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Grants 201:
Making Your Grant Proposal
Stand Out in a Crowd
John W. Hicks, CFRE
Principal
DLBHICKS LLC
The Landscape
Us: 1.5 million potential grant seekers.
Them: 124,286 US corporate/foundation grant
makers
Of which 29,486 ...
“I see the connection here.”
We are a good match and I am so glad I have your proposal!
13
Connections
that Count
Responding to a specific Request for Proposals (RFP)
Understanding the grant maker will accept an a...
Where To Make Connection
Written proposal or application
◦ Cover letter – paragraph 1
◦ Executive Summary – page 1, paragr...
“I understand you.”
If they don’t “get” your proposal, you won’t get their money
13
Understand Your Prospect
 Mega Foundations
 Specialists
 Staff are influential
 Competitive Foundations
 Generalists
...
Clues and Cues
Look for:
◦ Philosophy
◦ Values
◦ Expectations
◦ Corporate culture
◦ Language
Write a Well-CASED Proposal
Concise
Action-oriented
Specific
Evocative
Declarative
9
Don’t Forget What We Learned in High School
Avoid repetition
Make your writing “speak” to the reader
Make a linear case (n...
Tony Proscio’s War on
(Bad and Just Vague) Words
Your grant will incentivize administrators and
educators to apply relevan...
Tony Proscio’s War on
(Bad and Just Vague) Words
Your grant will be used to pay teachers and
principals who agree to test ...
“I know there are needs. What about the opportunities?”
“Do not drown the reader in an abyss of despair” – Martin Teitel, ...
Move from Need to
Opportunity
Grantmakers want their money to
accomplish things, not just solve problems
Need should beget...
Need/Opportunity
NEED
Failure
Inadequate space
Isolation
Prevalent malaise
OPPORTUNITY
Commitment to change
Ability to gro...
“Help me help you.”
Bring the reader into your world . . . and make the journey worth the trip.
13
Frame Your Story
Define your story before someone defines it for youStory
Bring the reader into your point of viewPOV
Defi...
Choose Your Frame
• 8 x 10”: Define how your mission is relevant
to current landscape
• 5 x 7”: Use “hot topics” to frame ...
“Don’t lose the game due to unforced errors.”
Sweat the small stuff. It counts more than you think.
13
The Small Stuff
Confirm the deadline date for the umpteenth time.
Get your proposal in ahead of the deadline.
Proofread. E...
Questions
and
Discussion
Thank You!
John W. Hicks, CFRE
Principal
DLBHICKS LLC
www.dlbhicks.com
john@dlbhicks.com
646-951-6219
Grants 301:
Nine Ways to Turbocharge Your
Grantseeking
John W. Hicks, CFRE
Principal
DLBHICKS LLC
1. Focus on the right grants
Ask yourself: does this grant help our planned growth?
Three considerations:
◦ Will it help u...
How much of our grant support
covers planned growth vs.
unplanned growth?
METRIC
25
This Photo by Unknown Author is licens...
2. Set two kinds of grant seeking goals
26
Operating Costs
Program
Maintenance
Capital/Capacity
Investments
Program
Enhanc...
How much of our goal relates to
carrying costs vs. expansion or
enhancement expenses?
METRIC
27
/
3. Think “sustaining” and “investment” grants
28
Sustaining: Keeps your
program operational year to
year
1
Investment: S...
What is the ratio of investment grants to sustaining grants?
METRIC
29
4. Make sure you have the right
grant makers on your list
Does the grant maker fund projects and organizations similar
in ...
Of the most prominent foundations
supporting causes like mine:
1. How many are on your donor list?
2. How many are among y...
5. Build your VQ
(Visibility Quotient)
Promotes your mission, programs,
accomplishments
Demonstrates you are a
thoughtful ...
1. How well known are
we?
2. Is our visibility
generating interest
among grant makers?
METRICS
33
6. Strengthen
Your Network
Peer Networks
Grantor Networks
Incudes both Staff and Board
34
1. How many meetings did we secure?
2. How many potential grantors did we add to our network?
METRICS
35
7. Build a Bigger
Footprint
This is important when it comes to
reframing your case and asking for
larger grants
Nonprofits...
How to Build
Your
Footprint
For larger organizations
◦ Opening new sites
◦ Replicating your program in
different sites
For...
1. How broad is our reach?
2. Are we leveraging through growth, replication, partnering?
METRICS
38
8. Be Inspirational and
Aspirational
Go beyond why, what, when, how much
Aspire: How can we move our work – and
our result...
1. Do we have an inspiring story of success and growth?
2. Does this story demonstrate our aspiration to move to the next ...
9. Know Your Destination
and Have a Map
Clear picture of how your program is
evolving: what is growing, what must
change, ...
