1. Strategies for Securing Funding from Foundations

2. 2 Essential Steps for Winning Grants Identification Identification Research Research Cultivation Cultivation Solicitation Solicitation Persistence Persistence Stewardship Stewardship

3. 3 Identifying Prospects: Campus Resources COS COS http://www.cos.com/ http://www.cos.com/http://www.cos.com/

4. 4 Identifying Prospects: Campus Resources Foundation Directory Online Foundation Directory Online http://fconline.fdncenter.org/ http://fconline.fdncenter.org/http://fconline.fdncenter.org/ This site is password protected. Please contact ORSPA for assistance.

5. 5 Other Resources Johnson City Public Library: Foundation Center Cooperating Collection Johnson City Public Library: Foundation Center Cooperating Collection http://www.jcpl.net/index.asp?speed=high&screen =wide&css=yes&section=rsrv&page=cooperatingco llection (no need for a password) http://www.jcpl.net/index.asp?speed=high&screen =wide&css=yes&section=rsrv&page=cooperatingco llection (no need for a password) http://www.jcpl.net/index.asp?speed=high&screen =wide&css=yes&section=rsrv&page=cooperatingco llection http://www.jcpl.net/index.asp?speed=high&screen =wide&css=yes&section=rsrv&page=cooperatingco llection Foundation Center Foundation Center http://foundationcenter.org/collections/cctn.html http://foundationcenter.org/collections/cctn.html http://foundationcenter.org/collections/cctn.html

6. 6 Other Resources Also at the Foundation Center Also at the Foundation Center http://foundationcenter.org/ http://foundationcenter.org/ http://foundationcenter.org/ Click on “Newsletters” to subscribe to Philanthropy News Digest and RFP Bulletin

7. 7 Purposes of Research Eligibility requirements Eligibility requirements Determining an appropriate ask amount Determining an appropriate ask amount Preferred application process Preferred application process Deadlines to apply Deadlines to apply Funding priorities Funding priorities Restrictions on use of funds Restrictions on use of funds Policy on unsolicited applications Policy on unsolicited applications

8. 8 Researching Foundations Foundation Directory Online and/or COS Foundation Directory Online and/or COS Foundation Center and GuideStar Web sites Foundation Center and GuideStar Web sites Web site for the foundation prospect, if available Web site for the foundation prospect, if available Print materials from the foundation Print materials from the foundation IRS Form 990 IRS Form 990

9. 9 Research Exercise The Foundation Center The Steele-Reese Foundation (see next slide) The Foundation Center The Steele-Reese Foundation (see next slide) http://foundationcenter.org/ http://foundationcenter.org/ http://foundationcenter.org/ http://foundationcenter.org/cgi- bin/ffindershow.cgi?id=STEE004 http://foundationcenter.org/cgi- bin/ffindershow.cgi?id=STEE004 http://foundationcenter.org/cgi- bin/ffindershow.cgi?id=STEE004 http://foundationcenter.org/cgi- bin/ffindershow.cgi?id=STEE004 GuideStar GuideStar http://www.guidestar.org http://www.guidestar.org http://www.guidestar.org

10. 10 Getting to know the Steele-Reese Foundation http://www.steele-reese.org/ Note: This foundation no longer funds projects in Tennessee and is used here as an example only.

11. 11 Using the IRS Form 990 Foundation Center Foundation Center http://foundationcenter.org/cgi- bin/ffindershow.cgi?id=STEE004 http://foundationcenter.org/cgi- bin/ffindershow.cgi?id=STEE004 http://foundationcenter.org/cgi- bin/ffindershow.cgi?id=STEE004 http://foundationcenter.org/cgi- bin/ffindershow.cgi?id=STEE004 Foundation Center Online Tutorial: “Demystifying the 990-PF” Foundation Center Online Tutorial: “Demystifying the 990-PF” http://foundationcenter.org/getstarted/tutorials/demystify/ http://foundationcenter.org/getstarted/tutorials/demystify/ http://foundationcenter.org/getstarted/tutorials/demystify/

12. 12 Cultivation Do your homework, and respect each foundation’s preference for personal contact. Do your homework, and respect each foundation’s preference for personal contact. If the foundation has print materials (annual report, application form), request a copy. If the foundation has print materials (annual report, application form), request a copy. Contact the foundation with questions not addressed in print or electronic materials. Be prepared and to the point, letting them direct the conversation. Contact the foundation with questions not addressed in print or electronic materials. Be prepared and to the point, letting them direct the conversation.

