1 Blue Cross and Blue Shield of North Carolina Foundation “How to Effectively Connect with Grantmakers” October 9, 2008 Kellan Chapin, Program Manager An independent licensee of the Blue Cross and Blue Shield Association. Blue Cross and Blue Shield of North Carolina Foundation is a licensed affiliate of Blue Cross and Blue Shield of North Carolina. ® Registered Mark of the Blue Cross and Blue Shield Association.

2 Objectives  1) Learn how to effectively connect with grantmakers  2) Better understand what is important to grantmakers  3) Learn why partnerships are essential to sustainability

3 How to connect with a grantmaker  Do your homework  Call the program manager/officer  Listen to and act upon their advice  Submit only those projects that align with the grantmakers’ priorities  Cultivate the relationship

4 What’s Important to Grantmakers?

5 outcome result goal objective impact output measurable short-term change long-term change milestones achievements differences indicator benchmark benefits input

6 Three Important Questions for Nonprofits  How do you define success – meaning results from your services?  How do you know for sure when success has been achieved?  Half way through your program, how do you know that you have enough time and money left to get to the success you have defined?

7 Funder vs. Investor The Funder  Uses multiple criteria to select grants; may use a point system  Believes fairness means distance from applicants  Considers decisions the high point of their work  Monitors for grant compliance The Investor  Answers 3 questions of each opportunity: –What are we buying? –What are the chances we’ll get it? – Is this the best possible use of money?  Believes fairness means appropriate engagement to fully understand  Considers initial investment only the starting point  Asks: How can I help?

8 Investment Approach  Targets align with results sought by the focus area  Clearly defined, verifiable health gains  Alignment between organization’s mission and core know how  Prior achievements in most relevant work is strong  Key individuals have necessary attributes and capabilities  Organization is financially sound based on most recent audit  Process is clear in terms of intensity/duration to make a difference  Milestones are clear and presumed predictors of success  Commitment from key partners  “Cost for human gains” is strong compared to similar opportunities  Replicability

9 Why are partnerships essential to sustainability?

10 What is sustainability? What does it mean to your organization?

11 What is Sustainability?  In a general sense, it is the capacity to maintain a certain process or state indefinitely.  How does this translate to grantmakers? –Do you have the right partners at the table? –Do you have multiple investors/revenue streams? –What will happen to your project or staff after the grant is complete? –Do you have the right people (sparkplugs) doing the work?

12 Partnerships help achieve sustainability  Community problems = community solutions  Improved health gains  Nonprofits operate in cost-constrained environments (time, talent and money)  Partnerships help leverage limited resources  Grantmakers invest in collaborations, not silos

13 Thank you!