GRANT WRITING FROM BOTH SIDES OF THE CHECKBOOK 2.0!!! J U L Y, 2 0 1 6
MARY JONES, CFRE DOMINIC PAPATOLA
OVERVIEW OF FOUNDATION GIVING IN MINNESOTA Grantmakers contributed 27 percent of total charitable giving in Minnesota in 2012. Foundation and corporate giving in the state totaled $1.59 billion. Minnesota is home to 1,450 active grantmakers Giving in Minnesota 2014
READINESS FOR FUNDRAISING
READINESS FOR FUNDRAISING 1. Board of directors 2. High quality programs and product 3. Institutional Case for Support 4. Development Plan
FUNDRAISING AND GRANTWRITING 2.0 1. Board of directors 2. High quality programs and product 3. Institutional Case for Support 4. Development Plan 5. Prospect Research
DONOR CYCLE Identification Identification Stewardship Research and Cultivation Research and Cultivation Solicitation Solicitation Stewardship
SOURCES OF IDEAS Like organizations annual reports Foundation Center Guidestar Rumors and innuendo
DO YOUR HOMEWORK 1. Read the website, understand mission and priorities. Mission and Meaning The Otto Bremer Trust assists people in achieving full economic, civic and social participation in and for the betterment of their communities Our mission is based on the intent of our founder, Otto Bremer. His vision and longstanding commitment to communities during and after the Great Depression are carried forward today through our work in the places that are home to Bremer banks. We strive to help build healthy, vibrant communities communities where basic needs are met, mutual regard is prized and opportunities for economic, civic and social participation are within everyone s reach. Go to Guidestar and review the 990; find out how their dollars are distributed
IS IT A FIT? Questions to answer Do they fund like organizations? Do they fund at an appropriate level? What is their corpus? How much do the give away annually? What is their timing? Does it work for us? What are their goals? How does funding your organization meet those goals?
IS IT A FIT?
IS IT A FIT? VENN DIAGRAM
CAPITAL AND PROGRAM AND GEN-OP (OH MY!) 1) What kind of support do we ask for? 2) When do we ask? 3) Combination requests?
CAPITAL AND PROGRAM AND GEN-OP (OH MY!) Understanding the impact of general operating support is about more than identifying the right indicators and creating an efficient reporting and tracking system. It s about assessing and understanding improvements in organizational capacity.
CAPITAL AND PROGRAM AND GEN-OP (OH MY!) These grants open up the space for a more transparent, trusting relationship with grantees and allow grantmakers to get a better idea of the challenges grantee organizations face, how the unrestricted dollars are helping (or not) and what types of additional support grantees may need. -Grantmakers for Effective Organizations, 2014
SUSPECTS AND PROSPECTS A suspect is an idea for a funder keep an ongoing list, wherever it comes from. A prospect has a timeline and strategy attached to it.
PROSPECT RESEARCH SAMPLE SUMMARY The Rose Francis Foundation Relationships / Location Process Annual Giving Typical or Similar Gifts Minneapolis, MN Unsolicited requests for funds not accepted Application form not required $254,696 $254,696 for 15 grants (high: $50,000; Low: $1,000) Examples: Cookie Cart-$5,000; Way to Grow- $10,000; Patchwork Quilt- $31,000; Banyan Community- $40,000; Children s Hospital- $50,000 Board List Donors: David Nassif; Monica Nassif Officers and Directors: David Nassif, Pres. & Dir. Monica Nassif, V.P. & Dir. Calla Nassif, Secy. & Dir. Aundrea Nassif, Treas. & Dir.
CULTIVATING PROGRAM STAFF Squirrel or Bigfoot? Website is often a clue Plan your approach Allow ample time Email, follow-up phone call Gentle persistence is necessary Talk. And listen Have an elevator speech; not a novel Not a good fit = don t bother Playing chicken on the request amount
DO YOUR HOMEWORK Read the guidelines carefully. Eligibility Grants are made only to organizations whose beneficiaries are residents of Minnesota, North Dakota or Wisconsin, with priority given to local and regional organizations that support Bremer Bank communities. Grants are generally restricted to organizations described in Section 501(c)(3) of the Internal Revenue Code and to governmental entities. OBT does not make grants to individuals. At this time, OBT is not accepting proposals from organizations that received their tax-exempt status through the 1023-EZ application process. Grant Application and Review While OBT accepts applications on a continuous basis, see our grantmaking schedule for upcoming dates on which grants will be considered. Previous Otto Bremer Trust grant recipients should review our one-grant-at-a-time policy before submitting an application. OBT acknowledges grant applications on receipt. If you have submitted an application and have not received an acknowledgment, please let us know by sending an email to portal@ottobremer.org Our grantmaking schedule includes four grant cycles a year: Complete proposals must be received by midnight on: For emailed results by: Tuesday, July 19, 2016 Monday, November 21, 2016 Tuesday, October 11, 2016 Wednesday, February 22, 2017 Tuesday, January 17, 2017 Wednesday, May 24, 2017
DO YOUR HOMEWORK Check the annual report and 990 to find out how giving guidelines play out in the real world.
GRANTWRITING
NOW WRITE! Use the funder s application form Use your Case (use the summary for an LOI) Use their words Stick to the format and the word/character limit Be succinct, be human Think about POETRY
A FEW WRITING TIPS: Show, don t tell Stories? Mary = YES!!! Dominic = NO!!! Do review the final draft proposal with lead program staff Don t freelance and fund something program staff can t execute Do explain how your project will meet the funder s objectives
BUDGETS $$$ Clear budget narrative Typical categories Last year and current YTD for organization if possible Clear and understandable program budget. Don t forget benefits, reasonable overhead and fixed costs.
