Strategies for Effective Donor Prospecting and Grant Writing
FOOD BANK UNIVERSITY
DONOR PROSPECTING & GRANT WRITING
April 2019
The Jacobs & Cushman San Diego Food Bank
CASE FOR
SUPPORT
•
Based on community need
•
Unique solutions
•
Evidence of impact
•
Quantifiable outcomes
•
Budget
•
Explains funding need
•
Inspires action
WHY PROSPECT?
•
Donors leave despite best efforts
•
Average donor retention rate < 50%
•
5 prospects to 1 gift
•
Risk overdoing it with same people
•
Need steady stream of opportunities
FINDING NEW
DONORS
•
Individuals account for 90% of most
nonprofit funding
•
70% of Americans give
•
Most by lower/middle income
households
•
Typical household supports 5 – 10
nonprofits each year
•
Surrounded by potential donors!
PROSPECTING A-B-C
•
A
c
c
e
s
s
v
i
a
e
x
i
s
t
i
n
g
r
e
l
a
t
i
o
n
s
h
i
p
•
B
e
l
i
e
f
i
n
y
o
u
r
c
a
u
s
e
(
o
r
p
o
t
e
n
t
i
a
l
)
•
C
a
p
a
c
i
t
y
t
o
g
i
v
e
WHO LOVES
YOU?
•
Board
•
Existing Donors
•
Volunteers
•
Clients
•
Government Reps
•
Vendors
P
e
o
p
l
e
3
x
m
o
r
e
l
i
k
e
l
y
t
o
g
i
v
e
w
h
e
n
r
e
f
e
r
r
e
d
b
y
f
r
i
e
n
d
/
c
o
n
t
a
c
t
COMMUNITY
EDUCATION
•
Groups/Clubs: Rotary, Kiwanis, Garden
Clubs, Women’s Clubs
•
Chambers of Commerce
•
Libraries
•
Houses of Worship
•
Retirement Communities
•
Community Centers
S
h
a
r
e
m
a
t
e
r
i
a
l
s
,
g
a
t
h
e
r
c
o
n
t
a
c
t
i
n
f
o
,
f
o
l
l
o
w
-
u
p
S
e
e
k
o
u
t
r
e
t
i
r
e
e
s
PROSPECT FOLLOW-UP
•
Build relationship – ask about them
•
Multiple (7 average) touches
•
Call/email that you enjoyed meeting
•
Invite for a visit
•
Send articles on community need
•
Suggest volunteering
•
Have others reach out
OUTSTANDING
PROPOSALS
Meets guidelines: request type, p
opulation
and geographic area served, funding amount
requested
All questions directly & completely
answered
Meets: # of pages, word/character count,
font, margins, etc.
Convey emotion & urgency
Submitted on time or early!
OUTSTANDING
PROPOSAL
ELEMENTS
Demonstrated capacity for the grant
Staff & leadership
Infrastructure
Volunteer support
Funding demand is great
Clear case for support
Numbers and data used for context –
more recent the better
Goals & Outcomes
Clear
Realistic
Measurable
Specific plan to achieve
Quality & Impact
How do you know?
How do you make needed changes?
OUTSTANDING
PROPOSAL
ELEMENTS
Demonstrate sustainability
Funding sources
Capacity and
plans to raise funds
Budget
Reasonable costs
Revenue sources
Deficit explained
OUTSTANDING
PROPOSAL
ELEMENTS
POWER IN TESTIMONIALS
•
“
Our physician recently told us to eat more fresh vegetables. We want to
but good produce is very expensive. For us, the weekly produce
donations are an answer to our prayers.”
•
“I didn’t know what love really felt like or even have food to eat. The
support is endless.”
•
“I couldn’t have made it to where I am today without the support I’ve
received. I’m forever grateful.”
WHEN YOU GET
FUNDING
▫
Thank right away – before you
deposit the check
▫
Acknowledge per directions
▫
Clarify expectations
▫
Communicate regularly
▫
Submit reports early
▫
Follow-up before the funder does
GRANT DECLINED
▫
Disappointing but common
▫
Average success rate for first approach –
12 to 20%
▫
Recheck assumptions in applying
▫
Thank & ask for feedback
▪
Done something differently?
▪
Apply again & if so, when?
▪
Suggestions of other funders?
▫
Keep communicating!
▫
Only “no” for now
THANK YOU!
Sharyn Goodson
Vice President, Philanthropy
Leichtag Foundation
sharyn@leichtag.org
Explore the essentials of successful donor prospecting, emphasizing the importance of finding new donors, building relationships, and submitting outstanding grant proposals. Learn how to engage with individuals and various groups to secure vital funding for your organization.
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Presentation Transcript
FOOD BANK UNIVERSITY DONOR PROSPECTING & GRANT WRITING April 2019 The Jacobs & Cushman San Diego Food Bank
CASE FOR SUPPORT Based on community need Unique solutions Evidence of impact Quantifiable outcomes Budget Explains funding need Inspires action
WHY PROSPECT? Donors leave despite best efforts Average donor retention rate < 50% 5 prospects to 1 gift Risk overdoing it with same people Need steady stream of opportunities
Individuals account for 90% of most nonprofit funding FINDING NEW DONORS 70% of Americans give Most by lower/middle income households Typical household supports 5 10 nonprofits each year Surrounded by potential donors!
PROSPECTING A-B-C Access via existing relationship Belief in your cause (or potential) Capacity to give
Board WHO LOVES YOU? Existing Donors Volunteers Clients Government Reps Vendors People 3x more likely to give when referred by friend/contact
Groups/Clubs: Rotary, Kiwanis, Garden Clubs, Women s Clubs COMMUNITY EDUCATION Chambers of Commerce Libraries Houses of Worship Retirement Communities Community Centers Share materials, gather contact info, follow-up Seek out retirees
PROSPECT FOLLOW-UP Build relationship ask about them Multiple (7 average) touches Call/email that you enjoyed meeting Invite for a visit Send articles on community need Suggest volunteering Have others reach out
Meets guidelines: request type, population and geographic area served, funding amount requested All questions directly & completely answered Meets: # of pages, word/character count, font, margins, etc. Convey emotion & urgency Submitted on time or early! OUTSTANDING PROPOSALS
Demonstrated capacity for the grant Staff & leadership Infrastructure Volunteer support OUTSTANDING PROPOSAL ELEMENTS Funding demand is great Clear case for support Numbers and data used for context more recent the better
Goals & Outcomes Clear Realistic Measurable Specific plan to achieve OUTSTANDING PROPOSAL ELEMENTS Quality & Impact How do you know? How do you make needed changes?
Demonstrate sustainability Funding sources Capacity and plans to raise funds OUTSTANDING PROPOSAL ELEMENTS Budget Reasonable costs Revenue sources Deficit explained
POWER IN TESTIMONIALS Our physician recently told us to eat more fresh vegetables. We want to but good produce is very expensive. For us, the weekly produce donations are an answer to our prayers. I didn t know what love really felt like or even have food to eat. The support is endless. I couldn t have made it to where I am today without the support I ve received. I m forever grateful.
WHEN YOU GET FUNDING Thank right away before you deposit the check Acknowledge per directions Clarify expectations Communicate regularly Submit reports early Follow-up before the funder does
Disappointing but common Average success rate for first approach 12 to 20% GRANT DECLINED Recheck assumptions in applying Thank & ask for feedback Done something differently? Apply again & if so, when? Suggestions of other funders? Keep communicating! Only no for now
THANK YOU! Sharyn Goodson Vice President, Philanthropy Leichtag Foundation sharyn@leichtag.org
