INDEX
A
Advocacy, 114
Advocates: activities for, 122–124; communicating with, 119–121; “gorilla,” 118; hiring, 124–125; motivating, 121–122; natural, 116–117; recruiting, 116–119
Agenda, for site visits, 109–112
American Association of Fund-Raising Counsel (AAFRC), consultant information from, 27–28
American Lobbyists Directory, 124
Area of interest, as grant criterion, 30
Asking for support, of friends and family, 36
Asprey, Robert B., 126
Authority, of grantmakers, 13–15
B
Broad agency announcement (BAA), 24–25; deciding whether to respond to, 33–34
Budgets: example of drafting, 92–97, 98; follow-up questions on, 103–104; guidelines for preparing, 90–92, 150–159; narrative accompanying, 97, 150, 157
C
Capital funding, 31
Certified fundraising executive (CFRE), 28
Charities, number of, 9
Chief executive officer, 38, 68, 107, 109
The Cleveland Foundation, 10; budget guidelines of, 150–159; proposal guidelines of, 83
Cold call, 46
Colleagues, participating and service, 88
Community foundations, 9–10, 122
Consultants: for access to grantmakers, 17–18; certified, 28; for influencing advocates, 124–125; for prospect research, 27–28
Corporate executives, as advocates, 121–122
Corporate foundations, 9, 121–122
Customers, of nonprofits, 6–10
D
Deadlines, for proposals, 102
Developing new project, service, or organization, 20, 21–22; initial phone call when, 48–51; planning approach when, 36–37, 39–40, 42–43
Development officer, 69
Documents. See Preliminary documents; Proposals
Donors, 8
Donors Forum of Chicago Library, 27
E
Elected officials, as advocates, 121
Endowment funding, 30
Evaluation: follow-up questions on, 104; plans for, in proposal, 83, 97, 99
Executive summary: for advocates, 120; with proposal, 100
F
Fact sheet, 41; for initial phone call, 47, 48
Family foundations, 9
Family relationship, 14
Financial information: for advocates, 120; in proposal, 83, 89–97, 98
Foundation Center: cooperating collections, 131–148; and do-it-yourself research, 26–27; funding information centers, 129–148; paid research by, 27; reference collections, 130
Foundations: executives of, as advocates, 122; kinds of, 9–10; number of, 9; people associated with, 31–33; personal approach to, 38–39
Funding: diverse sources of, 12; interim and partial, 11–12; types of, 30–31 Funding relationship, 5–6, 11–13
G
Gantt chart, 89
Garrett, Milton, 113
“Gorilla grants,” 118
Government agencies: approach to, 38; deadlines of, 102; deciding whether to apply to, 33–34; as grantmakers, 10; and lobbyists, 124–125; natural advocates to, 116–117; requirements of, 79
Grantmakers: access to, 15–18; authority of, 13–15; as customers, 6, 9–10; decision making by, 115; grant criteria of, 29–31; people associated with, 31–33; priorities of, 13; relationship between grantseekers and, xiv–xvi, 5–6, 44–45, 73–74; showing deference to, 10–11. See also Foundations; Government agencies
Grantmakers seeking projects, 20, 21, 24–26; general preparations when, 40–41; initial phone call when, 51–52; planning approach when, 44; prospect research when, 33–34
Grants: gorilla, 118; as interim and partial funding, 11–12
Grantseekers: deference shown by, 10–11 ; guerrilla, 126–127; prospect research by, 26–34; relationship between grantmakers and, xiv–xvi, 5–6, 44–45, 73–74; success rate of, 3. See also Non-profits
Grantseekers seeking support, 20–24; general preparations when, 35–40, 41–44; initial phone call when, 48–51; planning approach when, 41–44; prospect research when, 26–33
Grantseeking: fundamentals of, 4; gaining experience in, 56; guerrilla warfare metaphor for, xiv, 1–2, 3–4; relationship model of, 2; types of transactions in, 20–21
Guevara, Che, xiv, 18, 56, 57, 66, 72, 77, 78, 114, 127
I
Implementation plan: follow-up questions on, 104; in proposal, 83, 86–89
Indirect access, 17
Individual foundations, 9
Initial phone call, 46–56; explicit messages in, 47, 48–52; implicit messages in, 47, 52–54; objectives of, 47; placing, 47–48; setting up meeting in, 47, 54–56
Institute for Government Public Information, 120
