Making Grant Proposals Competitive

Jordan Boss, CFRE

NAEHCY Director of Foundation Relations and Operations

Before We Begin… Introduction Housekeeping Details Three Key Questions

Agenda The State of Philanthropy Introductory Exercise – Where do we start? Three Key Areas of Concentration Before the

Writing the Proposal Identification of Donor

Resources for Identification – Where to Look Identification Exercise

Research of Donor Research Exercise

Cultivation of Donor

Agenda

Questions and Answers

Twenty Minute Break

Agenda Writing the Proposal

Case for Support Creating a Budget Writing Measurable Goals, Objectives, and

Outcomes Supporting Documents (Create a Tool Box)

Writing Exercise

Agenda The Importance of Acknowledgement Additional Trainings and Resources

Questions and Answers

The State of Philanthropy“In philanthropy, our awareness and

ability to adapt to changing conditions is paramount to achieving impact.”

Judith Rodin, PresidentThe Rockefeller Foundation

June 8, 2015, Article “The State of Philanthropy: Why Millennials will Revive

the Nonprofit Sector”

The State of PhilanthropyImpact Investing refers to investments made into companies, organizations, and funds with the intention to generate a measurable, beneficial social or environmental impact alongside a financial return. It is a form of socially responsible investing that serves as a guide for various investment strategies.

The State of PhilanthropyA Social Impact Bond, also known as a Pay for Success Bond or a Social Benefit Bond, is a contract with the public sector in which a commitment is made to pay for improved social outcomes that result in public sector savings.

The State of Philanthropy According to the National Center for

Charitable Statistics in 2014 individuals, foundations, bequests, and corporations gave $358.38-billion to nonprofits in the United States 7.1% increase from 2013

The State of Philanthropy Where did that money go? The top three

focus areas were: 32% religious organizations 15% educational institutions 12% human service organizations

The State of Philanthropy According to the National Center for

Charitable Statistics there are 1,532,250 nonprofits registered in the United States 1,061,916 public charities 102,055 private foundations 368,279 other nonprofits, such as

chambers of commerce, fraternal organizations, civic leagues

The State of Philanthropy Nonprofits account for 9.2% of all wages

and salaries paid in the United States In 2014, nonprofits reported a total of

$1.74 trillion in total revenues and $1.63 trillion in expenses 21% of those revenues come from

donations and contributions

Introductory ExerciseWhere do we start?

What do you need funding for?

Issue Statement: Identify the situation your organization wants to change.

Three Key Areas of Concentration Before Writing the Proposal

Identification of the Donor

Research of the Donor

Cultivation of the Donor

Identification of the Donor Most difficult part of the funding process Possible resources are everywhere

Corporations Foundation Individuals Other mission based institutions

Begin in your own community, and then look nationally

Identification of the Donor

Identification of the Donor

Identification of the Donor Include your inner circle in your work –

the more eyes and ears looking for prospects, the better!

Be as organized as possible Keep a log of who and what you find, so

that you do not repeat the work in the future

Resources for Identification – Where to Look Forum of Regional Associations of

Grantmakers https://www.givingforum.org

Foundation Center http://foundationcenter.org

Foundation Search http://www.foundationsearch.com

Grant Station https://www.grantstation.com

Resources for Identification – Where to Look Guide Star http://www.guidestar.org The Nonprofit Times http://

www.thenonprofittimes.com The Chronicle of Philanthropy https://

philanthropy.com Local or Regional Community

Foundations

Resources for Identification – Where to Look Government Grants http://

www.grants.gov

Identification of the DonorIdentification Exercise

Break into pairs. Find five possible donors (to further research) in the materials on the table.

Research of the Donor What do you need to find out?

What are the donor’s funding priorities? Does your organization fit those priorities?

Do they fund locally, regionally, nationally? Does your organization fit their geographic focus?

How much in advance of program start date must you apply for consideration? Does your program fit that timeline?

Research of the Donor What do you need to find out?

(continued) When is their submission deadline? Are

you able to meet the deadline? (If not, hold onto this resource for next year!) Never miss the deadline and expect to get

funded! What are their grant guidelines?

Read them twice before moving forward. You must follow these very closely.

Research of the Donor Where do you start?

Corporate or Foundation website Google Guidestar Databases already discussed

Research of the Donor Why is research imperative to the

funding process? Don’t waste time on a wrong fit

Sample Guidelines Bill & Melinda Gates Foundation:

http://www.gatesfoundation.org/How-We-Work

Bank of America Charitable Foundation: http://about.bankofamerica.com/en-us/global-impact/charitable-foundation-funding.html#fbid=o2xljnz11rs

Research of the DonorResearch Exercise

On Your Own. Look at the funding guidelines provided to you and determine if the funding source is a fit for your organization. Why, or why not?

Cultivation of the Donor It does not hurt to contact the funding

source prior to beginning your proposal and speak to a program officer.

If applicable, offer a tour of your program, or offer to meet with the program officer in person.

Questions and Answers

BREAK

Writing the Proposal Case for Support Creating a Budget Writing Measurable Outcomes Supporting Documents (Create a Tool

Box)

Case for Support What is a Case for Support?

A Case for Support is a 4-10 page document that tells the donor who your organization is, what it has accomplished in the past, what it hopes to accomplish in the future, and why he/she should care.

