| Many times in my work as a grant writer and | | | | you put into your individual donors should be |
| consultant, I am asked by my clients to contact a | | | | shown to your foundation and corporate sponsors |
| foundation about potential funding. I am happy to | | | | as well. |
| do this; it is part of my job and it helps for me to | | | | While you can be very successful only submitting |
| directly ask the questions that will effect what I | | | | un-solicited proposals, you are always playing a |
| write in the grant proposal, but I sometimes | | | | numbers game. There are more good nonprofit |
| wonder if the client isn't missing an opportunity by | | | | projects and program proposals than there are |
| making that connection directly. | | | | charitable dollars to go around. You will receive |
| By the same token, when I am first meeting with | | | | your fair share of rejections along with the |
| a potential client, they often ask me if I have | | | | funded grants. |
| good connections with any local foundations. I do, | | | | Where good relationships will help you is when it |
| I say, but then I think to myself that my | | | | pays off in trust. When a decision is close, being |
| connections are irrelevant; it's their connections | | | | known as a reliable nonprofit that meets its goals |
| that matter. | | | | and is easy to work with can make all the |
| This all bring up the question of whether or not | | | | difference. |
| having a connection inside a foundation is more | | | | Even better is when that relationship pays off |
| important than what you put in your proposal. | | | | with the foundation approaching you for a |
| Whenever I teach grant writing or nonprofit | | | | proposal before you approach them. While even |
| fundraising planning I am asked about this | | | | an invited proposal is no guarantee of a grant, it |
| common assumption, and whether or not it is | | | | does start you out on much better footing. |
| true. | | | | But it is up to you to build that reputation and |
| It is completely wrong, I tell my students, having | | | | that relationship through dependability and good |
| connections won't get you funding. Except in | | | | communications. Respect your foundation officer's |
| those situations where it does. Let me explain | | | | time and only call with important questions, not |
| further. | | | | just to gab or to complain, and be sure to thank |
| Connections mean nothing | | | | them for their time. Likewise, be available when |
| I can't even count how many times I have | | | | they call you with questions about your programs |
| submitted an un-invited grant proposal to a | | | | or to find out what your issues are. Submit your |
| foundation based only on my research, without | | | | reports on time, using the format they provide, |
| having even one phone conversation or email | | | | and don't ask for any special favors or |
| exchanged between us, and had that proposal | | | | extensions. |
| fully funded. | | | | Conclusion |
| On the other end of the scale, I have been in | | | | Getting back to the clients who have me make |
| situations where a well-known foundation was | | | | their foundation calls; they're not doing anything |
| wining and dining my co-workers and me, toasting | | | | wrong by outsourcing that job, but they are |
| us and what a great partnership we had, only to | | | | missing a chance to get to know their funders |
| pull our funding two months later because of a | | | | better. |
| "change in priorities." | | | | As for the clients who ask about my relationships |
| The bottom line here is that it doesn't really | | | | as a pre-requisite to hiring me: my relationships |
| matter how many friends you have on the inside. | | | | can only go so far. For long-term funding they |
| If your proposal is well written and clearly | | | | need to build long-term relationships, and those |
| identifies how it is in line with the funder's priorities | | | | must be made from within the organization, not |
| you will be successful. If your proposal is not what | | | | from an outside contractor. |
| the funder is looking for, or it simply isn't clear | | | | To those students of mine who are new to the |
| what you want to do, you will fail. The best | | | | nonprofit sector and the world of grant writing, I |
| connections cannot save a lousy proposal or one | | | | say, don't despair. Build your resumes first, with |
| that is completely outside the guidelines. | | | | well-written proposals and successful programs, |
| Relationships are everything | | | | be yourself and be professional, and the |
| What I wrote above does not mean that you | | | | relationships will develop in good time. |
| shouldn't try to cultivate good relationships with | | | | To all of them I say, remember, connections |
| your funders. The same courtesies and attention | | | | mean nothing: relationships are everything. |