1. Where are we going next – in our program and as an organization?
2. Do we have exciting new opportunities on the horizo...
Keep a good
head and
always carry a
light bulb.
BOB DYLAN
43
Thank You!
John W. Hicks, CFRE
Principal
DLBHICKS LLC
www.dlbhicks.com
john@dlbhicks.com
646-951-6219
45
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Grant Writing 201: Making Your Proposal Stand Out/Grant Writing 301: 9 Steps to Turbocharge Your Grantseeking Slide 1 Grant Writing 201: Making Your Proposal Stand Out/Grant Writing 301: 9 Steps to Turbocharge Your Grantseeking Slide 2 Grant Writing 201: Making Your Proposal Stand Out/Grant Writing 301: 9 Steps to Turbocharge Your Grantseeking Slide 3 Grant Writing 201: Making Your Proposal Stand Out/Grant Writing 301: 9 Steps to Turbocharge Your Grantseeking Slide 4 Grant Writing 201: Making Your Proposal Stand Out/Grant Writing 301: 9 Steps to Turbocharge Your Grantseeking Slide 5 Grant Writing 201: Making Your Proposal Stand Out/Grant Writing 301: 9 Steps to Turbocharge Your Grantseeking Slide 6 Grant Writing 201: Making Your Proposal Stand Out/Grant Writing 301: 9 Steps to Turbocharge Your Grantseeking Slide 7 Grant Writing 201: Making Your Proposal Stand Out/Grant Writing 301: 9 Steps to Turbocharge Your Grantseeking Slide 8 Grant Writing 201: Making Your Proposal Stand Out/Grant Writing 301: 9 Steps to Turbocharge Your Grantseeking Slide 9 Grant Writing 201: Making Your Proposal Stand Out/Grant Writing 301: 9 Steps to Turbocharge Your Grantseeking Slide 10 Grant Writing 201: Making Your Proposal Stand Out/Grant Writing 301: 9 Steps to Turbocharge Your Grantseeking Slide 11 Grant Writing 201: Making Your Proposal Stand Out/Grant Writing 301: 9 Steps to Turbocharge Your Grantseeking Slide 12 Grant Writing 201: Making Your Proposal Stand Out/Grant Writing 301: 9 Steps to Turbocharge Your Grantseeking Slide 13 Grant Writing 201: Making Your Proposal Stand Out/Grant Writing 301: 9 Steps to Turbocharge Your Grantseeking Slide 14 Grant Writing 201: Making Your Proposal Stand Out/Grant Writing 301: 9 Steps to Turbocharge Your Grantseeking Slide 15 Grant Writing 201: Making Your Proposal Stand Out/Grant Writing 301: 9 Steps to Turbocharge Your Grantseeking Slide 16 Grant Writing 201: Making Your Proposal Stand Out/Grant Writing 301: 9 Steps to Turbocharge Your Grantseeking Slide 17 Grant Writing 201: Making Your Proposal Stand Out/Grant Writing 301: 9 Steps to Turbocharge Your Grantseeking Slide 18 Grant Writing 201: Making Your Proposal Stand Out/Grant Writing 301: 9 Steps to Turbocharge Your Grantseeking Slide 19 Grant Writing 201: Making Your Proposal Stand Out/Grant Writing 301: 9 Steps to Turbocharge Your Grantseeking Slide 20 Grant Writing 201: Making Your Proposal Stand Out/Grant Writing 301: 9 Steps to Turbocharge Your Grantseeking Slide 21 Grant Writing 201: Making Your Proposal Stand Out/Grant Writing 301: 9 Steps to Turbocharge Your Grantseeking Slide 22 Grant Writing 201: Making Your Proposal Stand Out/Grant Writing 301: 9 Steps to Turbocharge Your Grantseeking Slide 23 Grant Writing 201: Making Your Proposal Stand Out/Grant Writing 301: 9 Steps to Turbocharge Your Grantseeking Slide 24 Grant Writing 201: Making Your Proposal Stand Out/Grant Writing 301: 9 Steps to Turbocharge Your Grantseeking Slide 25 Grant Writing 201: Making Your Proposal Stand Out/Grant Writing 301: 9 Steps to Turbocharge Your Grantseeking Slide 26 Grant Writing 201: Making Your Proposal Stand Out/Grant Writing 301: 9 Steps to Turbocharge Your Grantseeking Slide 27 Grant Writing 201: Making Your Proposal Stand Out/Grant Writing 301: 9 Steps to Turbocharge Your Grantseeking Slide 28 Grant Writing 201: Making Your Proposal Stand Out/Grant Writing 301: 9 Steps to Turbocharge Your Grantseeking Slide 29 Grant Writing 201: Making Your Proposal Stand Out/Grant Writing 301: 9 Steps to Turbocharge Your Grantseeking Slide 30 Grant Writing 201: Making Your Proposal Stand Out/Grant Writing 301: 9 Steps to Turbocharge Your Grantseeking Slide 31 Grant Writing 201: Making Your Proposal Stand Out/Grant Writing 301: 9 Steps to Turbocharge Your Grantseeking Slide 32 Grant Writing 201: Making Your Proposal Stand Out/Grant Writing 301: 9 Steps to Turbocharge Your Grantseeking Slide 33 Grant Writing 201: Making Your Proposal Stand Out/Grant Writing 301: 9 Steps to Turbocharge