Case for Support Who is the organization? What does the organization do? Why does the organization exist? What is distinctive about the

organization, or sets it apart from similar organizations?

What does the organization hope to accomplish?

Why should the donor care?

Case for Support Start with the Essential Information:

Who you are - Organization Name Contact Name Mailing Address and Physical Address Phone Number Email Address Website Federal ID Number

Case for Support Essential Information (continued):

Mission and Vision History of the Organization History of the Program (if there is one) Issue Statement Program Summary Program Goals Objectives to meet those Goals

Case for Support Key Concepts:

Begin with an Emotional Opening Intertwine Proof of Impact Throughout Make the Financial Need Clear Express Urgency

Case for Support Inflection Points – Samples from NAEHCY’s

Case for Support: Homeless children and youth struggle to meet

enrollment requirements for proof of residency, guardianship, and academic and health records.

Mobility among homeless children disrupts educational continuity.

Families with homeless children are unable to provide transportation, school supplies, and appropriate clothing.

Case for Support Inflection Points (continued):

Anxiety and uncertainty create emotional crises and mental health issues.

Unaccompanied homeless youth escaping abuse lack parents or guardians.

Homelessness results from poverty that frequently means children are in poor health and struggle with hunger.

Case for Support Inflection Points (continued):

There is no one agency, public or private, that will deliver a solution that serves every affected child. The problem is too enormous, affecting more than 1.3 million children and youth. The problem is too complex, requiring coordinated services related to poverty, shelter, food, abuse, mental health, and specialized academic support.

Case for Support Inflection Points (continued):

Where there have been pockets of success serving these children and youth they have been localized, collaborative responses delivered by a mix of state and local agencies partnering with more traditional charitable organizations to assemble the combination of support services, materials, and resources required to serve specific children, families, and communities.

Case for Support Inflection Points (continued):

The sheer scope and scale of this crisis demands a broad, public response. Every school district, state, and relevant federal agency attempts to reach these children. So too, do local social service agencies, food banks, homeless shelters, community organizations, and churches. So too should you…

Creating a Budget A grant budget is the estimated financial

plan for the project or program. The budget should include anticipated

income and expenses that will occur over a specific period of time. The period of time should match the grant

ask. If the ask is for one year of funding, the budget should cover one year; multi-year grant asks, the budget should cover multi-years.

Creating a Budget Read the grant guidelines well, as

budgets can range from a simple one page outline to a detailed spreadsheet with budget narrative. Follow the guidelines!

Many grant makers say they look at the budget first!

Creating a Budget Begin by making a list of all related

expenses (don’t forget personnel and fringe benefits).

Try to be specific and avoid the use of “other.”

For income, if financial support has been committed by other funders, include them by name (unless they have asked to be anonymous).

Creating a Budget Do not forget to include in-kind

contributions under income. Try to be as accurate as possible, as you

will have to report against your budget. Do not under or over estimate, as it

could risk further funding. Always have at least one other person

look at the budget to make sure it is understandable.

Writing Measurable Goals, Objectives, and Outcomes First, know the difference.

A goal gives a general statement of your project or program’s purpose.

An objective gives a concrete and specific way of how the goal will be achieved.

An outcome should reflect what the expected result is at the end of the proposal’s specific period of time.

Writing Measurable Goals, Objectives, and Outcomes Example:

GOAL: NAEHCY will assist 1,000 homeless or formerly homeless youth receive a post-secondary education.

OBJECTIVE: NAEHCY will provide 100 homeless or formerly homeless youth with a $2,000 scholarship to college.

OUTCOME: Ninety-five percent of homeless or formerly homeless youth in the scholarship program will graduate from a four-year program.

Writing Measurable Goals, Objectives, and Outcomes Some grants require SMART Goals.

These are great resources for how to write a SMART Goal: CDC: http

://www.cdc.gov/phcommunities/resourcekit/evaluate/smart_objectives.html

Minnesota Department of Health: http://www.health.state.mn.us/divs/opi/qi/toolbox/objectives.html

Supporting Documents (Create a Tool Box) IRS Letter with Federal ID Number Audited Financials Organizational Budget Project Budget List of Key Staff and Bios Board of Directors or Leadership List Letters of Recommendation

Writing Exercise Begin writing your Case for Support by answering

these questions:

Who is your organization/program? What does your organization/program do? Why does your organization/program exist? What is distinctive about your

organization/program? What does your organization hope to accomplish? Why should the donor care?

The Importance of Acknowledgement Within five business days, acknowledge

the donation in writing to 1) acknowledge receipt of the gift, 2) provide tax documentation, 3) share genuine appreciation

Personalize the letter as much as possible

May be sent thru the mail, electronically, or both

The Importance of Acknowledgement Within three to six months into the grant

cycle, follow-up with an additional thank you and an update on progress A good follow-up letter sets the stage for

an additional ask, or could prompt an additional gift

Do not under-estimate the power of the good old handwritten thank you note… or several of them!

Additional Trainings & Resources Association of Fundraising Professionals

http://www.afpnet.org Board Source https://

www.boardsource.org CASE: Council for Advancement and

Support of Education http://www.case.org

Network for Good http://www.networkforgood.com

Questions and Answers