0922 TL slides

1. Leverage Your Grants
Presented by:
Ephraim Gopin and Rachel Werner
September 22, 2022

2. Rachel Werner, MPA, GPC, PMP
Rachel Werner is the Owner and CEO of RBW Strategy, LLC. She
and her team provide customized grants, fundraising and project
management support and solutions to clients primarily in the
Greater Washington, DC and Maryland region. She has over 19
years of grants experience.
Rachel and her team members have collectively garnered over
$160 million for nonprofits and have managed nearly $2 billion in
grant funding. She is an active member of the Grant Professionals
Association and is a Certified Grants Professional (since 2014) and a
Project Management Professional (since 2010).​
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3. Learning Objectives
Overview of the grants process and importance of finding the
right grant funders and cultivating relationships
1
2
3
Page 3
Review how to leverage information from grant
applications for marketing purposes (website, social media,
email)
Identify what you should have in place to support your
marketing and fundraising efforts

4. PART I:
GRANTS LIFECYCLE AND
FUNDING
OPPORTUNITIES

5. Discussion Time
For our fellow grantseekers, which type of
funder (corporate, private, government) has
awarded the most grants to your
organization?
Page 5

6. Page 6
Research and
Strategic planning
Application
Development
Award and
Project Start-up
Award Management
and Monitoring
Project
Closeout
• Review grantors’
requirements and
create prospect list
• Determine potential fit
with grantors’ priorities
• Alignment of potential
grantors to
organization’s
fundraising strategy,
and grantors’ deadlines
• Compile financial,
programmatic, and
organizational data
required to
complete proposal
• Prepare proposal(s)
in advance of
deadlines and review
for accuracy
• Grantor notifies
grantee of grant
through written
communication
(typically notice of
award)
• Grantee begins to
expend funds and
implement grant as
indicated in the
proposal
• Provide grantor with
financial and
programmatic reports,
meeting attendance
and/or other
requirements
specified in the notice
of award
• Gather data to
effectively evaluate
success in how grant
funds are expended,
and ensure quality
control
• Expend all grant funds
provided by the
grantor
• Ensure alignment of
actual and budgeted
expenditures
• Provide final reports as
requested
Grants Lifecycle

7. Why is Understanding the Grants
Lifecycle Important?
Page 7
Pinpoints your areas of
strength and areas to improve
Determines your framework for
data tracking and management
Conceptualizes the process
and resources needed
Identifies where you can
leverage partners

8. Why Private and Public Grants?
▪ American Rescue Plan Act (ARPA) funding is increasing
the number of open opportunities
▪ Nonprofits trying to expand into new fundraising areas
▪ Can be a steady source of income, especially those who
are grant ready
▪ Serve as launching pad for new ideas and capacity
building
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9. Changes in the Philanthropic Sector
Page 9
▪ More of a focus on COVID-19 support and IDEA
(Inclusion, Diversity, Equity and Accessibility)
▪ Changes in scope of type of organizations to support
▪ Increased competition for funding

10. Philanthropies Have Made Positive Changes in
Response to the COVID-19 Pandemic.
Page 10
5 practices to build on during the recovery

11. What Does This Mean For You?
Page 11
Increased
grant
competition
Preparedness
for grant
seeking
Updating
key
information
on file
Consistent
tracking
Resource
sharing
Try different
fundraising
campaigns

12. PART II:
STRATEGIC THINKING
ABOUT GRANTS

13. Strategy and Concept Planning
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▪ Map out greatest priorities/needs assessment
▪ Align priorities with organization and client needs
➢ Tools: logic model and SOAR analysis
▪ Prospect research
▪ Case statement

14. Page 14
Logic Model
Source: https://www.wkkf.org/resource-directory/resources/2004/01/logic-model-development-guide

15. Page 15
SOAR Model Analysis (Appreciative Inquiry)
Source: https://libraryguides.missouri.edu/c.php?g=28374&p=4304702

16. Mapping your priorities to funding opportunities through research
Page 16
Gather and analyze
Gather and analyze
available information
on funders
Obtain
Obtain accurate and up
to date information
that aligns with
organization’s goals
and mission
Increase
Increase the
organization’s chances of
obtaining grants from
those funders who are
the best fit
Develop
Develop a cultivation
strategy to increase
likelihood of success and
relationship building

