Want to Write a Better Grant Proposal? Tap into Your Inner Artist

In the first week of the New Year, I have been thinking about writing.  I love to write.  I love the creative process of putting words on a screen or paper.  I love the struggle of choosing the best way to say the right thing to say and the satisfaction of crafting a well-turned phrase.  I don’t claim to accomplish these things every time I write, but I love the challenge of trying to do so.

Grant writing presents us with some interesting opportunities to tap into our creative sides. Online applications challenge us to reduce complex ideas to short phrases.  The idea of trying to make a proposal or a letter of inquiry stand out from the crowd tells us that we must choose powerful and evocative words to engage a reader.  For the most part, standard business writing will not help us to do this.  Yes, we ultimately may have to provide dense and detailed content to our grantor (particularly when the investment being requested is large and the risk is deemed great for the donor).   But first we must engage the reader.

Two sources of inspiration:

Poetry:  Poets will tell us that the core of the art form is the discipline of space.  I attended a poetry reading at a café once and remember asking one of the artists what she paid most attention to when writing.  Her fast and simple response was: “Space.   How much space can I leave to give the reader’s imagination an opportunity to finish the rest.”   In most cases, the prospective grantor is already familiar with the challenges or opportunities addressed in our proposal.  By focusing on our particular situation, we leave space for the reader to build context and keep the focus where we want it — on our community or constituency.

Songwriting:  Powerful songwriting uses word craft intertwined with music.  I once had the opportunity to spend an hour with one of my favorite songwriters, Peter Mulvey, talking about the craft of songwriting.  He said: “The fewer words you use, the greater the chance that someone will actually remember them.”   One of the reasons I actually love the challenge of an online application  is that I get a chance to choose the best 50, 100 or 200 words that will capture a reader’s imagination and inspire them to want to be part of our solution.

So, read the great poets.  Listen to the great songwriters.  Be in touch with the simple and powerful ideas that inspire your mission, your work and your dreams.  Choose your words and use them to invite others on the journey.

 

 

 

 

Giving USA Reports Foundation Giving on the Rise in 2014

This morning’s press release from The Giving USA Foundation reports that overall foundation giving for 2014 logged in at 8.2% higher than 2013.  Adjusted for inflation, the figure clocks in at 6.5% higher.  Foundation giving accounting for a full 15% of overall philanthropy, reflecting an overall high for this sector.

The report appears to substantiate The Foundation Center’s prediction that overall foundation from November 2014 that  foundation giving was experiencing an uptick, with contributions increasing among both independent and family foundations.  The Giving USA report notes that independent foundation giving does indeed drive the increase according to its researchers.

Link to both reports/releases below:

Giving USA 2015 Press Release

Foundation Center Key Facts 2014

Grantwriting: The 40% Proposition

Each fall, I teach a course on foundation and corporate grants as part of Columbia University’s Masters in Fundraising Management program. In our first class, after the usual introductions, I tell my students the following: “60% of writing a grant proposal involves following the instructions; the other 40% involves choosing your words, choosing your approach and making the right connection with the reader — that’s the fun part!”

Now I realize that “grant writing” and “fun” are not two words/figures of speech commonly found in the same sentence. But I look at most applications as a puzzle or challenge to be worked out. Who is this foundation? Who is the individual reading my proposal? What might motivate them to take this application seriously and, better yet, take action on it and become a stakeholder in our work?

To me, the 40% boils down to the following:

1.Understand the prospect. This is one of the basic tenets of all successful fundraising. How do I make the right connection between my opportunity and what the donor wants to accomplish via their philanthropy.

2. Move from need to opportunity. Speaking of which, its more about opportunity than need. Most grantmakers understand the needs and problems we are addressing. And most don’t know about the opportunities we have to do something it.

3. Frame your story. For most foundation readers, engagement comes down to context. Are we presenting too big of a picture to the reader and, in doing so, suggesting that we are trying to bite off way more than our organization can chew? Are we presenting too small of a picture, asking for a lot of money to help relatively few people? Or are we framing something that balances capacity with our capability to stretch to do something more — and hence the need for a foundation’s support?