Internal Revenue Service (IRS): and corporate philanthropy, 121–122; tax-exempt status from, 82
Introductions: in initial phone call, 41–42; in preliminary meetings, 74–75
L
Letter: cover, with proposal, 100–101; as preliminary document, 59–60, 66; of support, 85, 101–102
Location, as grant criterion, 29–30
M
Machiavelli, Niccolò, 56
Mao Tse-tung, xiv, 5, 34, 70, 102, 103
McCormack, Elizabeth, xv
Meeting emergency need, 20, 22–23; planning approach when, 37, 40, 43
Meeting ongoing need, 20, 23–24, 31; planning approach when, 37–38, 40, 43–44
Meetings: with advocates, 120; alter submitting proposal, 103–108; dress for, 71–72; during site visits, 108–113; get-acquainted, 55–56, 74–76; get-down-to-business, 56, 76–77; messages to convey in, 104–107: preliminary, 67–77; setting up, 47, 54–56
Mengerink, William, 63
Mission: customers related to, 6–7; grantseeker's, and grantmaker's goal, 25; researching grantmaker's, 21
National Endowment for the Arts, 10
National Endowment for the Humanities, 10
National Society of Fund-Raising Executives (NSFRE), consultant information from, 27, 28
Needs: defining, 28–33; statement of, 104; of those you serve, 20–21. See also Meeting emergency need; Meeting ongoing need
Newspaper articles, 120
Nonprofits: background on, in proposal, 84–86; customers of, 6–10; introducing, 41–42. See also Grantseekers
O
Operating support, 31. See also Meeting ongoing need
Organizations. See Developing new project, service, or organization; Nonprofits
Organizations seeking support. See Grantseekers seeking support
P
Preliminary documents, 57–66; concept paper, 61–63; letter, 59–60; white paper, 63–66
Preliminary meetings, 67–77; dress for, 71–72; get-acquainted, 55–56, 74–76; get-down-to-business, 56, 76–77; planning presentation for, 70–71; rehearsals for, 72–74; seating arrangement for, 72; selecting participants for, 68–70; setting up, 47, 54–56; visual aids for, 71
Professional relationship, 14
Program, defined, 22
Program funding, 31
Program officers, 14
Project: continuation of, 83, 99; defined, 22; description of, in proposal, 83, 99; evaluation of, 83, 97, 99, 104; sculpting, 81–82. See also Developing new project, service, or organization
Project evaluation and review technique (PERT) chart, 89
Project funding, 30
Proposals, 2; allocating resources for preparing, 87–89; benefits of preparing, 88–89, 102; chronology for preparing, 84; cover letter with, 100–101 ; deciding whether to submit, 79–81; and eligibility criteria, 82; evaluation plans in, 83, 97, 99; executive summary with, 100; financial information in, 83, 89–97, 98; guidelines for, 82–83; implementation plan in, 83, 86–89; letters of support with, 101–102; myths about, 78, 79; organization background in, 83, 84–86; project continuation in, 83, 99; project description in, 83, 99; sculpting project for, 81–82; sending, 102. See also Preliminary documents
Prospect research: defining needs before, 28–31; do-it-yourself, 26–27; identifying individuals relevant to, 31–33; purchasing, 27–28; when grantmaker seeks projects, 33–34
Purchasing decision makers, as customers, 7
R
Relationship: family, 14; funding, 5–6, 11–13; professional, 14
Relationship model, of grantseeking, 2
Request for proposals (RFP), 24–25; deciding whether to respond to, 33–34; initial phone call responding to, 51–52
Research. See Prospect research
S
Section 501(c)(3), 82
Service. See Developing new project, service, or organization
Site visits, 108–113; agenda for, 109–112; communication before and after, 112–113; selecting participants for, 109
Solicitation team, 38
Start-up costs, 22
Statement of need, 104
Support: asking for, 36; letters of, 101–102; type of, as grant criterion, 30–31
T
Tax-exempt status, 82
Telephone call. See Initial phone call
Thayer, Charles W., 46, 67, 125
Timeline matrix, 86–87, 88, 89
V
Videotape, for meetings, 71
Visual aids, for meetings, 71
Voice or tone, of preliminary documents, 60, 63, 65–66
Volunteer leaders, 69, 75, 107, 109
W
Warm call, 46
Washington Representatives, 124–125
Wolf, Sharon, 1
Written documents. See Preliminary documents; Proposals
Wylie, Joseph C., 19