13. 13 Cultivation Site Visits Site Visits If a site visit is part of the application process, accommodate foundation staff as much as possible. If a site visit is part of the application process, accommodate foundation staff as much as possible. Ask for their advice about who should be included in the visit. Ask for their advice about who should be included in the visit. Meet with participants before the site visit to prepare them to discuss the proposed project and anticipate questions that may be asked. Meet with participants before the site visit to prepare them to discuss the proposed project and anticipate questions that may be asked.

14. 14 Solicitation Follow application guidelines to the letter. Follow application guidelines to the letter. View your first request as an introduction. Many foundations will not consider an applicant for funding until the second or third try. View your first request as an introduction. Many foundations will not consider an applicant for funding until the second or third try. Some foundations offer assistance with project development and/or feedback for draft proposals submitted in advance. Some foundations offer assistance with project development and/or feedback for draft proposals submitted in advance. Request a reasonable grant amount, based on the foundation’s giving history. Request a reasonable grant amount, based on the foundation’s giving history.

15. 15 Persistence Try not to take a declined request personally. Try not to take a declined request personally. Send a letter thanking the foundation contact for reviewing and considering your proposal. Send a letter thanking the foundation contact for reviewing and considering your proposal. If allowed, request feedback from staff. If allowed, request feedback from staff. Apply again unless instructed otherwise. Apply again unless instructed otherwise.

16. 16 Common Reasons Grant Requests Are Declined The organization does not meet foundation priorities. The organization does not meet foundation priorities. The organization is not located in the foundation’s preferred geographic area of funding. The organization is not located in the foundation’s preferred geographic area of funding. The proposal does not follow the correct format. The proposal does not follow the correct format. The request is for a purpose other than the foundation will fund. The request is for a purpose other than the foundation will fund. The amount requested is not within the foundation’s funding range. The amount requested is not within the foundation’s funding range.

17. 17 Other Common Reasons Grant Requests Are Declined Scattershot or “spray-and-pray” approach. Scattershot or “spray-and-pray” approach. The project was not marketed effectively. The project was not marketed effectively. Fishing expeditions: offering a list of options for funding. Fishing expeditions: offering a list of options for funding. Lack of a plan for sustainability. Lack of a plan for sustainability. All of the money for the current grant cycle has been allocated. All of the money for the current grant cycle has been allocated.

18. 18 Stewardship When awarded a grant: When awarded a grant: Send an acknowledgement letter. Send an acknowledgement letter. Submit grant reports on time and in preferred format. Submit grant reports on time and in preferred format. Request approval before making major changes to your funded project. Request approval before making major changes to your funded project. Definition of stewardship: “ the careful and responsible management of something entrusted to one's care” Definition of stewardship: “ the careful and responsible management of something entrusted to one's care” --Merriam-Webster Online Dictionary

19. 19 Stewardship Remember that good stewardship of a foundation grant is the first step in winning the next grant.

20. 20 Additional Training and Help The Foundation Center The Foundation Center http://foundationcenter.org/getstarted/learnabout/ foundations.html http://foundationcenter.org/getstarted/learnabout/ foundations.html http://foundationcenter.org/getstarted/learnabout/ foundations.html http://foundationcenter.org/getstarted/learnabout/ foundations.html ETSU Office of Research and Sponsored Programs Administration (ORSPA) *For assistance with budget development, sponsor research, and/or inter-institutional coordination, please contact us early during the proposal development process. ETSU Office of Research and Sponsored Programs Administration (ORSPA) *For assistance with budget development, sponsor research, and/or inter-institutional coordination, please contact us early during the proposal development process. http://www.etsu.edu/research/orspa.htm http://www.etsu.edu/research/orspa.htm http://www.etsu.edu/research/orspa.htm