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Rules of Engagement With Foundations
Nonprofits often seek grants from foundations for new projects or ongoing financial support. During an informative webinar, presented today by John Hicks, CFRE, for the Association of Fundraising Professionals (AFP), he discussed ways to build positive relationships with foundations.
His ‘elements of a good relationship’ include: trust, communication, shared values, honesty, and respect…as he noted, the elements of any good relationship. Learning about a foundation’s mission, values, culture, philanthropic philosophies, and practices, is critical to assessing a good match and possible funding opportunity. If mission and values clearly aren’t in alignment, he urges grant seekers to not waste their own or the foundation’s time in pursuing a relationship.
His ‘six rules of engagement’ build on those elements. Nonprofits need to know:
- The landscape--the type of foundation: mega, competitive or community, family
- The people you are dealing with--program officer/staff, board members, or family foundation donor; learn through direct conversations and through your networks
- Their considerations—what they are dealing with that has nothing to do with you, or ‘their environment’
- What they value—outcomes that relate to their vision, working with people who have authority and responsibility for funding and outcomes, and people who follow their protocol
- How to give them what they want, how they want it—by learning their culture, personalities, and information processing practices, without shortcuts. Never to under estimate the importance of the gatekeeper—the person who opens and is the first to review your correspondence, requests, and reports for process (rules) and information
- Minimize risk—their risk through failed projects or misuse of funds; grantee risk through unrealistic expectations or mission drift
Stating that, like other types of fundraising, people give to people the trust, he encourages nonprofits to keep foundations informed about their work and outcomes before and while seeking funding from them. The relationship is a professional one, not a personal one, that needs to be treated much like working with an attorney to prepare a case: the grant-seeker preparing a case to the foundation and the foundation professional preparing a case to his/her board, grants panel, or the donor, directly.
These and many other grant-seeker/grant-maker resources are available at ONEplace and through the AFP website. If you have tips for developing positive relationships with foundations, please comment on this blog.
Association of Fundraising Professionals