Increasing grant funding by improving relationships with grantors

© DH Leonard Consulting & Grant Writing Services, LLC – All Rights Reserved

Increasing Grant Funding: Improving Relationships

with Grantors

Presented by

Diane H. Leonard


Workshop Goal

Learn how to increase grant funding received as a result of improving your organization’s relationships with grantors

Think of new ways to support colleagues in forming strong relationships with funders

**Please ask questions throughout the workshop, but try to keep your questions generic instead of making them agency/situation specific**


Agenda

• Introductions• Top Ten Ways to Improve Relationships• Variance in Approach By Type of Funder• Private/Public Foundation Tips• Corporate Foundation Tips• State Department Tips• Federal Department/Agency Tips• Questions


Introductions

Diane Leonard, Owner, DH Leonard Consulting & Grant Writing Services, LLC

Twelve years of fundraising experience More than ten years of professional experience in

grant seeking and grant making Success percentage of 65% of proposals being

funded - have raised millions of dollars for clients


Previous/Current Grantor Relationships

Pause to think about various relationships you have had with grantors both current and past Think of one positive relationship

Think of one negative relationship

Reference back to those two relationships throughout the presentation


Why Relationships Are Important

Grantor relationships are key regardless of award size

Funders share information about grantees with each other

Relationship building efforts can result in the next big opportunity without realizing it at the time


Gate Keepers

Grantor’s perception of agency is formed beginning with application process

Who is best contact within an agency to develop a relationship with a grantor?


Gate Keepers

Who is best contact within an agency to develop a relationship with a grantor? NOT grant consultant

Agency specific team: Executive Director Program Director Grant Director Finance Director

Each plays a unique role


Managing Information Flow

Given make up of your agency specific team, focus on managing information flow

Do not overburden with information

Do not assume another member of the team is providing information


Ten Ways to Improve Relationships with Grantors

1. Transparency

2. Meeting deadlines

3. Communication

4. Increasing belief in capacity

5. Giving a face to the program


Ten Ways to Improve Relationships with Grantors (cont.)

6. Leveraging dollars

7. Being a step ahead

8. Managing and meeting expectations

9. Creativity in approach

10. Organized in actions


Transparency

Openly and equally sharing hurdles and/or successes encountered during grant implementation

Asking permission for budget revisions/deviations at first indication that a change is necessary


Transparency

Positive relationship example

Negative relationship example


Meeting Deadlines

Refrain from requesting extensions

Meet reporting deadlines, submitting early when possible, for all grant related items including:

Narratives Billing Financial reports


Communication

Be Accessible

Be Reachable

Be Open

Be Proactive

Be Sincere


Communication

Provide updates on key milestones, even when not required

Provide updates on programmatic design modifications encountered or changes in program design, even when not required

Provide updates outside the required timelines/format in ways such as inclusion on the organization newsletter mailing list


Communication Avenues

Press releases/marketing materials

Program materials

Agency publications

Social Media/Website


Communication




Increasing Belief in Capacity

Set tone from initial application Show existing partnerhips – MOA/MOU Linking to strategic plan

Consistency in story/message regardless of team member contacted


Increasing Belief in Capacity

Demonstrate strong organizational skills

Demonstrate accountability in actions

Highlight strengths not weaknesses, but be honest in weaknesses


Giving a Face to the Program

Include individual success stories or evaluation comments from program in ongoing updates/reports

Invite funder for site visit to see those being assisted with their funds/program in action

Provide press ready materials for funder to share with their constituents (i.e. photos of participants)


Giving a Face to the Program




Leveraging Dollars

Apply for “matching” dollars even when not required as part of funding agreement

Utilize funding to seek out new sustainability measures

Use funding as an impetus to apply for additional program enhancement funding from other sources

Highlight existence/utilization of in-kind match


Being a Step Ahead

Strive to anticipate questions from funders

Provide information or background information for funder without having to be asked

Do not have funder learn about new key program information from another source


Managing and Meeting Expectations

Begin by setting realistic expectations in grant proposals

If partially funded, be sure to address changes in workplan/goals if necessary

Let funder know if have departure from original goals or anticipated outcomes


Creativity in Approach

Be proud of new models Be open with funder in reporting about what

changes in program implementation were encountered during project from original program design Share how they were addressed/reworked

Discuss the benefits of collaboration and partnership to the project/program


Creativity in Approach




Organized Actions

Grant applications are typically laid out in a sequential or logic model type format even if in narrative form

While program implementation is not that rigid or predictable, showing organization within creativity of program/project will show the end result of impact

Creativity x Organization = Impact


How to Accomplish with Multiple Funders

A daunting task when only thinking about one funder!

How to best handle when have multiple funders

How to best handle when have multiple funders for multiple programs


Variations Based on Type of Grantor

Private Foundations

Corporate Foundations

Government Agencies/Departments Federal State


Private/Public Foundations

Program Officers can help fill in the unwritten blanks of the intent of a board

Staff/Foundation managers can help clarify board processes and timelines

Significant variation from foundation to foundation about existence of/roles/responsibilities of program officers/foundation managers


Tips to Best Engage Foundation Program Officers

Understand staffing resources/capacity – volunteer versus paid

Understand if pre application discussions are required, encouraged, or discouraged

Be clear in connection of program to foundation’s mission

Share information about, but do not dwell on connections to foundation board members


Tips to Best Engage Foundation Program Officers

Additional tips…


Corporate Foundations

Corporate Foundation staff are usually one person departments or staff wearing multiple hats (i.e. – Human Resources)

Link corporate community giving to their business model

Understand their business geographic focus in terms of market and also employee base


Tips to Best Engage Corporate Foundation Program

Officers Be clear in connection of program to corporate

community investment priorities

Understand if pre application discussions are required, encouraged, or discouraged

Show how relationship between nonprofit and corporate entity can expand beyond financial (i.e. – volunteer opportunities for employees)



Officers Additional tips…


Government Agencies/Departments

Program Managers for federal agencies/departments are hugely under utilized!

Program Managers can provide accurate forecasting info about upcoming opportunities

Program Managers can help provide access to review documents for rejected application to take into consideration for future applications


Government Agencies/Departments (cont.)

HOWEVER… The information they can share is somewhat

limited by federal laws The level of engagement you may

experience is dependent on the specific person in each Program Manager Role

They have been approached enough to tell the difference between someone well versed in the full NOFA or RFA, so do your homework!


Tips to Best Engage Government Program Managers

Submit succinct questions in bulleted/numbered format via email. Be sure to do so before question cut off dates if published!

Do not expect to spend hours on the phone discussing the nuances of your program

Sell your program/organizational strengths, not weaknesses/needs

Be clear in connection of program to federal priorities and policy goals



Officers Additional tips…


Key Tools to Help Manage

Utilize grant management software Enter all reporting deadlines into calendar

immediately upon receipt of award letter/grant agreement

Set a plan upon each award of funding for communication strategy, timelines, and responsible parties

Put together a team!


What Will Be Different?

What will YOU do differently when you return to your office?

What/how will you share with members of your team?


Questions

Any additional questions?


Wrap Up

Please feel free to contact DH Leonard Consulting with any follow up questions.

Diane H. Leonard

DH Leonard Consulting

(315) 285-5194

[email protected]

www.dhleonardconsulting.com


#grantchat

**A new social media dialogue for grant professionals**

Topic: Funder Relationships

3/26 @ 12pm ET

3/28 @ 7pm ET

Co-moderated by Diane @dianehleonard

Jo Miller from JM Grants @jm_grants

Increasing grant funding by improving relationships with grantors

Government & Nonprofit

Transcript of Increasing grant funding by improving relationships with grantors