday,' and attach a one page, clear, and concise letter or outline that states what your agency is working on now, what it's current goals are, its recent successes, its talent pool and potential for great success, and how they can follow up with your organization (usually suggesting that they speak ('peer to peer') with a leader of the agency).

__ Conduct a marketing campaign that states the same information as the suggested attachment in the follow up e-mail, as described in the point made in the paragraph, above (begins "Find out (through networking..."). The power of marketing is that your agency gets its name, successes, and goals before everyone in the community that the marketing is conducted in. This means that the untapped donors, who may have never heard of your organization, the yet not yet recruited volunteers, future board members, and potential grant donors who do not accept unsolicited grant proposals learn everything about your agency that you state in your marketing campaign. Marketing campaigns, when conducted well, return on the investment in the campaign usually many fold. They are a strategic, smart, modern, and effective way to recruit new talent and blood but to also raise more and new donors.

__ Speak to professional colleagues working at other nonprofits, or ask your own board members, or ask your donor base or volunteer base and find someone who has a relationship with a leader working for the grant donor and ask if they would provide an introduction for you (or a key leader in your agency). Keep asking around - you'd be surprised at the connections that exist in your own organization that could become very fruitful leads. You will eventually find one, I bet.

__ Call the foundation's office and respectfully ask if you may submit a one page letter of introduction to your nonprofit for their programs staff to review for consideration. Some foundations that do not accept unsolicited grant proposals accept letters of introduction in order to be sure that they know what nonprofits exist that they could potentially work with in the community. Remember, they are looking for successful nonprofits partners to give to and if they don't know of your organization but would appreciate knowing about it and its work - this furthers their foundation's mission, too. It's a win win for both agencies but also for the community.

In all fundraising there are potential donors who have established pre-existing relationships with other nonprofits. This is how the community gets the benefit of the various nonprofits that serve them. There isn't a need to look at these existing beneficiary nonprofits as competitors or better than your agency. The key is to understand that the donor's goal is simply to really create effective, sustainable, and real change in the community. When your nonprofit demonstrates to any and all potential donors (including potential grant donors) that it will meet a real unmet need in an efficient and honest manner, and has the talent and ability to succeed at this - then you have truly put your nonprofit at 'the head of the line' for any donor's consideration. This is the key.

If A Grant Donor Allows Phone Calls, Call Each Donor Your Agency Is Applying for a Grant From

If the grant donors that your organization has researched and determined would be likely grant donors to your group state in their giving guidelines that they welcome phone calls - take the opportunity to call them before submitting your grant application as a step in the grant application process for that particular grant donor.

Each grant donor is different. Some allow or even prefer if organizations who are going to apply to them call first. Others do not want any phone calls. Make sure that for each organization that your agency is going to apply to, you have researched each grant donor's giving guidelines and you know each grant application recipient's preferences, requirements to apply, and other pertinent application process details.

Before you apply for a grant, plan to call the grant donor (again - only if they allow phone calls). Take time, before calling, to prepare. Never feel, when speaking to any potential donor, like you must memorize anything or like 'if I don't get this "right" I'm going to mess up our getting this grant'. That is simply not true and you'll want to practice replacing catastrophic thinking (or worry) like that with self-supporting talk such as 'this is simply a phone call to initiate an application process and the grant donor welcomes these - so they've conduct thousands of them and understand the pressure a nonprofit is under when applying for a grant' because it's true and they do. Take any pressure off of yourself (and your agency) that you can. How? Tell yourself some truths that clarify how this process really goes. When a nonprofit applies for a grant from any grant donor - that grant donor knows that it's going to support the work that is being done in the community as best it can because it wants to. The grant donor also regrets (sincerely) that it can't offer more funds to more nonprofits but as a grant donor it has likely determined how to best help the community (in the interest of also helping to provide real positive results in our communities via the nonprofits they grant to). When they decline a grant request, that grant applicant nonprofit should phone (after receiving word that their app was declined if the donor allows phone calls) and politely and in an open fashion call the grant donor and ask if there are any improvements or changes that you could make to your application to improve your agency's chances in receiving a grant. Then make those changes are made to the declined grant application, and then apply again when the grant donor allows nonprofits whose applications have been declined to reapply again next.