4. Pick up clues and cues. I read foundation websites for way more than the application instructions. What kind of language do they use? Is their point of view “old school” or “new school”? What are the foundation’s particular values?

5. Mirror, Mirror. Picking up on clues and cues, how can I write in a way that will demonstrate to the reader that we have comparable values, points of view, approaches? And if we don’t match on every point, how are our differences in approach complimentary?

6. Choose your words carefully. Every semester, I assign Tony Proscio’s wonderful essay “In Other Words” to my students. It is an incredibly thought-provoking work about how language is used among grantmakers and grantseekers and how content can get lost in jargon.

60% perspiration, 40% inspiration? Interpretation vs. information? How do you view the writing process? Continue the conversation below.

2014 Foundation Giving: A Cautious Comeback

Year-in-ReviewI  love the days immediately before the New Year begins. For me, they are filled with reflections of the joys and challenges of the prior 11.9 months and anticipation for what is to come. Anticipation is a good word as we stand on the verge of 2015, since we are ending a year in which foundation philanthropy seems to be solidifying a long-awaited comeback.

The conventional wisdom is that foundation giving will always remain strong as we head into a recession (after all, many give based on prior-year returns when the market was stronger) and will trail a recovery (alas, the same principal still at work but based on a weaker market). The Great Recession seemed to have challenged that rule significantly since not only were foundation boards trying to sustain their philanthropic mission (not to mention the minimum 5% distribution) but were at the same time trying to rebuild endowments. Talk about building the boat as you sail across an ocean!

And lets not forget the game change of the disappearing foundation. Atlantic Philanthropies is in its final spend-down phase having left an enormous legacy, a deep footprint on its way to leaving a significant void among the giants of the foundation world. To be sure, new “Atlantics” are abloom but perhaps being created with the same notion of spend and invest generously during the lifetime of the donor. I refer to this as “supernova philanthropy” — a magnificent burst of energy as a star explodes leaving behind a beautiful aura as a legacy for astronomers and star-gazers (like moi) to behold.

Which brings us to “The Cautious Comeback.” For your consideration:

* According to Giving USA 2014, foundation giving marked a 5.7% increase in 2013.

* The Foundation Center’s own “2014 Key Facts” report published in November 2014 predicts that when all is said and done, ” overall foundation giving will continue to grow a few points ahead of inflation in 2014.”

* The 2014 survey of 637 foundations by Grantmakers for Effective Organizations found that the median level of grants devoted to general operating support rose to 25 percent in 2014, up from 20 percent in 2011.

* Foundation Source, which consults to and helps family foundations manage their funds notes in its annual report that “the combination of a recovering stock market and additional contributions by their funders resulted in increased foundation endowments for a second straight year, in spite of charitable distributions that exceeded the 5% minimum by almost 50%.”

The conditions for a comeback have been created and creatively used by foundations to increase giving. Looking ahead, I see both opportunities and challenges:

Opportunity: General operating support grants are on the rise as many grantmakers seem to be willing to help charities maintain/sustain operating infrastructure costs. According to a colleague in foundation world, this may be because they have seen many grantees make efficient, wise and pragmatic management decisions during the recent financial crises and this has reduced the sense of risk in these types of grants.

Challenge: I see more foundations closing portfolios, preferring to continue to support long-time grantees. Finding new grant opportunities is becoming more difficult and time consuming, adding to the length of time it takes to build or expand a grant portfolio.

Opportunity and Challenge: From my own work as a consultant, I have seen how many foundations have emerged from the Great Recession with stronger, more-targeted philanthropic investment strategies. This will be boon to some and a barrier to others.

I close by wishing all of you every success in your grantseeking efforts in the year ahead. May 2015 bring the investments of others toward the good you bring to those who benefit from your mission, passion and good work.

