April 2019 The Jacobs amp Cushman San Diego Food Bank Case for support Based on community need Unique solutions Evidence of impact Quantifiable outcomes Budget Explains funding need Inspires action ID: 1029297
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1. Food Bank UniversityDonor Prospecting & Grant WritingApril 2019The Jacobs & Cushman San Diego Food Bank
2. Case for supportBased on community needUnique solutionsEvidence of impactQuantifiable outcomesBudgetExplains funding needInspires action
3. Why Prospect?Donors leave despite best effortsAverage donor retention rate < 50%5 prospects to 1 giftRisk overdoing it with same peopleNeed steady stream of opportunities
4. Finding new donorsIndividuals account for 90% of most nonprofit funding 70% of Americans giveMost by lower/middle income householdsTypical household supports 5 – 10 nonprofits each yearSurrounded by potential donors!
5. Prospecting A-B-CAccess via existing relationship Belief in your cause (or potential)Capacity to give
6. Who loves you?BoardExisting DonorsVolunteersClientsGovernment RepsVendorsPeople 3x more likely to give when referred by friend/contact
7. Community EducationGroups/Clubs: Rotary, Kiwanis, Garden Clubs, Women’s ClubsChambers of CommerceLibrariesHouses of WorshipRetirement CommunitiesCommunity CentersShare materials, gather contact info, follow-up Seek out retirees
8. Prospect follow-upBuild relationship – ask about themMultiple (7 average) touchesCall/email that you enjoyed meetingInvite for a visitSend articles on community needSuggest volunteeringHave others reach out
9. Outstanding ProposalsMeets guidelines: request type, population and geographic area served, funding amount requestedAll questions directly & completely answeredMeets: # of pages, word/character count, font, margins, etc.Convey emotion & urgencySubmitted on time or early!
10. Outstanding proposal elementsDemonstrated capacity for the grantStaff & leadershipInfrastructure Volunteer supportFunding demand is greatClear case for supportNumbers and data used for context – more recent the better
11. Goals & OutcomesClear RealisticMeasurable Specific plan to achieveQuality & ImpactHow do you know?How do you make needed changes?Outstanding proposal elements
12. Demonstrate sustainabilityFunding sourcesCapacity and plans to raise fundsBudgetReasonable costsRevenue sourcesDeficit explainedOutstanding proposal elements
13. Power in testimonials“Our physician recently told us to eat more fresh vegetables. We want to but good produce is very expensive. For us, the weekly produce donations are an answer to our prayers.”“I didn’t know what love really felt like or even have food to eat. The support is endless.”“I couldn’t have made it to where I am today without the support I’ve received. I’m forever grateful.”
14. When You Get FundingThank right away – before you deposit the checkAcknowledge per directionsClarify expectations Communicate regularly Submit reports earlyFollow-up before the funder does
15. Grant declinedDisappointing but commonAverage success rate for first approach – 12 to 20%Recheck assumptions in applyingThank & ask for feedbackDone something differently?Apply again & if so, when? Suggestions of other funders?Keep communicating! Only “no” for now
16. Thank you!Sharyn GoodsonVice President, PhilanthropyLeichtag Foundationsharyn@leichtag.org