Triple-win: Foundation Partnerships that Benefit The Salvation Army, the Foundation, and the People We Serve

7 Deadly Sins in Christian Fundraising 1. Being unprepared for the battle 2. Self-reliance over spirit-reliance 3. Money over ministry 4. Unwillingness to invest the time 5. Decisions without discernment 6. Activity without accountability 7. Stealing the glory

Trends in Foundation Grantmaking Giving - Foundation Center 2012 Growth & Giving Est. ( Evaluation - W.K. Kellogg Foundation ( Online grantmaking Social media ( Other national trends (

The Million Dollar Question:

How can The Salvation Army prepare, adapt, respond to trends... build stronger relationships with foundations... so that we can meet needs & transform more lives with the love of Christ?

Asked another way.... How can we be doing the most good in grantseeking?

The Salvation Army Northern Division: Strategies, successes, and challenges in building triple-win partnerships with foundations

Triple-win Partnerships Salvation Army wins Foundation wins Clients win

The Five “Rights” 1. The right foundation 2. The right project 3. The right time 4. The right place 5. The right person/presenter pitching the partnership

Preparation 1. Give generously yourself! 2. Get to know the foundation

Preparation 3. Nurture relationship Don’t propose on the first date Get to know the foundation’s--and your contact’s--passions, successes, hopes, dreams Look for areas of alignment Seek input/suggestions--and be flexible! View through 1 Cor. 13 perspective

Preparation 4. Develop strong case statement Mission, vision, history, programs/services, governance, staffing, need, opportunity, fundraising goal, invitation Readable, with pictures, if appropriate Assures clear articulation of need, provides full information

Preparation 5. Develop “Partnership Opportunities” document Summarizes major partner benefits for foundations/ corporations Highlights the co-branding value partners receive

Connect in “Real Time” Go beyond call to request a min. appointment Do not pitch partnership via phone or send proposal ahead of time

The Visit Be good, be brief, be gone Set the table: Ask what they know about TSA Learn more about prospect’s interests/passions before presenting the case Share personalized stories from the field and from donors

The Ask History, mission, importance of existence, the need, the program, the cost, the ask, the close Leadership has already committed to _______ We are hoping to _______. Would you join us with a gift of $_____? Your partnership will enable _________________. Invite questions Agree to a follow-up, if needed Friend-raising

Acknowledge Thank often Explain how donation made a difference Express hope for continued partnership

Recognition Strategy How quickly do you turn around a receipt and thank you? Do you have a predetermined strategy for saying thank you? Is it the same for all donors? What is your most unique way of thanking key donors? Have you been guilty of grabbing the money and running? Do you have a unique way of saying thanks that costs little, except in creativity?

Challenges Faced in Developing Triple-win Partnerships

Relationship with funder Knowledge of funders/partners/advocates in community Knowledge of corps’ revenue streams and grant deadlines Knowledge of grantseeking process, policies in division Officer Transitions Sometimes = Loss In:

Solutions Incoming officer orientation Enhancing DHQ-corps communication channels Keeping tabs on local fundraising efforts

Solutions Grantseeking Policy for Division MCGA, MCR forms Education on income streams Breaking out “corporate grants,” “foundation grants,” as distinct income category Fundraising Plan addendum to officer briefs: overview of all corporate/foundation prospects, partners, funders with giving history, submission history, submission deadlines, relationship info

Other challenges? Solutions? Best practices?

What next? Handouts & tools ed in 1-2 weeks LI Group: “Salvation Army USA Grantwriters” Forum discussing revising National Grantsmanship Guidelines - Thurs, 6/21, 2:45-4p, in Larch