This session will review the how to’s of foundation research, cultivation and solicitation. The discussion will include private, public and corporate foundations and the differences between them as well as outreach methods. This interactive session will answer your questions solve recent challenges you may have had in recent foundation outreach. At the conclusion of this session, participants will know how to: Research foundations, determine who to ask for support, determine how much to ask for, create Foundation calendar, implement a community needs assessment, research statistics and information to back up your organization work and if it is necessary and engage a foundation program officer effectively. Facilitator: Barbara Talisman, President of Talisman and Associates, Inc. Talisman Associates, Inc. is a full service consulting firm working with public benefit corporations. The firm provides hands-on fund development assistance and leadership training to non-profits. http://www.3talisman.com/

1. Barbara Talisman
www.3talisman.com
www.talismantol.wordpress.com
barbara@3talisman.com
312.733.7520

2. Barbara Talisman
Barbara Talisman is President of Talisman Associates, Inc. Talisman Associates, Inc is
a full service consulting firm working with nonprofit organizations.The firm
provides hands-on fund development assistance, leadership training and
executive coaching to the independent sector.
Barbara has been in the development field since 1983. Her experience ranges from
corporate sponsorships and special events to board/membership development,
grant writing and major gift solicitation as well as volunteer and staff
development and training. She teaches a variety of fundraising topics and has
been a guest speaker at conferences in North America, Europe the United
Kingdom and Australia. Barbara began her fundraising experience on the
campaign trail for national and local political candidates. Her fund development
experience began at the American Heart Association and continued at the
Anti-Defamation League.
Barbara has published articles in Fund Raising Management, Fundraising Success,
Association Forum, Fund Raising Institute, Advancing Philanthropy and Clout and has
been profiled in Entrepreneur Magazine, Today’s Chicago Woman, Crain's Chicago
Business and Chicago Tribune. Barbara holds a Bachelor’s degree from Case
Western Reserve University. She has continued her education through
workshops and classes at BoardSource,The Institute for Charitable Giving,
Vanderbilt University, Association of Fundraising Professionals (AFP) regional
and international conferences and Indiana University School of Philanthropy.
Barbara is an AFP Master Trainer.

3. 1. Priorities
2. Research
3. Case file
4. Writing
5. Planning timeline
6. Engaging staff
Questions along the way….

4. What are your funding
priorities?
Program v. General
Operating
Engaging staff

5. Maintain focus
Where to find the
information:
Public library
Donor’s Forum
Internet
List of likely prospects
Call to qualify prospects

6. Interests and priority areas Contribution summary
Method of approach Typical recipient
Restrictions Type of support given
Deadline(s) Gift range
Budget year - June/July or Previous recipients like and
Calendar unlike your agency
Officers/Board of Directors Typical size of grant
List How much to ask for?
Financial summary
Annual report
Recent giving

7. Conflicts of interest
Match foundation interests with funding priorities
Geographic headquarters
Operating locations
Employee residential communities
Types of recipients (like yours)
Types of support
Giving range

8. Q&A

9. Foundation information
Grant calendar
Giving guidelines
File folders
Agency information - Case File
Case Statement
Proposal template
Program components
Board list
Budget(s)
Staff biographies
Mission/Vision statement

10. Request guidelines and
application (if applicable)
Review materials
Contact appropriate
program officer
Phone
Letter
Email
They can help guide you
through the process
Put yourself in their shoes

11. Cover letter
Summary
Introduction
Challenge - statement of need
Program objectives
Strategies to achieve objectives
Program evaluation
Current and future funding
Program budget
Conclusion

12. Write after proposal is completed
Frames the rest of the proposal
Brief
Clear
Interesting
Reduces your proposal to a sound byte – for you and
program officer
Identifies the organization
Organization’s credibility
States challenge
Objectives
Strategies
Costs, current funding and amount requesting

13. Establish image and credibility
Brief history
Major accomplishments
Qualifications
Structure and governance
Uniqueness of organization
Should be readable

14. Case for support
Describes the challenge agency will meet, change
Evidence of challenge
Consequences of inaction
Impact on community
Interest of foundation
What can be reasonably achieved or expected
Relates to the mission of the agency
Stated in terms of clients and constituents not needs
or problems of agency

15. Q&A

16. Program outcomes
Problem-related outcomes of the program
Measurable
Should:
Who – staff and population served
Will do what - program
When – time objectives will be achieved
How much – objectives in numbers, people and money
How to measure it - evaluation
Does not describe methods

17. Steps to achieve objectives
How
Describes reasonable scope of activities
Charts, graphs
Processes
Reasonable sequence of activities – when
Why activities were chosen
Program staffing
Client selection and participation

18. Program overview Who will do the
Impact evaluation
Challenge met
Cost benefit v. cost
Beneficiaries
effectiveness
Measuring success
Who will be the Data collection
audience for evaluation strategy
– inside and outside Data evaluation
Process v. program Evaluation report
evaluation
Evaluation instruments

19. Current and future
funders
Those who are supporting
program now
Others who have been/are
being asked to support
program
Plan for future support
Maintenance and future
support
Accounts for staff,
equipment and supplies

20. Estimate of costs
Specific to program and
financial need to meet
objectives
Direct costs
Indirect costs
Revenue
Honest
Realistic

21. Restate the request
Overview of the challenge
Contact person
Time frame
Thank funder

22. Q&A

23. Preparation
Checked with funder to determine their interest?
Staff is prepared to do the work
Proposal fits funding guidelines
Proposal Content
Well organized
Clearly written
Been reviewed by someone outside of the planning process
Innovative ideas are clearly stated
All parts of the proposal are there
Followed guidelines
Deadline has been met
Submitting the correct number of copies
Application if applicable
Supporting documents
Contact person identified

24. Poor research
Does not fall within giving guidelines
Poorly written or organized
Does not state or establish legitimate case for need
Duplication on services
Assumes the reader is knowledgeable of the subject
Does not give evidence that the project can exist
without funding
Not financially feasible
No evaluation criteria
Too ambiguous

25. An ongoing process
Share your mission at every opportunity.
Make it a natural part of what your organization
does.
Invite foundation representatives to:
Site visits
Board and committee meetings
Special events
Volunteer activities
Add them to your mailing list:
Annual reports
Newsletters
Direct mail
Invitations

26. Follow up on grant proposals
Check on receipt
Meeting date
Site visits
Personal visits
Board contact
Deliver on what you promise
Evaluations
Program reports
Support materials
Keep on top of payments
Communicate often to:
Board
Staff
Community

27. Thank you!
barbara@3talisman.com
3talisman.com
Talisman Blog
Making a Difference Radio
@BTalisman
Facebook