17. Page 17
1
Stay in contact with your
funders
Maintaining Connections with Funders
It is important to do the following to increase the likelihood of continued funding.
2
▪ Remind them of their prior
support
▪ Remind them why your
programs/projects are relevant
▪ Update them regularly on
existing & new funding
opportunities
▪ Share successes and
challenges; especially in areas
where they can help.
Stabilize Grant
Funding/Management Plan
▪ Submit at least 2-3 grants a month
▪ Resubmit to past funders
▪ Create a timeline for deliverables
3
Align with funders mission/vision
statements
▪ Find a commonality in goals
▪ Highlight joint target audiences
▪ Express why funding supports both
your organization and the funder

18. Organizational Case Statement
Page 18
Provides a story for the funder about why
you need funding, and how their funds will
support your vision. Also, it shows how your
organization will address a challenge.
What will compel a funder to give?

19. PART III:
LEVERAGING GRANTS
DATA AND LANGUAGE
FOR OTHER PURPOSES

20. When can we use grants in other contexts?
Board Report
1
2
3
Page 20
Impact Report
Annual Report
What type of collateral would be most beneficial to your organization?
4
5 Other Fundraising Material(s)
Other Marketing Material(s)

21. Page 21
Item 1: Annual Report/Impact Report
▪ A documentation of what
your nonprofit has
accomplished in the past year,
and commonly a vision of
what lies ahead.
▪ Most annual reports feature
photos and financial
reports (illustrating
the nonprofit's revenue and
expenses), and acknowledge
contributors.
▪ Digital marketing on the
organization’s website
▪ Included as an attachment in
grant application
▪ Fundraising collateral
▪ Toolkit for board members
when soliciting additional
funding
▪ Provides a snapshot of the
organization for the public
▪ Research and statistics
▪ Information about programs
▪ Success stories
▪ List of accomplishments
▪ Outputs, impact and outcome
measures
▪ Budget related information
and financials
What Is It? How Is It Used?
What Grant
Information Is
Needed?

22. Page 22
Annual Report Examples
https://www.fool.com/the-ascent/small-business/articles/nonprofit-annual-report/

23. Page 23
Impact Report Example
Minnesota Ovarian Cancer Alliance (MOCA) Annual Report

24. Page 24
Item 2: Board Report/Dashboard
▪ A snapshot or dashboard of
fundraising activities that is
shared with a portion or the
entire board during regularly
scheduled meetings
▪ Review progress on various
fundraising campaigns
▪ Review budget to actuals
▪ Review impact and outcome on
pre-determined targets
▪ Internal tracking information
on grants and fundraising
progress
▪ Core language in proposals to
use for outreach
▪ Outcomes and impact data for
dashboard
What Is It? How Is It Used?
What Grant
Information Is
Needed?

25. Page 25
Board Report Example
https://nonprofitquarterly.org/financial-management-models-of-a-great-nonprofit-dashboard/

26. Page 26
Item 3: Fact Sheet
▪ Fact sheets are essential,
inexpensive, nonprofit marketing
tools that provide a short,
concise, typically one-page,
educational summary of
relevant information
▪ Digital marketing on the
organization’s website
▪ Included as an attachment in
grant application
▪ Fundraising collateral
▪ Toolkit for board members when
soliciting additional funding
▪ Provides a snapshot of the
organization for the public
▪ Research and statistics
▪ Outputs, impact and outcome
measures
▪ List of accomplishments
▪ Budget related information
and financials
What Is It? How Is It Used?
What Grant
Information Is
Needed?

27. Page 27
Fact Sheet Examples
https://www.neighborspacebaltimorecounty.org/ https://www.classy.org/blog/10-nonprofit-infographics-inspire-inform/

28. Page 28
Item 4: Annual Appeal
▪ Annual fundraising appeals are
the letters (or emails) you send
out to supporters as a specified
time of the year. This letter is
focused on individuals and
allows the organization in to
make a case for them to donate.
▪ Raise awareness about the
organization to new and existing
funders
▪ Lead individual contribution
efforts
▪ Build a case for support to
initiate giving
▪ Provide more detailed
awareness of need, strategic
priorities and challenges target
population faces
▪ Strategic planning and priority
information
▪ Research and statistics
▪ Needs-based data to highlight
case for support
▪ Success stories
▪ Information on programs and
core information about
organization
What Is It? How Is It Used?
What Grant
Information Is
Needed?

