Everything You Need to Know to Successfully Identify and Approach Foundations for Grants

Early in my fundraising career, I believed that securing foundation grants was simply a matter of writing proposals; the more, the better.

Of course, I quickly discovered the error in my thinking. Successful foundation fundraising is not equivalent to a mass mailing. It requires careful consideration of the foundation’s interests, a long-term strategy, and cultivation steps. The writing of the proposal is important, but it is the last step after undertaking other forms of engagement.

Here are some insights I’ve gained from writing grants and working with foundations over the years:

Do your homework. What is the foundation’s true philanthropic purpose? It is essential to understand the original funder’s interest before submitting a grant request. Review the foundation’s website, annual report, and tax return; research its other grants; and call or meet with the program officer.

Have a dream. As the old adage goes, “Don’t sell Bibles. Sell salvation.” Develop a big vision for the future of your organization that is both motivational and attainable. You need big ideas to secure big grants, but you also need the organizational capacity to achieve lofty goals. This is a great opportunity for the development team to work closely with the program staff to brainstorm on fundable projects.

Give some context. What problem are you trying to solve, or what innovative work do you want to undertake? Consider the political, economic, or social implications that make your work important and urgent. What are the consequences of doing nothing? In the dynamic world of policy and politics, the context for your work will change from year to year. Give your proposals a fresh perspective at least annually, and don’t assume that the foundation knows or understands your unique contribution to the debate.

Establish success markers. If your project is successful, how will your state (or the country) be improved? If you have a long-term goal, as many policy institutions do, how will you demonstrate impact over the (shorter) term of the grant period? Most policy groups must use proxies such as media penetration to show their progress. In doing so, be as specific as possible so that the goal is not simply to “increase media hits,” but to increase media by a certain percentage or in a certain market.

Get organized. Show the foundation that you have a well-thought-out plan. Unless the foundation gives you other guidance, your proposal should include six elements: an executive summary, an introduction to your organization and its qualifications, a statement of the problem you are addressing, a description of the project you will be carrying out, an evaluation of the project, and a budget with projected income and expenses. Avoid sending proposals at the last minute or using express shipments. This sends the signal that your nonprofit is disorganized and wastes money.

Write a proposal, not a report. Make sure your proposal is a pitch for a future project, not a report on a past one. It’s expected that you will include some information regarding your accomplishments, but the proposal primarily needs to describe your vision, objectives, and plans for an upcoming initiative.

Be realistic but persistent. There are more than 70,000 private foundations in America, and only a small percentage support free-market causes. Among this pool, the competition is intense. If you have done your homework and believe that the foundation’s interests match your mission, however, continue to pursue a grant persistently through thoughtful cultivation steps.

Ann C. Fitzgerald is president of A.C. Fitzgerald &Associates, a national consulting firm for nonprofits. Write her at ann@acfitzgerald.com.