2. entrepreneurial mind set less interested in supporting existing projects interested in business plans loyalty to an idea not an organization wants to be engaged in substance understands negotiation

3. entrepreneurial donors are not interested in what you need

4. problem solving/ opportunity seeking bold concepts transformational ideas outcomes

5. large gifts are autobiographical donors may want to show who they are say what they stand for have a naming opportunity leave a legacy

6. cultivation model analysis engagement the ask follow-up

7. do they have the means to fund the project?

8. do they have propensity, a giving history?

9. concept paper paper attributes –concrete vs. abstract –articulate outcomes –brief and intelligible –include overall project cost –describe a model program emotional attributes –speak the language of the donor –demonstrate the values of the donor –describe the transformation –be able to turn into a vision –create differentiation

10. let the donor know early on you are going to ask for funding so they don’t feel ambushed

11. follow-up what’s a good time to call to get feedback on the concept paper write a letter stating what happened at the first meeting. if/when you get a reply rewrite the paper incorporating ideas bring potential donor into the inner sanctum to discuss new opportunity with important people

12. a successful solicitation is a process of overcoming objections

13. finding donors talk to Senior Administrators who have championed your program in the past talk to your Foundation office ask your advisory board

14. other strategies demonstrations – “gee whiz factor” student testimony and input hold an open house - tour the facility and meet the staff review list of those who have given to you in the past follow-up on letters of appreciation from parents and students

15. so you want to write a grant?

16. what do we want to do next? review literature; reports, articles, etc. review local, state and national data define scope of the project define budget

17. options for funding new initiatives move proven strategies to regular budget line. for new demonstration on your campus look for outside funding identify potential unrestricted funds

18. identify potential funding sources federal state foundations corporations local Partners private donor

19. request and review grant announcement (minimum of two weeks)

20. proposal development staff assignments (minimum of three weeks)

21. review first draft against outline of proposal instructions (minimum of one week)

22. budget (minimum of two weeks)

23. polishing (minimum of two weeks)