Tactics I use to generate and/or build relationships with donors when: - making the ask; and - securing grants. NB: This presentation was produced in a pressure-packed 30 minutes, before pitching it to a Selection Committee.

1. "What Really Gets Results?"
(A presentation put together in 30 minutes, as part of a recruitment test)
14 September 2011
by
Chris Wardle

2. "What Really Gets Results?"
I do!
But I suppose every candidate is going to tell you that,
so my aim is to convince you through this presentation,
that by responding to the task set, you will see that my
skills and experience make me the right person for the
job.

3. The task at hand:
“Please run through the tactics you use
to generate and/or build relationships.
Covering the following points:
- making the ask
- securing grants
Please keep the presentation to a maximum
of 7 slides.”

4. Tactics you use to generate and/or
build relationships - making the ask:
Passionate - able to speak to our
organisational mission and vision with
confidence and credibility.
Prospecting - understand the importance
of knowing a potential donor's areas of
interest, their giving history and what
inspires them into action.
Diplomatic - able to push back at
unrealistic expectations.
Nurturing - avoiding the desire for instant
gratification - building relationships takes
time.
The right attitude - carrying a sense of
humour, humility and seriousness of
purpose, but not a begging bowl.
Appreciative - saying thanks and "How do
we treat you as a donor?".
Quality tangibles - bringing that something
extra to remind prospects of our
achievements to date and as a means of
staying in touch.
Focussed on needs - through close liaison
with programme management and field
staff.
Connecting the dots - good alignment
between needs on the ground,
organisational response and funding
opportunity.
Experienced - worked with diverse donors in
multiple areas of development and
humanitarian response.
It's not just about the money - the ask can be
for advice/guidance to nurture the
relationship.

5. Tactics you use to generate and/or
build relationships - securing grants:
Proactive approach - constantly
searching for opportunities, rather than
relying on calls for proposals.
Facilitation - looking for ways to work in
partnership.
Due diligence - checking that the source
of the funding is not at odds with our
policy/ethics.
Courtesy - ensuring people in the
approval chain are alerted to the
opportunity.
Responsiveness - providing timely advice
to the programme staff developing the
proposal/budget.
Attention to detail - keeping our systems up
to date.
Maintaining our corporate history - sharing
records of meetings and flagging key points
in strategic forums (KARL, SUMUS, Yammer).
Keeping an eye on the big picture - flagging
possible brand and reputation risk issues.
Impact driven - constantly wanting to know
what difference our interventions have
made.
More than just reporting - considering the
donor's needs outside of the contractual
relationship (visits, photos, media).

6. Thanks for considering
my candidature!
Chris Wardle
Mobile: +44 754 764 3944
cjwardle@gmail.com
Online at Skype, facebook, twitter, LinkedIn, SlideShare:
<cjwardle>

7. Thanks for considering
my candidature!
Chris Wardle
Mobile: +44 754 764 3944
cjwardle@gmail.com
Online at Skype, facebook, twitter, LinkedIn, SlideShare:
<cjwardle>