The document outlines a webinar presentation on strategic prospect research for finding the right funder. The presentation covers: identifying how strategic planning impacts grant seeking; understanding the grants lifecycle; tips for researching funders; and resources for prospect research. The presentation aims to help organizations establish themselves for successful grant seeking by aligning their strategic plan and fundraising strategy with potential funders' priorities and granting cycles.

1. How to Find the Right Funder:
Strategic Prospect Research
WEDIDIT Webinar
January 20, 2016
RBW STRATEGY ALL RIGHTS RESERVED © 2016
Presented by: RBW Strategy, LLC

2.  Introductions
 Session Objectives
 Grants overview and lifecycle
 Organizational strategic planning
 Tips for researching funders
 Resources
Agenda
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3.  Identify how strategic planning impacts grant
seeking activities
 Understand components of grants lifecycle and
how they impact one another
 Gather information on how to establish
organization for successful grant seeking
 Obtain resources and information to inform the
pre-award process
Session Objectives
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4. Guiding Question 1:
Why do you seek grants for your
organization? Is this part of a larger
organizational strategy or fundraising
strategy, a board member/executive leader’s
focus, or is this what you have always done?
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5.  Grant = a sum of money given by a governmental
agency, or private funding source, for a particular
purpose.
 What do grant funds typically support?
o General operating budget
o A specific project or program
o Capital improvements
o Capacity building
o Special event
o Meeting or conference
o Sponsorships or scholarships
Grants Overview and Lifecycle
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6. What types of entities award grants?
 Government agencies (Federal, State, Local)
 Private foundations (Bill & Melinda Gates
Foundation)
 Corporate foundations (AT&T Foundation)
 Family foundations (Bezos Family Foundation)
 Community foundations (Northern VA
Community Foundation)
 Corporations (through the corporation itself)
Grants Overview and Lifecycle
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7. Grants Overview and Lifecycle
Prospect Research
and Strategic
Planning
Application
Development
Award and Project
Start-up
Award
Management and
Monitoring
Project Closeout
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8. Grants Overview and Lifecycle
Lifecycle Phase Description
Prospect Research
and Strategic
Planning
 Review grantors’ requirements and create prospect list Determine
potential fit with grantors’ priorities
 Alignment of potential grantors to organization’s fundraising strategy,
and grantors’ deadlines
Application
Development
 Compile financial, programmatic, and organizational data required to
complete proposal
 Prepare proposal(s) in advance of deadlines and review for accuracy
Award and Project
Start-up
 Grantor notifies grantee of grant through written communication
(typically notice of award)
 Grantee begins to expend funds and implement grant as indicated in
the proposal
Award Management
and Monitoring
 Provide grantor with financial and programmatic reports, meeting
attendance and/or other requirements specified in the notice of award
 Gather data to effectively evaluate success in how grant funds are
expended, and ensure quality control
Project Closeout  Expend all grant funds provided by the grantor
 Ensure alignment of actual and budgeted expenditures
 Provide final reports as requested
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9.  Resource capacity (personnel, funding,
materials, etc.)
 Strategic planning and alignment with
fundraising planning
 Alignment of goals to activities to
outputs/outcomes (i.e. logic model)
 Financial management and internal controls
 Continuous quality improvement/evaluation
measurement
 Adherence to grant award requirements
Common Pitfalls and Challenges
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10. Guiding Question 2:
Your organization is starting a new service
offering or program and would like to obtain
additional funding. How do you go about
doing this in a strategic way?
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11. What are the goals of grants prospect research?
 Gather and analyze available information on
funders
 Obtain accurate and up to date information
that aligns with organization’s goals and
mission
 Increase the organization’s chances of
obtaining grants from those funders who are
the best fit
Organizational Strategic Planning
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12. What considerations should I be aware of when
conducting research?
 The amount of funding being sought
 Type of funding (general operating, project)
 Geographic area
 Target population
 Keyword search terms
 Acceptance of unsolicited proposals
 Award amounts
 Foundation’s giving priorities
Organizational Strategic Planning
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13. How does the organization’s strategic plan align
with the fundraising strategy?
 Determines the annual (or multi-year)
fundraising goals
 Provides focus on the type of funding the
organization should seek
 Outlines the roles and responsibilities of
people involved and key activities
 Maintains focus on the mission and main
service areas the organization offers
Organizational Strategic Planning
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14. How does one become a successful prospect
researcher?
 Determine the resource(s) to allocate
 Identify the tools that will be used
 Incorporate research as part of the larger
fundraising cycle of activities
 Speak with other nonprofits on resources they
use that are successful
 Leverage relationships of board members and
staff with potential and current funders
Organizational Strategic Planning
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15. What information should I gather as a prospect
researcher?
 General information on funder
 Giving cycles and deadlines
 Giving priorities and award amounts
 Relevant past grantees and projects (review
990 form)
 Trustees and staff to see if connection to
nonprofit board members and/or staff
 Eligibility and administrative requirements
 Geographic area(s) of focus
Organizational Strategic Planning
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16.  BIG Online: http://www.bigdatabase.com/
 Foundation Directory Online (free at
Foundation Center and registered libraries):
http://fconline.foundationcenter.org/
 FoundationSearch:
http://www.foundationsearch.com/
 Fundsnet: http://www.fundsnetservices.com/
 GrantStation:
http://www.grantstation.com/index.asp
*Bold font indicates fee-based
Resources: Foundation & Corporate Grants
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17.  Guidestar: http://www.guidestar.org/
 NOZAsearch: https://www.nozasearch.com
 The Chronicle of Philanthropy:
http://philanthropy.com/
 The Grantsmanship Center:
http://www.tgci.com/funding-sources
 Urban Ministry:
http://www.urbanministry.org/grants
*Bold font indicates fee-based
Resources: Foundation & Corporate Grants
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18.  Catalog of Federal Domestic Assistance:
http://www.cfda.gov
 Federal Grants Wire:
http://www.federalgrantswire.com
 Grants.gov: http://www.grants.gov
 GrantsNetwork (both private and
government): http://www.ecivis.com
*Bold font indicates fee-based
Resources: Government Grants
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19.  Annual Report of Philanthropy in America:
http://www.givingusareports.org/
 Foundation Center:
http://foundationcenter.org/washington/resour
ces.html#01
 Grant Space: http://grantspace.org/
 OMB – Federal grant forms:
http://www.whitehouse.gov/omb/grants_forms
 The Grantsmanship Center:
http://www.tgci.com/resources
Resources: General
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20. Rachel Werner
Owner and CEO
RBW Strategy, LLC
Ph: (301) 325-8552
Email: rachel@rbwstrategy.com
LinkedIn: www.linkedin.com/in/rabwerner
Twitter: @rbwstrategy
www.rbwstrategy.com
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