entrepreneurial mind set• less interested in supporting

existing projects• interested in business plans• loyalty to an idea not an

organization• wants to be engaged in

substance• understands negotiation

entrepreneurial donors are not interested in whatyou need

problem solving/opportunity seeking• bold concepts

• transformational ideas

• outcomes

large gifts are autobiographical

donors may want to• show who they are• say what they

stand for• have a naming

opportunity• leave a legacy

cultivation model

• analysis

• engagement

• the ask

• follow-up

do they have the means to fund the project?

do they have propensity, a giving history?

concept paperpaper attributes– concrete vs. abstract– articulate outcomes– brief and intelligible– include overall project cost– describe a model program

emotional attributes– speak the language of the donor– demonstrate the values of the donor– describe the transformation– be able to turn into a vision– create differentiation

let the donor know early on you are going to ask for funding so they don’t feel ambushed

follow-up• what’s a good time to call to get

feedback on the concept paper

• write a letter stating what happened at the first meeting.

• if/when you get a reply rewrite the paper incorporating ideas

• bring potential donor into the inner sanctum to discuss new opportunity with important people

a successful solicitation is a process of overcoming objections

finding donors• talk to Senior

Administrators who have championed your program in the past

• talk to your Foundation office

• ask your advisory board

other strategies• demonstrations – “gee whiz factor”• student testimony and input• hold an open house - tour the

facility and meet the staff• review list of those who have given

to you in the past• follow-up on letters of appreciation

from parents and students

so you want to write a grant?

what do we want to do next? • review literature;

reports, articles, etc.

• review local, state and national data

• define scope of the project

• define budget

options for funding new initiatives

• move proven strategies to regular budget line.

• for new demonstration on your campus look for outside funding

• identify potential unrestricted funds

identify potential funding sources

• federal

• state

• foundations

• corporations

• local Partners

• private donor

request and review grant announcement (minimum of two weeks)

proposal development staff assignments(minimum of three weeks)

review first draft against outline of proposal instructions(minimum of one week)

budget(minimum of two weeks)

polishing(minimum of two weeks)