Your Grantseeking Slide 34 Grant Writing 201: Making Your Proposal Stand Out/Grant Writing 301: 9 Steps to Turbocharge Your Grantseeking Slide 35 Grant Writing 201: Making Your Proposal Stand Out/Grant Writing 301: 9 Steps to Turbocharge Your Grantseeking Slide 36 Grant Writing 201: Making Your Proposal Stand Out/Grant Writing 301: 9 Steps to Turbocharge Your Grantseeking Slide 37 Grant Writing 201: Making Your Proposal Stand Out/Grant Writing 301: 9 Steps to Turbocharge Your Grantseeking Slide 38 Grant Writing 201: Making Your Proposal Stand Out/Grant Writing 301: 9 Steps to Turbocharge Your Grantseeking Slide 39 Grant Writing 201: Making Your Proposal Stand Out/Grant Writing 301: 9 Steps to Turbocharge Your Grantseeking Slide 40 Grant Writing 201: Making Your Proposal Stand Out/Grant Writing 301: 9 Steps to Turbocharge Your Grantseeking Slide 41 Grant Writing 201: Making Your Proposal Stand Out/Grant Writing 301: 9 Steps to Turbocharge Your Grantseeking Slide 42 Grant Writing 201: Making Your Proposal Stand Out/Grant Writing 301: 9 Steps to Turbocharge Your Grantseeking Slide 43 Grant Writing 201: Making Your Proposal Stand Out/Grant Writing 301: 9 Steps to Turbocharge Your Grantseeking Slide 44 Grant Writing 201: Making Your Proposal Stand Out/Grant Writing 301: 9 Steps to Turbocharge Your Grantseeking Slide 45
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Grant Writing 201: Making Your Proposal Stand Out/Grant Writing 301: 9 Steps to Turbocharge Your Grantseeking

  1. 1. Grants 201: Making Your Grant Proposal Stand Out in a Crowd John W. Hicks, CFRE Principal DLBHICKS LLC
  2. 2. The Landscape Us: 1.5 million potential grant seekers. Them: 124,286 US corporate/foundation grant makers Of which 29,486 will accept a grant application That’s 24% of all grantmakers
  3. 3. “I see the connection here.” We are a good match and I am so glad I have your proposal! 13
  4. 4. Connections that Count Responding to a specific Request for Proposals (RFP) Understanding the grant maker will accept an application Mission match Your program in an extension of that mission Personal connection
  5. 5. Where To Make Connection Written proposal or application ◦ Cover letter – paragraph 1 ◦ Executive Summary – page 1, paragraph 1 Online application ◦ Request summary ◦ Program summary
  6. 6. “I understand you.” If they don’t “get” your proposal, you won’t get their money 13
  7. 7. Understand Your Prospect  Mega Foundations  Specialists  Staff are influential  Competitive Foundations  Generalists  Boards are more involved  Family Foundations  The Donor  The Buck Stops Here
  8. 8. Clues and Cues Look for: ◦ Philosophy ◦ Values ◦ Expectations ◦ Corporate culture ◦ Language
  9. 9. Write a Well-CASED Proposal Concise Action-oriented Specific Evocative Declarative 9
  10. 10. Don’t Forget What We Learned in High School Avoid repetition Make your writing “speak” to the reader Make a linear case (need leads to solution) Tell a story Use jargon sparingly
  11. 11. Tony Proscio’s War on (Bad and Just Vague) Words Your grant will incentivize administrators and educators to apply relevant metrics to assess achievement in the competencies they seek to develop. 11
  12. 12. Tony Proscio’s War on (Bad and Just Vague) Words Your grant will be used to pay teachers and principals who agree to test their students. 12
  13. 13. “I know there are needs. What about the opportunities?” “Do not drown the reader in an abyss of despair” – Martin Teitel, Insiders Guide to Grantmaking 13
  14. 14. Move from Need to Opportunity Grantmakers want their money to accomplish things, not just solve problems Need should beget opportunity
  15. 15. Need/Opportunity NEED Failure Inadequate space Isolation Prevalent malaise OPPORTUNITY Commitment to change Ability to grow Willingness to connect Research and remedy
  16. 16. “Help me help you.” Bring the reader into your world . . . and make the journey worth the trip. 13
  17. 17. Frame Your Story Define your story before someone defines it for youStory Bring the reader into your point of viewPOV Define your measures of successSuccess
  18. 18. Choose Your Frame • 8 x 10”: Define how your mission is relevant to current landscape • 5 x 7”: Use “hot topics” to frame why your program is important now • Wallet-size: Tell a story. How does your program change lives?