Rebound? Giving USA Reports 5.7% Increase in Foundation Giving

Its high noon, Eastern Time, and am taking a look at the just-released information from Giving USA’s report on 2013 philanthropy. Two items jump out at me this time around.

•Foundation giving overall posted a 5.7% increase. This is better than the previous 2% to 3% gains which kept foundation philanthropy just about on an inflationary par. This likely reflects a good market earnings year for foundation portfolios coupled with the creation of some new foundations over the past year.

•Giving to foundations, adjusted for inflation, made up 11% of philanthropic giving. Very significant. Nonprofit Quarterly appears to have taken a closer look at this number at it appears to be weighted by mega-gifts to large foundation trusts from donors like Mark Zuckerberg, Michael Bloomberg, Paul Allen, et. al. Potentially big and promising news for those charities operating in the spheres of interest and influence where those donors are making investments.

Read more from the Nonprofit Quarterly here

How do these numbers compare to your results?  Is foundation giving higher for your organization?  Please add your thoughts!

 

Framing Your Proposal for Success

As a means of donor engagement, the grant proposal presents an interesting challenge for the fundraiser.  It is a two-dimensional medium — words or graphics on paper — leaving much to the imagination of the reader.  The choice of words and messages gain importance.  Brevity is key given that most experienced grant readers skim, cut-to-the-chase and then reread for depth.

Framing — choosing the right words, vision, messaging — becomes much more important.  Done well, framing helps you gain some distinct advantages with a grant reader.

Standing out from the crowd:  Your work is important.  The needs of your constituency and community are urgent.  So are those of a lot of other organizations and chances are that many of them have a proposal sitting on the same desk at the same time.  Finding your unique niche becomes key when the reader has to decide which programs and proposals will take priority for his/her foundation.

Defining your story:  Many grantmakers openly say that they consider themselves educated about our challenges and issue before our proposal arrives on their desk.  An important mission for your proposal is to define the distinct challenges your organization must address and the unique opportunities afforded to make a real difference.  One of my clients, a youth service agency in New York City, has done a superb job of capturing the attention of grantmakers by demonstrating that their services are in high demand because they get results.  Their grant proposals use results to frame an important message for funders — we have the ability to put your money to work now and get solid results.

Bringing the reader into your point of view:  Elizabeth Costas of the Frances L. and Edwin L. Cummings Memorial Fund says:  “A compelling proposal tells me what you see when you go to work each day and brings me into your point of view.”  Providing the grantmaker with an engaging picture of your community can engage the reader and inspire them to learn more.

Defining your measures of success:  Most grantmakers have defined missions and desired outcomes for their philanthropy — and the measures of success to go along with them.  Sometimes those measures do not apply to our program.  Your proposal is an opportunity to frame how you define success and, hopefully, the funder will agree.  One of my clients approached a grantmaker heavily focused on college acceptance rates as a key measure of success.   The client’s program graduated fewer students but focused on college retention — the number of program graduates remaining in college after one year. remaining in college.  By leading with this number, the proposal communicated information that was interesting enough to engage the funder, leading to a conversation resulting in a grant.

Engagement is key and framing is a critical element.  I have posited a few ideas as to why.  What are your thoughts?  How have you used framing to create success for proposal?  Please add your comments and ideas.

 

Impact Imminent: Wall Street Journal Reports Family Foundations Spending Down Faster

 

A recent study by the Bridgespan Group reveals that only 5% of the total assets of America’s largest 50 foundations were held by spend-downs, compared to 24% in 2010. This means that nearly one-quarter of the assets of the 50 largest foundations in the US will be spent within the lifetime of their founders/donors.

What is driving this change in philanthropic strategy?  A generation ago, foundations were seen as legacies by founders intended to perpetuate good and philanthropic intentions and, perhaps, to instill a philanthropic legacy among family heirs.  This may well be giving way to a new philosophy, embodied by next generation foundation philanthropists like Charles Feeney (Atlantic Philanthropies), Warren Buffet and Bill and Melinda Gates where the donor sees the Foundation as a strategic mechanism for meaningful philanthropy.  This is leading toward gifts — more accurately, philanthropic investments — that are likely to bring about more immediate and meaningful change.