To prepare with a phone call with a grant donor - be sure that you know what your agency is applying for. Be sure to know what program or project your nonprofit wants funding from this particular donor for. Also be sure that you know what amount of money you'll be requesting. Have some other details about the project jotted down on note paper in front of you during the call such as any community partners your agency is going to provide this program with, what the overhead costs are, who will be served (demographics), who will provide the program (staff and their credentials and experience), what the time line of the project is, what the anticipated outcomes will be, and what the evaluation method and plan is, etc. You won't always be asked for any or all of these details but you'll be asked for some of them and it's good to have it handy right in front of you during the call so that you sound organized and knowledgeable and your agency looks like it's thought out its program, knows the details, and is professional and prepared. Leave a good impression as best you can. When you call, state your organization's name, your name and job title, and explain that you're wanting to have a conversation with someone there about a pending grant application. If your organization has received any kind of support from the grant donor organization in the past, have that information handy too. Be sure to let them know that on the phone. Have a few questions prepared with them such as are any of their (the grant donor's) board members have a personal interest in the kind of work that your agency does or is proposing to do in the grant application. If there is, ask if the person who your are speaking with will let them know that your agency is doing X program or Y work in the community and is going to apply for a grant on (and give the date that you will submit your application). If that board member is passionate about what your organization is doing or going to do and they are made aware of your application coming soon - they can watch for it and even become an advocate for the application as it moves through their grant application review process. Also ask if there is anything not listed in their giving guidelines that the people who review the grant applications like or prefer about the application, itself. If they share any tips with you - take advantage of the insider information and follow through and do what they suggest.

It is imperative that you take good notes as you conduct the phone conversation. Be sure to jot down the date and time that you phoned, that you conducted the phone call, note who you spoke with (and if it's more than one person - note whom), and note everything that you share with them about your agency and the proposed program in the grant application, and also (of course) jot down all of the tips and answers to your questions that you receive. Make sure (and this is really important) that you file a copy of your notes in with the grant donor's file in the grant writer's office, for posterity. Through natural attrition, if nothing else, no one works for a nonprofit for forever. It will be handy for anyone in the grant writing office to have quick easy access to the notes from the conversation with the grant donor as they sit down to write the grant proposal (application) both now and even twenty years from now. If a grant donor gave to an organization even twenty years ago and it's applying to them again, now, it's handy to be able to reference that donation and the past relationship. This establishes continuity in the existence of a relationship but also demonstrates how grateful and organized your agency is.

Be sure not to take up too much of any one's time at the grant donor's office. If they are happy to talk with you or have questions, themselves, then of course remain on the phone in the conversation with them. Also, don't ask for any guarantees or for any unethical or questionable assistance, insider information, or promises. This only reflects on you and your nonprofit poorly and sends up a red flag. Instead, have confidence in your organization's potential, its talent pool, and its previous successes in the community and know that your application is worthy of serious consideration and being funded by them and all other potential donors. After submitting your application follow their process as it is outlined in their giving guidelines. Do not call or e-mail the grant donor's office asking where your application is in their pipeline. Do not hound them about whether your agency will receive the grant. Instead, be sure that you know when they will announce grant recipients and wait until a week or so (at the earliest) to hear from them if your agency received a grant.

Having an initial conversation with any potential major donor (including grant donors) helps nonprofits not only improve their chances to receive a grant from this donor; it can also often lead to other suggestions to increase funding for a project. For instance, grant donors speak to so many other entities (nonprofits, businesses, and governments) doing work in your organization's area that they can often make good recommendations to applicant nonprofits as to who to partner with, or what other entities may offer some powerful resources to provide a given program or project, or more. The conversation is intimidating to everyone who phones them - so do not field alone in your anxiety. It's O.K. and normal to feel it. Make the call and be open to a new relationship with a potential long term donor.