  19. 19. “Don’t lose the game due to unforced errors.” Sweat the small stuff. It counts more than you think. 13
  20. 20. The Small Stuff Confirm the deadline date for the umpteenth time. Get your proposal in ahead of the deadline. Proofread. Especially the cover letter and page one of the proposal. Add up the budget . . . one more time. Check and double-check your attachments.
  21. 21. Questions and Discussion
  22. 22. Thank You! John W. Hicks, CFRE Principal DLBHICKS LLC www.dlbhicks.com john@dlbhicks.com 646-951-6219
  23. 23. Grants 301: Nine Ways to Turbocharge Your Grantseeking John W. Hicks, CFRE Principal DLBHICKS LLC
  24. 24. 1. Focus on the right grants Ask yourself: does this grant help our planned growth? Three considerations: ◦ Will it help us expand or improve? ◦ Will it change how others think about us? ◦ Can we manage the expectations of the donor? 24
  25. 25. How much of our grant support covers planned growth vs. unplanned growth? METRIC 25 This Photo by Unknown Author is licensed under CC BY-SA
  26. 26. 2. Set two kinds of grant seeking goals 26 Operating Costs Program Maintenance Capital/Capacity Investments Program Enhancement and Expansion Goals Operating Program InvestmentSustaining
  27. 27. How much of our goal relates to carrying costs vs. expansion or enhancement expenses? METRIC 27
  28. 28. / 3. Think “sustaining” and “investment” grants 28 Sustaining: Keeps your program operational year to year 1 Investment: Supports program creation, expansion and enhancement 2
  29. 29. What is the ratio of investment grants to sustaining grants? METRIC 29
  30. 30. 4. Make sure you have the right grant makers on your list Does the grant maker fund projects and organizations similar in size and scope? Am I competitive due to fit/connections? Will the funder’s grant make a difference? Can I make the case that funding my organization/project will further the grant maker’s work? 30
  31. 31. Of the most prominent foundations supporting causes like mine: 1. How many are on your donor list? 2. How many are among your most accessible prospects? METRICS 31
  32. 32. 5. Build your VQ (Visibility Quotient) Promotes your mission, programs, accomplishments Demonstrates you are a thoughtful and connected leader Builds credibility 32
  33. 33. 1. How well known are we? 2. Is our visibility generating interest among grant makers? METRICS 33
  34. 34. 6. Strengthen Your Network Peer Networks Grantor Networks Incudes both Staff and Board 34
  35. 35. 1. How many meetings did we secure? 2. How many potential grantors did we add to our network? METRICS 35
  36. 36. 7. Build a Bigger Footprint This is important when it comes to reframing your case and asking for larger grants Nonprofits must demonstrate reach and impact 36
  37. 37. How to Build Your Footprint For larger organizations ◦ Opening new sites ◦ Replicating your program in different sites For smaller organizations ◦ Collaborations and consortia 37
  38. 38. 1. How broad is our reach? 2. Are we leveraging through growth, replication, partnering? METRICS 38
  39. 39. 8. Be Inspirational and Aspirational Go beyond why, what, when, how much Aspire: How can we move our work – and our results – to the next level? Inspire: How will this change lives and our piece of the world? 39
  40. 40. 1. Do we have an inspiring story of success and growth? 2. Does this story demonstrate our aspiration to move to the next level? METRICS 40
  41. 41. 9. Know Your Destination and Have a Map Clear picture of how your program is evolving: what is growing, what must change, what must be added? Use this picture to change the conversation 41
  42. 42. 1. Where are we going next – in our program and as an organization? 2. Do we have exciting new opportunities on the horizon to engage a grantor? METRICS 42
  43. 43. Keep a good head and always carry a light bulb. BOB DYLAN 43
  44. 44. Thank You! John W. Hicks, CFRE Principal DLBHICKS LLC www.dlbhicks.com john@dlbhicks.com 646-951-6219
  45. 45. 45
  • eco-efficiency

    Dec. 5, 2019

Workshop Presentations to help participants increase visibility and likelihood of securing grant support

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