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By Jan Rodusky
Have you ever been dismayed by the dreaded decline letter from a private foundation and called the foundation’s program officer to learn why you got rejected? In that moment, it may feel less scary than calling before submitting the grant.
The program officer tells you that your nonprofit’s work is great but discourages you from applying again because all roads from this foundation lead to a dead end. Your best advice it to seek funding from other sources.
After the thud wears off from the virtual door being slammed shut to future funding probabilities, you realize the gift of clarity you gained. Had you called the program officer before applying, you might still have been disappointed, but you would have saved time and money pursuing more suitable opportunities.
Change Your Perspective
Calling funders becomes less intimidating when dependency is replaced with self-directed curiosity. Free yourself from the pressure to gain approval from every funder. Ask informed questions and be gracious about the feedback. The purpose of the call is not to pitch your project or declare your financial need. Your first objective is to start a relationship with the funding organization. Ask strategic questions and listen intently. Your second objective is to assess the funder’s alignment with yours and determine if their pre- and post-award requirements are worthy of your time, effort and related expenses. Envision a positive path to work together; but be prepared to accept negative responses.
Be Equipped For The Call
Demonstrate that you studied the funder researching the website, 990, and search engine data by asking informed questions. You will stimulate a deeper and insightful conversation. If there are inconsistencies between what you found and what you heard, ask them to clarify. Your findings may be outdated. Be ready to reference the information’s source if you are asked.
Ask Open-Ended Questions
Once you’ve introduced yourself and confirmed that they have time for you, share a high-level overview about the organization. Do not ramble trying to ‘sell’ the program; Get to your questions fast.
* What types of organizations tend to be the strongest fit for your portfolio?
* Where do you see the strongest alignment between our work and your priorities?
* If we were to apply, what would make our proposal most compelling to you?
If you are discouraged quickly from applying, don’t hang up yet. Ask them a few more questions:
* What other funders do you suggest we reach out to?
* May we follow up in the future to share program results or new program proposals?
* Is there anything else you can share that I haven’t asked?
Be Gracious
Thank them for their feedback and time. Recap any follow up tasks you will do. Finally, offer to share your organization’s relevant expertise, outcomes, or case studies to help advance their mission. This goodwill gesture distinguishes you from most nonprofits and can open doors to additional funders and grant opportunities.
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Jan Rodusky. MPA, GPC is with Venn There Grants Consulting in Royal Palm Beach, Florida. Her email is jan@VennThereGrants.com
