forming relationships with organizations
Post on 04-Jul-2015
121 Views
Preview:
TRANSCRIPT
Forming Relationships with Organizations
Building relationships with organizations is very similar to building relationships with individuals. Itcan be characterized as a 7-step process, as follows:
Step 1: Research.
• Identify organizational prospects.• Be thorough, but don't let research become an obstacle to personal contact and cultivation
of an organizational source.• Get specific information for each identified prospect
- Use electronic, on-line databases to gather information.
Use references in the form of printed guides for information on foundations.
• Narrow your prospects to sources whose giving policies match your organization's needs.• Develop a funding source ranking sheet (and rank your prospects).
For more information on prospect research, see Hot Topic Prospect Research (coming soon)
Step 2: Inquire/ approach/ involve.
May take many forms, depending on the source:
• A letter of inquiry to a foundation or corporate giving office.• A personal call to the local church or service club. After this initial approach, determine an
appropriate and effective way to involve/cultivate the source (e.g., invite a foundationprogram officer for a site visit, etc.).
• An invitation to the local club president to join your board (e.g., involvement).
Step 3: Develop request.
• Define a project or other funding opportunity that most effectively matches theorganization's funding objectives and policies with your mission and needs.
• Develop the case statement. Remember: what you might state in your case statement to acorporation could be different for government entities, etc.
• Write a proposal based on the case statement.• Before writing a grant proposal, write a letter of inquiry to the grant source whether or not it
is required. It can save time if the project and the funder are not a good fit. Include anoutline / summary of the proposed project so the organization can respond appropriately.
• Determine the timing of the request.
Step 4: Solicit.
• If possible, find out who the decision-maker is.• Make "the ask" in the way most appropriate for the source: a proposal, personal call, etc.
• The goal is to motivate individuals from the foundation (or other entity) to invest in yourorganization, rather than just make a donation.
• Consider whether meeting with the funding organization's board members is appropriate,possible, and/or expected of applicants.
• Depending on the links to your organization, refer them back to the case statement and theoverall organizational case.
Step 5: Follow through.
• Follow up on your solicitation to make sure all is in order.• Offer more information or a personal visit, if necessary.• After the gift is received, keep the organizational source appropriately involved in your
organization.
Step 6: Report.
• Some organizational sources of support will have reporting procedures; others will leave itopen.
• Whatever the policy, report to the funder in an honest, thorough, and timely way.
Step 7: Repeat.
• Never let this cultivation/reporting/regular contact process stop with an organizationalsource of support.
• Look for the next step in every step you take; plan ahead.• Build relationships, not episodes. Avoid slipping into an "us vs. them" mentality.
Approaching an organization for funding should be viewed as a potential partnership orteam working together for a common goal.
• Use tailored approaches for unique audiences.
top related