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Volumes have been written on the subject of fund-raising. These tips distill and condense that wisdom. Together with common sense, these tips can help anyone to become a skilled fund-raiser.

1. Remember, to get funding, you have to look for it! A good fund-raising team spends far more time researching and assembling lists of prospects than it does actually asking for money. Knowing whom to ask is more important than knowing how.
2. Court prospective donors before you ask for money! Ask for money only after you have gotten to know a prospect and have discovered areas of compatibility between your organization’s activities and his/her approach to philanthropy.
3. Personalize your proposal! Blanket proposals seldom succeed. So, without sacrificing your principles or goals, tailor requests to the preferences of the donor. If you can’t tailor the proposal without sacrificing its heart, it is not a good fit for the donor.
4. Be willing to tell prospective donors about your already committed donors! Money, like success, draws more money. Donors are more likely to contribute to an organization that already has donors than to one without support.
5. Go in assuming that the donor will say, Yes! Successful salespeople never say ‘If you buy this …’ but rather, ‘When you buy this …’ When asking for money, assume that your target will say ‘yes’ (without being rude or pushy). Be confident and assume that the proposal will yield support!
6. Write clear and short proposals! Most grants officers scan proposals. All other things being equal, the proposals that receive most favorable consideration are those that are most clearest and easiest to scan: ample margins, standout headings, bulleted lists, and, of course, brevity!
7. Double-check your math when preparing the budget! Use a calculator; watch the bottom line. An incorrect budget gives donors a poor idea of the organization’s ability to handle money.
8. Communicate clearly! Avoid jargon; emphasize nouns and verbs; and avoid adjectives or adverbs. If you must gush about your ‘wonderful’ organization, at least quote someone else.
9. Don’t take ‘no’ personally! Fund-raising can be hard because even excellent fund-raisers hear ‘no’ more often than they hear ‘yes.’ See a ‘no’ answer as a challenge; it may have been ‘no’ this year, but it will be ‘yes’ the next time around. Remember that persistence pays.
10. Remember that you can never say ‘thank you’ too often! The secret of fund-raising is not in getting that donor’s first contribution; it is in getting second and third renewals from that donor. Developing a steady group of supportive donors is essential, and you can only do this if you pay as much attention to donors after they have given as before. Correspond regularly with your donors, update them on the progress and achievements of your organization, and keep them aware of how much their support is helping you accomplish. Find creative ways to say ‘thank you’ and to say it often!

October 2005

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