29. Page 29
Annual Appeal Example
https://www.causevox.com/blog/fundraising-letter/
https://4agoodcause.com/5-examples-great-fundraising-emails/

30. WRAP UP

31. Steps to Become Grant Ready
Research the best funders
for your priorities
1
2
3
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Map fundraising targets
to these priorities
(including for grants)
Identify the strategic
priorities 4
5
Assign responsibilities for all
involved in the process
Ensure information is on hand for
applications (programmatic,
financial, organizational)
6
Have systems set up to track and
manage funding

32. Ephraim Gopin
➢ Founder, 1832 Communications
➢ Make sure fundraising and
marketing are working in tandem
➢ Partner with organizations to
help them build more
relationships, raise more money,
serve more people and have
more impact in the community
➢ Former grant writer + Dir. of
Communications, global family
foundation

33. What Is A Partnership?
❑ A grant ISN’T a bank
transfer
❑ Takes two to tango
❑ Your application? Only
one part of the process

34. Why Are They Asking?

35. What The Foundation Is Doing

36. The Internet Remembers All
❑ Website
❑ Social Media
❑ Email
❑ Media
❑ Google

37. Where Are They Looking- WEBSITE
❑ Mission, goals
❑ Impact (data!)
❑ Storytelling
❑ Recognize partners
❑ Diversified portfolio

38. Where Are They Looking- SOCIAL MEDIA
❑ General scan
❑ Audience engagement
❑ Partner recognition

39. Where Are They Looking- EMAIL
❑ Are they subscribers?
❑ Storytelling
❑ Recognition

40. Where Are They Looking- MEDIA
❑ Why? Reputation
❑ The good, the bad and
the ugly
❑ Recognition, quotes
❑ Media placement

41. Where Are They Looking- GOOGLE
❑ But what are others
saying?
❑ Staff background
❑ Board background

42. What Does This All Mean?
Potential foundation partner:
➢ Is this an organization we
want to work with?
➢ Is this an organization we
can work with?
Your organization:
➢ Are fundraising and
marketing working in
tandem???
➢ Can you deliver on what you
promised?

44. But This Is Just The Beginning…
Courtesy: Beth Ann Locke,
The Fundraiser Coach

45. Why Is Recognition So Important?
❑ Some want it
❑ Opens more doors
❑ 1 donation leads to
many
❑ Millennials and corporate
foundations
❑ Cultivation

46. Recognition: Website

47. Recognition: Website

48. Recognition: Website

49. Recognition: Website

50. Recognition: Email

51. Recognition: Email

52. Recognition: Email

53. Recognition: Social Media

54. Recognition: Social Media

55. Recognition: Social Media

56. Recognition: Blog

57. Recognition: Media

58. Be Media Ready!
❑ Who are you contacting-
don’t blind email
❑ Have EVERYTHING
ready for journalist
❑ Get permission from
partner
❑ Who is your
spokesperson

59. Be Media Ready!
❑ Will a beneficiary be
quoted/speak/appear on
camera
❑ Will partner be
quoted/speak/appear on
camera
❑ PREP!
❑ Have data, impact, quotes
and stories at the ready

61. Grant Related
Research
Tools and
Publications
Grant Related
Research
Tools and
Publications
RACHEL WERNER
Ph: (301) 325-8552
Email: rachel@rbwstrategy.com
LinkedIn: www.linkedin.com/in/rabwerner
Twitter: @rbwstrategy
Website: www.rbwstrategy.com
Free Consult:
https://calendly.com/rbwstrategy/15min
EPHRAIM GOPIN
Ph: (347) 344-5759
Email: ephraim@1832comms.com
LinkedIn: www.linkedin.com/in/ephraimgopin
Twitter: @EphraimGopin
Website: https://1832communications.com
Free email boost:
https://1832communications.com/the-weekly-
send
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62. Questions
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