How to Approach a Foundation: From Initial Contact to Getting Funded

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How to Approach a Foundation From Initial
Contact to Getting Funded Did you sign in and
take a handout packet? Please turn off your cell
phones!
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What You Will Learn Today

• How to initiate and build relationships with
  foundations
• Key stages in the process
• What happens when
• Tips for effective communication

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Key Stages

• Before submission
• While pending
• After the decision

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Which Foundations Will You Approach?

• Prepare your prospect list
• Look for the match
• Prioritize your prospects and funding needs
• Collect information on prior contacts

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The Initial Approach

• Telephone call?
• Letter?
• Online application?
• Full proposal?
• E-mail?
• Follow the funders guidelines

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The Initial Approach, continued

• Tips on the initial approach
• If appropriate, utilize intermediaries
• Someone who could facilitate an introduction
• Call first to check the fit
• How do you know whom to call?

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The Introductory Phone Call

• Goals
• To introduce your organization and project
• To make the connection to the funders
• philanthropic interests
• Get the funders reaction to your project
• To secure a meeting, if possible
• Who should make the approach?

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The Introductory Phone Call, continued

• Prepare talking points
• Organization information
• Project description
• Outcomes
• Who will benefit?
• Budget
• Leadership
• Why you are approaching this funder

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Possible Results of Your Initial Approach

• Invitation to a meeting
• Invitation to submit a request
• Reference recent contacts
• Not a good time for the foundation
• Not a good match for the foundation

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While Your Proposal is Pending

• The Follow-Up Phone Call
• Make sure they received your proposal
• Check on the foundations review process
• Offer to answer questions
• Request a meeting
• Tips
• Review the file before calling
• Respect the funders timekeep it brief!

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While Your Proposal is Pending, continued

• When to communicate
• If you have important information to share
• Leadership changes
• Updated financial information
• Additional supporters

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While Your Proposal is Pending Site Visits

• Funders purpose for the site visit
• To build their knowledge of your organization and
  project
• To see evidence of the strength of your program
  and effectiveness of your operations
• To become acquainted with your leaders

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While Your Proposal is Pending Site Visits,
continued

• Planning
• Location and time
• Prepare the agenda
• First ask the foundation what they want to see
• Think how you can best showcase your work

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While Your Proposal is Pending Site Visits,
continued

• Tips for the site visit
• Listen
• Be clear about next steps
• Send a thank-you letter
• Send follow-up materials if requested

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Result When the Answer is No

• Express appreciation for consideration
• Find out why
• Explore the possibility of future funding
• Keep the funder informed of your work, if
  appropriate

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Result When the Answer is Yes

• Promptly send a thank-you letter
• Clarify expectations
• Nurture the philanthropic partnership by
  demonstrating
• Effectiveness
• Reliability
• Responsiveness

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Result When the Answer is Yes, continued

• Be a responsive grantee!
• Submit all required reports on time
• If appropriate, send progress reports and/or
  program highlights
• Invite to key events (e.g. graduation ceremonies)
• Communicate both good and not-so-good news

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Recap

• Check each funders guidelines for preferred
  approach
• Making an initial check the fit phone call may
  be a good first step
• The site visit is a valuable opportunity to
  demonstrate your organizations capacity
• Effectiveness, reliability and responsiveness are
  cornerstones in your relationship with a funder

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For More Information

• Resource list is available at
• http//foundationcenter.org/course_
  materials/free_training/

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How to Approach a Foundation From Initial
Contact to Getting Funded

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• Thank you for coming!