How To Plan Out This Year's Grant Seeking...

Especially due to this economy, create a plan now for your grant seeking for this and next fiscal year.

Before your write up the plan, talk with the program manager at your nearest community foundation and ask them what they are hearing from grant donors. Are grant donors concerned that they won't be able to grant much during this year, or are some smaller foundations even wondering if they'll be able to continue donating grants, at all? Talk to colleagues working at other nonprofits, in the geographic region that your organization serves, and ask them what their organization is planning to expect in this year's economy. If you have established relationships (or if one of your board members has a relationship) with a foundation or other grant donor who's given to your agency, recently, call and ask one of their program managers what they are doing in this economy and if they have any advice for grant recipients.

Then do some research. Call your nearest United Way and ask them if they have a report on grants giving trends in the region for the past year. You could also ask the librarian at your public library's reference desk for the most recent philanthropy, nonprofit, donations, etc. studies. You do not need to find the giving trends for organizations who do similar work as yours', only. Looking at the overall granting trend for your geographic region will be informative on a high level so that you can see the general giving trend (up, down, or the same). Local and national professional nonprofit affiliations, such as The Foundation Center, The Chronicle of Philanthropy, Association of Fundraising Professionals, etc. often conduct their own studies for both national trends, but also trends in specific regions of the United States. If you are having a difficult time finding local studies or information, in your region, research the information with one of these organizations. If the most recent information that you can locate is for 2007, that's OK. Use it for now, but be sure to add the 2008 granting trend for your region, to your grant seeking planning for this year, when it comes out (maybe a few to six months from now). If you want, you can include statistics of granting in your region from 2006 to give a truer snapshot of the trend locally, in your region.

Talk with the people who are designing and managing the programs or services that your nonprofit provides per its mission. Ask what their needs are this year. What funds do they still need to raise to pay for these programs? How much of that are they hoping to raise from grants? [Hopefully, they have already developed the budgets for any new programs or projects and have also determined a few different methods they'll use to raise all the necessary money].

Finally, talk with the fundraising volunteers and staff. Make sure that they are aware of the programs and service managers' plans, needs, and goals. Also, discuss your research findings with them. Tell them what you've heard from colleagues working for other nonprofits, foundations, recent grant donors, etc. Tell them, too, what trending you are seeing in the rate (or amounts) given in grants, to nonprofits in your region, over the past two or three years. Sit down with them and sketch out a realistic (based on your research, your organization's own receipts trends over the past two years, how much in grants the organization will need to raise this year, etc.).

Review who you've applied to before (whether they donated a grant or not). Then review whether those grant donors are still potential possible grant donors to your organization (by reviewing each grant donor's current giving guidelines and comparing those to where your organization serves, what it provides, and deadlines, etc.). Also, look for new potential grant avenues. Is there a new foundation in the area that your organization may apply to (again, depending upon whether their giving guidelines indicate they'd be interested in giving to your group). To understand how to locate grant donors who will give to your nonprofit read, How Do I Prepare To Find Foundations Who Will Fund Us?

Also read Top 10 Ways To Find A Grant Donor Who Will Give To Your Nonprofit

Plan out which foundation your organization will apply to this year. Plan out how many applications your agency will submit, this year, to raise whatever amount it needs (default to sending more than less, this year). Determine which grant donor you will approach for which funding need (do not apply to one foundation twice at one time). Strategize, here. For instance, if a foundation gives in larger amounts, generally, and you have one program that requires a larger amount and another program that requires a comparatively smaller amount, apply to that donor for the larger need - base your decision on whom to apply to, for what, on their recent giving. In order to learn how to find out any grant donor's recent giving practices read, The Grant Writers Little Helper: IRS Tax Form 990 Post 1 of 2
Click on the link to part 2 of this post, at the bottom of Post 1.