Another reason for change is that the peer landscape has changed among the largest foundations.  One third of the largest foundations where founded within my working life time of 26 years.  Many were created as a by-product of new tax laws in the 1990s which encouraged young entrepreneurs to create foundations as a means to shelter income and lo and behold, many of those entrepreneurs have applied their acumen and aversion to risk to making a difference for the charitable sector.

We are now raising foundation money at a time where risk and reward are more prominent factors in giving and where a new generation of foundation donors are adopting strategic approaches to their philanthropy.  Read Veronica Dagher’s excellent Wall Street article here

Does opportunity abound or will these changes favor the few?  Is your charity seeing stronger and better results?  Please add your thougths!

 

Interlude: Two (More) Grantwriting Soundtracks

 

I take a lot of inspiration from music and love to listen while I work. My earlier post, “Five Grantwriting Soundtracks,” received a pretty tremendous response with a lot of requests to post more listening suggestions.  Without further ado, two more albums in my current rotation.

Jason Isbell, Southeastern.

I absolutely love Jason Isbell. He writes amazing, plainspoken lyrics and sets them to powerful music. Just like you would want a grant proposal to “sing” to a reader. One listen to this album and you feel that you have entered a personal world from which you simply cannot look away. Select track: “Elephant” (Warning: explicit lyrics).

Foxygen, We Are The 21st Century Ambassadors of Peace and Magic

In the Sixties, The Grateful Dead famously sang “What a long strange trip we’ve been on.” This 21st Century nouveau San Francisco old school duo are continuing the journey on this offering that echoes Lou Reed, Bob Dylan, The Kinks, The Beatles and any number of great psychedelic power pop bands. No surprise at the number of Frisco references.  This is my go-to summer listen so far.  Select Track: “San Francisco”

Building a Bigger Footprint (Part 4): The $10 Mosquito Net (or, “It’s All About Impact”)

In the creative, can-do, innovative world of nonprofits, attracting support is as much about the power of your ideas and the impact of your results as it is about who you are.   Let’s now turn our attention to re-framing — positioning your impact to present a bigger footprint — using the story of a $10 mosquito net that captured the imagination of the public just a few years back.

One way to establish a bigger footprint though a simple program is to show how for every dollar spent the ROI can provide manifold value.  A few years back, The Gates Foundation presented a simple solution to malaria: a $10 mosquito net.  While the net itself could very well reduce the caseload of the disease, the larger impact was to make the general public and policymakers aware of the impact of malaria and other endemic diseases on fragile health systems (huge burden) and economies (working conditions).

Sometimes your bigger footprint is established not through the breadth of positive change but rather the depth of the change.  Investing deeply in the lives of a few students may yield substantial benefits, especially if you can reverse a significant negative trend.  For example: many nonprofits providing educational services to high school students are deepening their impact by helping graduating seniors successfully transition into college.  While the number of graduates served in such a program may be much smaller than the number of active students, by helping ensure that they finish college with a degree deepens the impact of the program and points to sustained positive results.

Using your results (perhaps with some re-framing) requires time and resources.  One cannot insist that the impact of a given program qualifies as having a bigger footprint without the proof of data and an attendant set of conclusions.  This means that one must have the means to collect, analyze and draw conclusions from data.  And you must demonstrate how evaluation is leading you to conclude that your footprint is, indeed, growing.  This process — data gathering and analysis — requires time, skills and expertise which may or may not exist within your team.

For organizations who can point to small victories — be it a high school senior who becomes the first in his or her family to attain a college degree or a life-saving solution accessible to all — small results can point to or leverage larger solutions.  From my experience as a consultant, a surprising number of charities have a $10 mosquito net hiding somewhere that could well be the key to attracting attention and ultimately meaningful financial support.   Step back, look at your work and find yours today.