To Apply or not to Apply?

Ever wonder whether to pursue an opportunity for funding or not? Read this article on the Charity Channel.

Secret Weapon

My 3 point plan for winning grants is adapted from Doug Hall's Jump Start your Business Brain and his success in marketing. He offers a free audiobook on the subject, too.

1. Overt Benefit -- Make it very clear what it is your project will do. Be brief. Answer any questions directly -- be sure to cover the who, what, when, where, how & why questions. Example: "If you can't breathe, nothing else matters." -- opener for helping children with asthma and lung issues.
   
2. Real Reason to Believe -- Provide specific evidence of why your program will achieve its objectives. Give quotes from people connected to the project and compelling statistical evidence (not a dry, boring list!). Examples: quotes on an afterschool program may be from students, parents, the principal, head of the PTA, head of the Dept. of Education, school board, school superintendent. Compelling statistical evidence may include the stat that has drawn "wow, really?" from others with whom you've shared the list of related stats about your program.
   
3. Dramatic Difference -- What is it that your project - and only - your project can say? What is it about you that only you can say? Find the answers to those questions and you're on your way on providing the dramatic difference between you & the competition for dollars. Example: Project - GBSC is the only bible college in Cincinnati, OH that provides a free education in exchange for work study service for any student, from any country. Personal - I testified before a Congressional sub-committee in the Watergate Hearing Rooms for the passage of the Corporation for National and Community Service Act. Keep asking yourself, "Can anyone else say this same thing?" and keep refining until there's only a small circle of people who can say the statement.

When I started using these principles in my grant proposals, my success rate on a repeat opportunity went through the roof! We placed 6 grant proposals in the Top 25 (out of 600 proposals) in one year. We had 3 in the Top 10 across the country for 2 years in a row. (They then created what I call the Cincinnati Rule & limited each YMCA association to only 2 awards.) They really do work. Thanks, Doug Hall!

Funding for Religious Causes

Over the years, I've assisted a number of religious non-profits with fundraising activities. As the existence of the entire Faith-based and community initiative offices at the federal and state levels attest, religious groups face greater scrutiny and criticism than others. While I will probably add more thoughts to this over time, here are my initial suggestions:

• Mission & Strategic Plan - You need to know what exactly you want to fund, how it fits in with your organization's mission, how much it will cost, and the timeframe for implementation. Getting these elements together should happen BEFORE you seek funding.
• Everyone loves a Winner - If your organization is not in the black, your chances for funding success from corporate, gov't, and private foundations are pretty slim. If this is where you are or just coming from, use this time to refine your proposal development skills on individuals, as well identifying and building relationships with key leaders in your prospect pool.
• Reality Check - Year after year, the Giving Institute (formerly the AAFRC) produces a report on the state of philanthopy in America. And, year after year, individual donations produce, by far, the majority of donations. See the charts:

Source: Giving USA. For more information, please visit http://www.aafrc.org/

Corporate, foundation, & gov't grants are not necessarily the key to your fundraising success.

• Strings Attached - Consider the intentions and purposes of all potential donors. It should be no surprise that a corporate funder (sometimes called Corporate Relations, sometimes a named foundation, sometimes the Marketing Dept) has certain goals in mind. For example, Federated Department Stores (owns Macy's) prefers to sponsor women's issues -- this is based, in part, that most of their staff and customers are women. Often, the mission of a corporation's funding is articulated in writing on their website. (Google it!) J.C.Penney loves to support afterschool programs -- perhaps due to the flood of school clothes they sell! Foundations are often restricted by the direction provided by their boards. Government programs are very specific in terms of what can and cannot be funded. This is not the time to get outside of the box -- stay within the lines if your funds are have a restricted purpose. If you aren't ready to comply with the restrictions, document everything, retain files, and submit reports on time, you need to give careful consideration to whether you want to pursue some of the more involved opportunities.
• Relationships Matter - Whether you are working on corporate, foundation, government, or individual grants, it's your connection to the people involved that make a difference. Having top volunteers for your organization able to advocate for your cause is critical -- get them to open the door (or perhaps, get some new volunteers!). Having staff who know key decisionmakers & their hot buttons makes a difference, too. Check out Raising More Money, Council for the Advancement and Support of Education, and the Association for Fundraising Professionals for more information on these topics.