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.
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