Madison Shampine Grant Writing & Consulting

The biggest lie in fundraising is that grants are low hanging fruit. I cannot count how many times this comes up in conversations with newly formed nonprofits, new Board members, and leaders that are just starting to look into grants as a quick and easy funding stream. They ask, “can we just apply for the low hanging fruit?”

The reality is that grants have a lot of strings attached and rarely are any easy to get. They have eligibility requirements, awards need to be managed with oversight and fiscal responsibility, and they nearly always require post-award reporting. The application itself will ask detailed questions, requiring demonstrated program success, data and evaluation methods, comprehensive sustainability plans, and line item budgets. And I’m only describing corporate and foundation grants—government grants and contracts are on another level.

This all may sound daunting, and may feel like I’m steering you away from grants (I’m not, I promise!), but to make the most out of your pursuit, you need to be prepared for the long haul. Grants can be a very fruitful (pun intended) revenue stream, but it takes time, effort, and consistency.

The most important thing you can do is be grant ready! Invest in your operations, particularly to prepare you for the fiscal management aspect. Enlist the support of an accountant who is familiar with nonprofit finances and has experience overseeing grant awards.

If your nonprofit is grant ready, here are some low hanging fruit to get you started:

• Start Locally: Find local funders that have their geographic focus in your state, county, or city. Avoid nationwide funders where the competition is much greater. Use a prospect research tool to get you started and build relationships with your local community foundation.

• Leverage Current Supporters: Talk to your Board members and volunteers to find out if their employer has a corporate giving program. If they do, have them make a warm introduction to their corporate giving contact. When writing an application, name drop the Board member or volunteer (include their professional title and work email), so their review team knows there is a personal connection.

• Cultivate New Relationships: Invest your time in long-term cultivation with grant funders. It’s just as important to build relationships with corporate and foundation grant makers as it is with individual donors. I will say it again—it is just as important to build relationships with corporate and foundation grant makers as it is with individual donors. Long gone are the days when you click submit and an immediate *award notification* magically appears. Let’s face it, the community needs far outweigh the funds available. Grant makers are reviewing hundreds of applications each cycle, so you must stand out.
  • Set up a virtual meeting or phone call to introduce your nonprofit and share your programs, services, and impact
  • Inquire about their current focus areas and connect your services to their priorities
  • Request feedback on which program or project would be the most competitive as the focus of your application

• Steward Existing Funders: The most difficult gift to get is the first gift. The most effective way to get a second gift is by meaningful stewardship. Say thank you, send periodic updates, and adhere to any giving requirements (e.g. reporting deadlines). Engage them as an insider by asking if they have any contacts or other organizations that may be interested in your mission. Funders talk to each other and personal referrals will go a long way. Ask for a warm introduction and begin cultivation! 

• Utilize Social Media: The nonprofit (and its leadership) should be active on LinkedIn, where your funders are scrolling. Instagram and Facebook build community and brand recognition. When new funders look you up, you want your social media presence to show impact, advocacy, and convey the heartbeat of your mission.

The Takeaway: To harvest the fruit, you must put in the work. Be intentional, do your research, and practice your elevator pitch. A proper grant program may take years to develop, but don’t be discouraged by a few declines. Funders may need time to vet you and the first application might simply serve as your introduction. Pairing your applications with meaningful cultivation will increase your chances of awards. Good luck and happy writing!