Developing and Writing Winning Individual Corporate and Foundation

Developing and Writing Winning Individual, Corporate and Foundation Proposals Robin Heller, Director, Corporate and Foundation Philanthropy, BBBSA Robert Osborne, Jr. , The Osborne Group

Welcome and Introductions • Who we are • Who YOU are

Today we’ll cover: – Increasing your fundraising skills – Capacity building vs. programmatic grants – Drawing on powerful BBBS narratives – Distinguishing your proposal from the competition’s

The Major Gift Donor Cycle Identify the critical few: those with the greatest capacity to give Providing stewardship and accountability Saying thank you Asking for a specific amount Discovery: Learn about them; share the story Developing a relationship Engaging and Involving Preparing to ask

It’s Whom You Know! • • Get in front of the decision makers Screening Lists Partnerships Volunteers • Guidelines can mean everything or nothing

Decision Makers • The case must be tailored to philanthropic decision makers!

Persuasion • YOU are the experts in your field • Funders can be made to see your point of view • But first you have to get in front of them!

The Elements of a Case for Support • Why BBBS? • Shared values • The wisdom, integrity and vision of your leadership and plan • The “benefits” of the giving purpose or partnership opportunity • The reason for urgency – why now. • An invitation to learn more

Case for Support Tips • Clarity about mission and core values • Use key themes and messages • Stories, statistics and third party endorsements • Bigger than agency • Know your audience • Create buzz

Going to Scale or The Tipping Point! • What impact will this have in your community, state or region?

To Tailor Your Case • You must know your prospective donors’ and partners’: – Interests – Values – Motivations – Expectations

“Selling” Themselves • Social scientists tell us that people remember more of what they say (70%) than what we say (34%) • So we need our prospective partners to share the case with us!

Persuasive Proposals Include… • Cover letter • Connections to the funder’s mission • Executive summary • Partnerships and relationships – • Who you are – increasingly they your credentials want to know how and track record you’re partnering • Context – the need with others. • Your response – your bold ideas

More Proposal Components • • • Project specifics Potential impact Benefits How you will measure success How you will fund the project beyond the requested grant • Costs, budget and timeline • Conclusion

Keep In Mind… • The bulk of the proposal is about the project specifics – – – What will you do? Who will do it? When? How much will it cost? What is the expected impact?

Length of Proposal • Executive Summary – one page • Entire proposal – as long as you need to say what you need to say • Six pages or less! • Foundation Center recommends no more than 10 pages

Proposal Maxim • A great proposal won’t get you funded if no one reads it!

Building in Recognition and Accountability • What difference will this project make? • How would you publicize and recognize an investment? • How will you keep the donor connected to the impact and outcomes? • If involvement matters to the donor, how could a donor become involved directly with the area of interest?

Capacity Building Grants • Funds everything that we are talking about at the conference!

Capacity Building Proposals: • • Leadership development Strategic planning Funds development Marketing Staff training Technology Other examples?

Capacity Building grants fund the “Big Picture”

Excellence in Capacity Building Proposals: The focus is on. . • Leadership • Proof-positive results • Past performance and future excellence • Community and societal impact

Programmatic Proposals • Staff • Program direction • Volunteer recruitment

An invitation to invest in children

Excellence in Programmatic Proposals: The proposal focuses on. . • Relevance • Results • Growth • Children, family, and community • Excellence in BBBS staff • Evoking emotion

Outlining • Helps organize your thoughts • A tool for getting internal buy-in and comments • A tool for getting external buy-in and comments

Outlines… • Include all elements of the proposal – What is the need? – What is the solution? – How is BBBS uniquely qualified to tackle the problem? – What will be different after the grant is received?

Stewardship • • • Spending the donor’s money as agreed. Managing philanthropic funds prudently. Thanking the donor immediately and well. Recognizing donor gifts appropriately. Demonstrating in a visceral way the significance and impact of the donor’s gift. • Sharing the joy of the gift. • Continuing to demonstrate impact creatively, over time.

What matters to funders. . . • • Communication Profile Publicity Leverage Meaningful involvement Acknowledgement Impact!

Broadening the relationship • Recruiting volunteers from the corporation • Streaming potential board members • Sharing organizational resources • Events leadership • Involvement in activities • Expertise in children’s issues

Thank you!