As much as you might want to believe that grants are awarded simply due to the fit of the program and the excellence of the application, it simply isn't true. In fact in our experience, the odds of getting a grant that you send in without contacting the foundation are about 5 percent-10 percent. Just as in individual (and all!) fundraising, developing relationships is critical. There are people at these foundations, called program officers, who are directly responsible for deciding who gets money and who doesn't. They care deeply about the work they are funding, and consider it an advantage to be able to scope out potential grantees. In-person meetings with program officers are ideal, but even a short phone call with a grant manager or administrator can still yield the basic information you need as well as getting your name in the mind of someone at the foundation.
Sometimes these initial conversations can save you valuable time in applying for a grant program that was not a fit -- always do your homework on their funding goals ahead of time! But often, they are valuable knowledge-gathering sessions: use the call or meeting to identify the funder's key priorities and desired language, which many times cannot be found on the organization's Web site; figure out which of your programs or initiatives is the best fit;, and determine how much money you should request.
Finally, go out on a limb and ask if they would be willing to preview your LOI (Letter of Intent) or proposal before you submit it officially. This advance look will give them a sense of ownership over your request and provide you with valuable feedback. Start today by calling the offices of your top foundation prospects and seeing if you can get on a relevant program officer's schedule.
I must admit that the two largest grants that BETF received in the past year came after face-to-face meetings with the funding source.
This tip is inspired by Darian Heyman's new book, 'Nonprofit Management 101: A Complete and Practical Guide for Leaders and Professionals'.
Does this tip seem like one that you might use for your local chapter or nonprofit? If not, do you have a fundraising tip that you would like to share with us?