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.