TAKE A BREATH Set it aside. Give it a day. Get a fresh set of eyes. Print (if possible), and review it again. Submit
THE SITE VISIT Have the right and right number of people in the room Be respectful of time including your own Don t guess. Don t free-lance. Ask questions Make it a win/win Try not to stress Follow up
DECISION TIME If they fund you: Yay! Say thank you, send a thank you/acknowledgement letter, report promptly, send stories, keep them in the loop. If they do not: What could we have done to make our proposal more competitive?
AFTER THE CHECK CLEARS Following up: *Changes to the work *Extensions *Communicate COMMUNICATE COMMUNICATE Reporting Taking another bite of the apple
EVERYTHING YOU EVER WANTED TO KNOW ABOUT GRANTMAKING* Should we hire a grant-writer? When is the best time of year to submit an application? Is name-dropping helpful? Should I invite a board member to the site visit? * but were afraid to ask
EVERYTHING YOU EVER WANTED TO KNOW ABOUT GRANTMAKING* The answer: It depends One you know one foundation, you know one foundation. * but were afraid to ask
GRANTS MANAGEMENT
NONPROFIT GRANTS MANAGEMENT Action Calendar Tracks both proposal and report deadlines Prepare to spend 40% of your time on reports Grants Report Committed, pending, planned
NONPROFIT GRANTS MANAGEMENT INVOLVE BOARD AND VOLUNTEERS Involving board and volunteers in the process Prospect names review lists with them, family foundation trustees, major donors Corporate board members keep them in the loop and in the conversation with your prospects. Let them know when you ll be on their campus Send a copy of the executive summary so they are familiar with the basics of your request.
NONPROFIT GRANTS MANAGEMENT KEEP AN ACTION CALENDAR Action Date Organization Name Action Type Action Specific Attributes Assigned To Description Action Campaign Description Action Fund Description Action Notes Last Gift Date Last Gift Amount 4/1/2016 Foundation A Proposal Emily 2016-2017 Fiscal Year Girls Inc Barb call ahead for a link to an application; we generally submit within 30 days of receiving the link. Timing is generally flexible, but occurs in spring 6/15/2015 $10,000.00 6/1/2016 Foundation B Proposal Kelly 2016-2017 Fiscal Year Beacon Fund Check webpage to confirm dates; contact Board Member for employee recommendation. 10/13/2015 $15,000.00 7/1/2016 Foundation C Proposal 2015-2016 Fiscal Year Watch MCN grants alert for 2016 priority areas; apply if we are a fit 12/27/2013 $120,000.00 3/17/2016 Foundation A Report Mary & Kelly Power to Soar Comprehensiv e Campaign Power to Soar Comprehensiv e Campaign General Gifts consider if we need to send a follow up on expansion gift for SFF (final report sent 8/20/2015) - we had some carryover money for 2015-16 do we need to send anything to XXX? Barb thought probably not, but maybe,. 3/9/2016 $20,000.00 6/1/2016 Foundation B Report Kelly 2015-2016 Fiscal Year Report with reapplication 10/13/2015 $8,000.00 6/1/2016 Foundation C Report Kelly 2015-2016 Fiscal Year Report with reapplication 10/13/2015 $8,000.00
GRANTS MANAGEMENT PENDING, COMMITTED REPORT 2016-17 fiscal year Future years Budgeted Goal 2016-17 (Do not edit) Committed 2016-17 Pending Not yet submitted Pending for FY 2017-18 Planned not yet submitted FY 2017-18 Notes Restriction Denied Early Childhood Education UNITED WAY ALLOCATION ECE Foundation A ECE food ECE Nutrition program Foundation B ECE we applied for $20,000 over two years for ECE: FY17 & FY18 Corporation A ECE - Scholarships Calendar year: 2014, 2015, 2016 GOVERNMENT (local or federal) Pathway II - Mpls ECE Pathway II - St Paul ECE Subtotal - - - - - - - Girls & Youth programs UNITED WAY ALLOCATION All G&Y (not RAP) Committed July 2015 - June 2018; annual report in August Foundation A Girls Inc Eureka Invited to submit Corporation A Girls Inc. (all) Requested $25,000 received $5,000 Corporation B Girls Inc. requested 25,000, but expect 20,000 GOVERNMENT (local or federal) MDH EHDI funding SFF Committed through 6/30/16- reapplying early Feb ofr grant size range $145,000-200,000/yr for 1 year with likely extensions Hennepin County/Youthprise TPP C+, RAP, Girls Inc Teen Preg Prev North Mpls; July-June, up to 2 yrs sarting 2015 must be approved for Yr 2 Oct- Sept cycle if funded 3-4 yrs Subtotal - - - - - - - Grand Totals
REAL WORLD MISTAKES (MARY) Mistakes I made last week: Not letting a key staff member know we d gotten an important grant Mistakes I made last month: Not communicating enough with the program officer for a foundation before submitting a proposal (TWICE) Not starting the year with an annual development plan Underasking Overasking
REAL WORLD MISTAKES (DOMINIC) Mistakes I made last week: Assuming constants in a world of variables. Assuming the proposal tells the whole story. Mistakes I made last month: Wrong organization, wrong day.
RESOURCES Tom Ahern at Ahern Communications Ink www.aherncomm.com Lori Jacobwith www.lorijacobwith.com Guidestar www.guidestar.org Minnesota Council of Nonprofits Minnesota Grants Directory http://www.minnesotanonprofits.org/order-publications/grantsdirectory Foundation Center Foundationcenter.org Council on Foundations (and Minnesota Council on Foundations) Includes Minnesota Giving Report www.cof.org; www.mcf.org