Set your grant seeking plan into motion. Dedicate a calendar that sits on the wall in the fundraising office to grant seeking, only. Write down each grant donor's deadline on the calendar. Figure how much time it will take to mail, e-mail, or overnight deliver your application to each foundation and back up that many days or weeks, before, and set deadlines, for each grant donor, indicating when you must have that grant donor's application package done and ready to be sent. Stick to those deadlines! Get everything that any potential donor requires or requests, and do not give them more than what they request.

Build contingency plans into your grant seeking plan. For instance, if you need $5,000 to provide parkas to low income children, don't just apply to one potential grant donor for $5,000. Apply to several grant donors who indicate in their giving guidelines that they would be interested in funding that type of program, serving the geographic region that your agency does, and for the cause or issue that your mission serves. If a potential donor doesn't indicate, in their giving guidelines, these three basic requirements it is probably not worth your organization's time, money, and resources to apply to them. Be sure that you spend money, in this economy, where the likelihood for positive results is highest.

What Motivates Giving?

Jason Dick, blog author of A Small Change - Fundraising Blog, is hosting the February 2008 Giving Carnival (group blog session). Jason asks a great question of anyone who would like to either email a response to him or blog about it on their blog, and send Jason the link (he will post all of the responses that he receives on Monday, February 25th. Be sure to return and read others' responses and respond to them. Let's get a dialogue going!). You can join us and respond at infosmallchange at gmail dot com by January 21st.

If you can not join us this month, in the discussion, you can join the Giving Carnival group blogging sessions (once a month) to blog or simply email a response to various philanthropy questions. We always need hosts, too. Becoming a member of the Giving Carnival Google group by clicking the link. We would love to have you when you are able to contribute and respond.

Jason asks, "What motivates giving? Is it compassion, good fundraising, desire to make a difference in the community? What is it?"

As is often the response, I say, 'it depends'. Here's the dirt...

Individuals give because they are affected by a cause or issue, they believe that something can be done and that the nonprofit sector provides viable solutions, and because they have located a nonprofit providing a solution that they believe in, towards the issue, and the nonprofit is effective, reputable, successful, transparent in its operations and reporting, well run, and accessible. I wrote more about today's savvy, less whimsical, individual donors in my post A Shift In Giving: Proactive Philanthropists Instead of Passive Donors Nonprofits do not just get to pass GO while being handed donations for the year. Today, nonprofits must meet a real need in our community, address the need successfully, operate efficiently while reporting honestly, and must work with the community and its resources - rather than trying to be a lone agent. Results are everything today.

Families, trusts, community foundations and their members, and foundations give because they have amassed a lump sum to dedicate to the issue(s) that also concerns them. These entities exist to give. It is arguable that, as legal 501(c)(3)...etc. organizations, they give because it is federally mandated that they give a specific percentage of total holdings, annually. It is also sometimes the case that these kinds of philanthropists are set up for the tax benefit. I do not believe that these are the REASONS, though, that most charities are set up, or why they give. I think that families, trusts, community foundations, and individual foundations give because someone saw a need in our community and again, believed that the nonprofit sector, specifically, could provide effective solutions.

Private foundations give for very specific reasons. Often private foundations are set up to support a singular specific cause, organization, or the private foundation only accepts grant applications by invitation (and does not accept applications for grants from just anyone). For instance, some private foundations are set up to singularly fund one hospital. Or, other private foundations only give to organizations serving one religion and its work. Other private foundations may be set up to support a single private school.

Donors are researching how to make the greatest impact in our communities and this post links to a recent published study that discusses this phenomenon at: Yet Another Example of Donors Expecting Results; Non Profits, You Can't Just Take the Money and Cross Your Fingers Anymore

To determine what foundations are looking for and why they engage with nonprofits by donating read Grant Writers, Get an Inside Peek On Where Our Foundation Donors' Heads Are which highlights Judith Rodin, President of the Rockefeller Foundation, interview on Charlie Rose in which she talks about what one of the most preeminent foundations in the world looks for when donating.

A more general, overarching discussion on why grant donors give is at Why Do Donors Give Grants At All?