John Hicks, CFREPresident and CEO

The Elements of a Good RelationshipSix Rules of EngagementSeven Best Practices

TrustCommunicationShared ValuesHonestyRespect

Know the landscapeKnow who you are dealing withKnow their considerationsKnow what they valueKnow how to give it to themMinimize risk

MegaCompetitiveFamilyKnow The Grantmaking Landscape

Mega FoundationsSpecialistsStaff are influentialCompetitive FoundationsGeneralistsBoards are more involved in decisionsFamily FoundationsThe DonorThe Buck Stops Here

The Institutional ParadoxEntrepreneurial missionRisk-adverse boardManaging Competing Priorities

ProductDataDeliverablesA Plan That is Likely to WorkPeopleAuthorityContentResponsibilityProtocolRespect for rules

Learn the culture of the grant makerAnalog or digitalOld school or new schoolTraditional or cutting edgeLearn the personality of your contact(s)How they process informationHow they interact with othersNever, ever underestimate the value of the gatekeeperRespect the process

Risk to the GrantmakerFailure of the projectMisuse of funds

Risk to YouUnreal expectationsMission drift

Build an information network to help you understand your funders.Look beyond the numbers and learn who the grant maker is.Dont sell. Help the grant maker to buy.Err on the side of professional rather than personal.Know the difference between persistence and pestering.Communicate early and often when the going gets tough.Respect the ground rules.

***********