Beyond Proposal Submission:
Improving Your Chances for Funding with Foundations
by Pamela Lederman
Like people, there are no two foundations that are exactly alike. Each has its own preferences for approach, decision makers, and idiosyncrasies that make it unique. As such, there are no uniform formulas for success with foundations that will apply to all of your prospects. However, let’s assume the following: You have identified a new foundation prospect whose interests match your project objectives point for point. You’re confident that your proposal artfully makes the case for funding, and clearly outlines deliverables. Beyond making sure your submission conforms to foundation guidelines, having the attachments in order and putting the materials in the mail on time, what can you do to improve your chances for funding? Here are a few tips:
Do Your Research
Get to know your foundation prospect—beyond their stated guidelines. Check out the foundation’s web site if they have one, to get all of the information that you can about their history and interests. There may be some valuable information that you can draw upon to include in your cover letter or proposal. Review a list of officers and decision makers if available—there could be a name or affiliation familiar to you (or to one of your board members), worth checking into.
Phone First
Many foundations (though certainly not all) invite prospective grantees to call to discuss potential projects. If you have this opportunity, be sure to prepare what you will say—succinctly. Put together a cheat sheet for the conversation with bullet point information about your organization’s mission and the project goal and objectives. You may wish to refer to any interesting and applicable information that you learned from reviewing their web site. Remember to be mindful (and appreciative) of the program officer’s time. Tip: While you should be prepared for the call, don’t be so focused on what you will say, that you forget to listen!
The Important Cover Letter
Don’t leave this for the last minute! The cover letter is a crucial opportunity to catch your prospect’s attention and make your case for funding. If you’ve spoken with them already, be sure to remind them of that fact and thank them for their phone time in your opening. Work to ensure that your letter is engaging, to the point, and highlights the ways that foundation interests are a match with your project. Focus on the urgent need being addressed, and your organization’s ability to make a difference. Spend time to make your language succinct and enticing—give them a reason to want to know more!
When they “don’t accept unsolicited requests”
In my experience there have been cases when Foundation interests and nonprofit program goals are so compatible that a grant has been made, even when the Foundation technically did not accept unsolicited requests. If you have a boilerplate proposal prepared, go ahead and tailor it for submission—what have you got to lose? We picked up a $25,000 annual grant this way.
Good Luck!
Pamela Lederman is Vice President for Corporate & Foundation Relations at Lighthouse International. Throughout her 11-year career in development, Pam has worked closely with program staff to achieve a balance between financial support for nonprofit organizations, and the philanthropic intentions of institutional donors. Pam has served on fundraising committees, been a guest speaker on the craft of proposal writing, and currently volunteers as a career coach.
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