Tips on
Building Better Funder Relationships
Question:
"Some nonprofits seem particularly adept at getting grants from the same funders. What can I do to create that sort of funding commitment?
Answer:
Odds are those successful nonprofits have learned how to develop an ongoing working relationship with their funders. One of the biggest errors grant seekers make is only showing up when they want money.
Like all successful efforts, you must first do your homework. Funders find it frustrating when they have to review their funding guidelines or other information you should have researched well before your meeting, phone call, or letter. Showing you are prepared demonstrates that you're competent and will excel at seeing the grant through successfully.
Here's a checklist of things you can do to create a great working relationship:
- When interacting with your funder, does your enthusiasm show? Funders are adept in identifying those only going through the motions.
- Always send a thank you note. Even better - A note personalized and written by a client!
- Provide articles or news stories about your work. Even better - A story where your funder is mentioned!
- Demonstrate how you are using their funding wisely; Even better - Show you are leveraging your funders time and money with other grants, volunteers or in-kind services.
- Ask for advice, not just money. Even better - Ask for specific help such as a letter of support you can use with other funders. The fact that you were funded greatly increases the odds that other funders may also see your organization as worthy for support.
- Immediately contact your funder if something goes wrong with the grant. Even better - Any potential bad news should be communicated to funders before the public is informed. Foundations hate reading about bad news without being consulted first.
- Demonstrate your attention to detail by sending progress reports early or at least on time. Even better - Send along pictures of the grant impact in action and let the funder know you are sharing that impact with other supporters. By doing so, you've increased your reputation and that of your funder at the same time!
- Ask your funder to speak at an event. Even better - Ask them to speak directly to your board so they can better understand each other's perspective.
- Ask your funder to participate in your work in some way. On a committee, as a convener of others, even directly, in your fundraising (such as taking part in a walkathon, silent auction, or working with your fundraising committee) After all, they have already shown their commitment by investing in you!
- Coordinate a practitioner's roundtable and invite your funder to attend.
- If you are denied a grant, call to find out as much as you can about why and how you can improve for next time. Even better - Report back to let them know exactly how you've taken their comments seriously.
Always have an action and presentation plan ready. Even if the funder doesn't typically conduct site visits, try anyway.
Finally, here's a bonus tip that can have a tremendous long-term positive outcome:
Set up a tour/issue briefing that includes your nonprofit partners with whom you regularly work and invite a number of funders all at the same time. Everyone tends to enjoy networking and learning about each other, and will see the event as an efficient use of their time. You in turn will be seen as a highly competent leader, convener, and collaborator, greatly increasing your organizations, and your own, credibility.
Bottom line - if you treat your funder as a real person and useful resource and not just as a pain-in-the-neck moneybag, your relationship will grow and prosper.
Greg Cantori is Executive Director of the Marion I. & Henry J. Knott Foundation which provides over $2 million in annual grants throughout Maryland. www.knottfoundation.org, 410-235-7068