"You never get a second chance to make a good first impression." -- Will Rogers
This saying holds true for approaching foundations, too. Contacting a grantmaker with a phone call or written proposal without having researched it first often wastes time and effort, for you and the funder. Many grantmakers have shared with us that the most frequent reason for turning down requests is that they do not fit within their funding interests. Not doing your homework is not only inefficient, but it can make you seem unprofessional.
So how can your nonprofit make a good and lasting first impression?
The more you know about your prospect, the better you can tailor your ask to their values and interests. Foundation Directory Online is our searchable database that provides comprehensive and accurate information on U.S. grantmakers and their grants. Profiles include contact information, background for foundation and its donors, and the affiliations of officers, donors, and trustees.
However, our grantmaker profiles are just a starting point. Also consult other resources to learn more about a foundation, such as:
- Its web site, if one exists (90% of U.S. foundations don't have websites)
- News sources, like Philanthropy News Digest, local media, or databases through your public library
- Internet searches
- Your own networks of peers and colleagues
After you have researched your prospects, reach out to them! If a foundation has stated a preference for an initial approach or mode of contact, follow the instructions. If it has not stated any preferences, it generally is safe to call them.
When you reach out for the first time, use your research and be ready with your talking points or otherwise show that you've spent some time learning about them. Your research will enable you to ask more in-depth and detailed questions, beyond what's readily available online, which means a better use of time for both you and the funder. It also makes for a better first impression.
See also our related Knowledge Base articles:
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Topic(s) Donor Cultivation & Retention