The document provides tips for non-profits to strengthen their grant seeking efforts. It discusses focusing on the right grants by prioritizing those that support planned growth. Goals should include both operating costs and program investments. Grants should be categorized as sustaining existing programs or enabling expansion. Non-profits are advised to build their visibility, network, footprint and inspire donors with their mission and aspirations. Clear strategic planning will help non-profits articulate their destination to potential funders.

1. Grants 201:
Making Your Grant Proposal
Stand Out in a Crowd
John W. Hicks, CFRE
Principal
DLBHICKS LLC

2. The Landscape
Us: 1.5 million potential grant seekers.
Them: 124,286 US corporate/foundation grant
makers
Of which 29,486 will accept a grant application
That’s 24% of all grantmakers

3. “I see the connection here.”
We are a good match and I am so glad I have your proposal!
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4. Connections
that Count
Responding to a specific Request for Proposals (RFP)
Understanding the grant maker will accept an application
Mission match
Your program in an extension of that mission
Personal connection

5. Where To Make Connection
Written proposal or application
◦ Cover letter – paragraph 1
◦ Executive Summary – page 1, paragraph 1
Online application
◦ Request summary
◦ Program summary

6. “I understand you.”
If they don’t “get” your proposal, you won’t get their money
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7. Understand Your Prospect
 Mega Foundations
 Specialists
 Staff are influential
 Competitive Foundations
 Generalists
 Boards are more involved
 Family Foundations
 The Donor
 The Buck Stops Here

8. Clues and Cues
Look for:
◦ Philosophy
◦ Values
◦ Expectations
◦ Corporate culture
◦ Language

9. Write a Well-CASED Proposal
Concise
Action-oriented
Specific
Evocative
Declarative
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10. Don’t Forget What We Learned in High School
Avoid repetition
Make your writing “speak” to the reader
Make a linear case (need leads to solution)
Tell a story
Use jargon sparingly

11. Tony Proscio’s War on
(Bad and Just Vague) Words
Your grant will incentivize administrators and
educators to apply relevant metrics to assess
achievement in the competencies they seek to
develop.
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12. Tony Proscio’s War on
(Bad and Just Vague) Words
Your grant will be used to pay teachers and
principals who agree to test their students.
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13. “I know there are needs. What about the opportunities?”
“Do not drown the reader in an abyss of despair” – Martin Teitel, Insiders Guide to Grantmaking
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14. Move from Need to
Opportunity
Grantmakers want their money to
accomplish things, not just solve problems
Need should beget opportunity

15. Need/Opportunity
NEED
Failure
Inadequate space
Isolation
Prevalent malaise
OPPORTUNITY
Commitment to change
Ability to grow
Willingness to connect
Research and remedy

16. “Help me help you.”
Bring the reader into your world . . . and make the journey worth the trip.
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17. Frame Your Story
Define your story before someone defines it for youStory
Bring the reader into your point of viewPOV
Define your measures of successSuccess

18. Choose Your Frame
• 8 x 10”: Define how your mission is relevant
to current landscape
• 5 x 7”: Use “hot topics” to frame why your
program is important now
• Wallet-size: Tell a story. How does your
program change lives?

19. “Don’t lose the game due to unforced errors.”
Sweat the small stuff. It counts more than you think.
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20. The Small Stuff
Confirm the deadline date for the umpteenth time.
Get your proposal in ahead of the deadline.
Proofread. Especially the cover letter and page one of the proposal.
Add up the budget . . . one more time.
Check and double-check your attachments.

21. Questions
and
Discussion

22. Thank You!
John W. Hicks, CFRE
Principal
DLBHICKS LLC
www.dlbhicks.com
john@dlbhicks.com
646-951-6219

23. Grants 301:
Nine Ways to Turbocharge Your
Grantseeking
John W. Hicks, CFRE
Principal
DLBHICKS LLC

24. 1. Focus on the right grants
Ask yourself: does this grant help our planned growth?
Three considerations:
◦ Will it help us expand or improve?
◦ Will it change how others think about us?
◦ Can we manage the expectations of the donor?
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25. How much of our grant support
covers planned growth vs.
unplanned growth?
METRIC
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This Photo by Unknown Author is licensed under CC BY-SA

26. 2. Set two kinds of grant seeking goals
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Operating Costs
Program
Maintenance
Capital/Capacity
Investments
Program
Enhancement and
Expansion
Goals
Operating Program
InvestmentSustaining

27. How much of our goal relates to
carrying costs vs. expansion or
enhancement expenses?
METRIC
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28. /
3. Think “sustaining” and “investment” grants
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Sustaining: Keeps your
program operational year to
year
1
Investment: Supports
program creation, expansion
and enhancement
2

29. What is the ratio of investment grants to sustaining grants?
METRIC
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30. 4. Make sure you have the right
grant makers on your list
Does the grant maker fund projects and organizations similar
in size and scope?
Am I competitive due to fit/connections?
Will the funder’s grant make a difference?
Can I make the case that funding my organization/project
will further the grant maker’s work?
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31. Of the most prominent foundations
supporting causes like mine:
1. How many are on your donor list?
2. How many are among your most
accessible prospects?
METRICS
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32. 5. Build your VQ
(Visibility Quotient)
Promotes your mission, programs,
accomplishments
Demonstrates you are a
thoughtful and connected leader
Builds credibility
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33. 1. How well known are
we?
2. Is our visibility
generating interest
among grant makers?
METRICS
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34. 6. Strengthen
Your Network
Peer Networks
Grantor Networks
Incudes both Staff and Board
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35. 1. How many meetings did we secure?
2. How many potential grantors did we add to our network?
METRICS
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36. 7. Build a Bigger
Footprint
This is important when it comes to
reframing your case and asking for
larger grants
Nonprofits must demonstrate
reach and impact
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37. How to Build
Your
Footprint
For larger organizations
◦ Opening new sites
◦ Replicating your program in
different sites
For smaller organizations
◦ Collaborations and consortia
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38. 1. How broad is our reach?
2. Are we leveraging through growth, replication, partnering?
METRICS
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39. 8. Be Inspirational and
Aspirational
Go beyond why, what, when, how much
Aspire: How can we move our work – and
our results – to the next level?
Inspire: How will this change lives and our
piece of the world?
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40. 1. Do we have an inspiring story of success and growth?
2. Does this story demonstrate our aspiration to move to the next level?
METRICS
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41. 9. Know Your Destination
and Have a Map
Clear picture of how your program is
evolving: what is growing, what must
change, what must be added?
Use this picture to change the conversation
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42. 1. Where are we going next – in our program and as an organization?
2. Do we have exciting new opportunities on the horizon to engage a grantor?
METRICS
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43. Keep a good
head and
always carry a
light bulb.
BOB DYLAN
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44. Thank You!
John W. Hicks, CFRE
Principal
DLBHICKS LLC
www.dlbhicks.com
john@dlbhicks.com
646-951-6219

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