How to Solicit
Grants and Foundations
• Grant - non-repayable funds disbursed by one
party; often a government department,
corporation, foundation or trust, to a recipient,
educational institution, business or an individual.
• Foundation - a legal categorization of nonprofit
organizations that will typically either donate
funds and support to other organizations, or
provide the source of funding for its own
charitable purposes.
People who Benefit from
• Undergraduate and Graduate Students
• Non-Profit Organizations
• Small Businesses
• Schools
Considerations for Grant
• Most grants are made to fund a specific project
and require some level of compliance and
• Other grants can be given to individuals, such as
victims of natural disasters or individuals who
seek to open a small business.
Grant Writing
• The grant writing process involves an applicant
submitting a proposal to a potential funder, either on the
applicant's own initiative or in response to a Request for
Proposal from the funder.
• Most grant applications involve the following:
Cover Letter
Executive Summary
Problem Statements/Need Description
Supporting Material
Considerations for Foundation
• Businesses, Groups, or Local Teams are
considered for a donation from a foundation if
they ask for a donation.
• You must go to a foundation to ask for a money,
the foundation will not come to you and ask to
give you money.
Research Tools to Locate
• http://www.dummies.com/how-to/content/theessentials-of-finding-and-applying-for-agrant.html
• Foundations are usually local and are found by
searching for non-profits in the area.
• Grants most often come from a wide range of
government departments or an even wider
range of public and private trusts and
Advantages Gained by Local vs.
National Businesses
• Local Business
• You can get more of a personal meeting with the
• More than likely an individual in the community
has won the particular grant
• National Business
• More opportunities for money at the national
• Usually with easily recognizable company
Following Up with
Importance of Following Up
• Most prospects don’t say “Yes” the first time by.
• Prospects want to know that you care about the
business they are willing to offer you.
• Sometimes the prospect just needs a little reminder
that you are still interested.
How do you follow up?
1. Keep all the business cards you have collected and
any leads in a safe place.
• You may have to follow up more than once with prospective
2. Make an effort to remember new faces and names
when meeting business prospects.
3. Make your initial follow up with business prospects
within 24 to 48 hours of your first contact with the
• You can use a quick call, letter or a brief email to do so.
4. Leave an optimistic, professional and friendly
message if you call a business prospect and the
answering machine picks up.
5. Continue to follow up, according to your sales policy.
• Some companies use a standard follow-up process, making
contact at 24 hours, 72 hours and 2 weeks
6. Update your database any time you try to contact or
do contact prospective clients.
• This can help you tailor your proposal each time you talk
Ways to Follow Up w/
Potential Prospects
• Fax
• Phone call
• Ex: This is Such And Such from My Organization. I just
wanted to follow up on the sponsorship request I sent. Do
you have a few seconds?
• Letter
• Face-to-face
• Email
An event organizer is most likely to
receive grant or foundation funding if the
• Benefits the community. Some event organizers ask the government
or an independent organization for money, or a grant, to support
certain event activities. To receive a grant, the requestor usually
goes through an extensive application and interview process. Many
applicants do not receive grant or foundation money because of the
limited availability of money, which makes the process very
competitive. Event organizers are more likely to receive grant or
foundation funding if the event benefits the community. For
example, an event to raise awareness about homelessness is more
likely to receive grant money than a personal event, such as a family
reunion or a wedding. Although criteria to qualify for grant or
foundation funding varies by government agency or foundation
organization, the amount of media coverage, the appearance of
celebrities, and size of a target market are not usually the most
important considerations.
To obtain operating funds, a not-for-profit
sport camp for underprivileged children
might seek
• Grant or foundation monies. Many nonprofit groups rely on
government support or contributions so they can operate. An
organization that serves the community by running a sport
camp for underprivileged children may qualify for grant or
foundation monies. To obtain grant or foundation moneys, the
not-for-profit organization usually goes through an extensive
application and interview process, so the requestor should be
familiar with and meet the necessary criteria for funding.
Capital-improvement loans could be costly to the organization.
The government, rather than the community, gives tax refunds
to those who qualify. Celebrity endorsements do not provide
operating funds.
What do amateur sport organizations often
solicit in order to be able to operate?
• Grant money. Many amateur sport organizations are nonprofit
groups that rely on government support or contributions so
they are able to operate. These organizations often solicit
grant money from foundations or other groups that give
money to worthy causes. For example, youth athletic
programs often solicit grant money from local foundations to
purchase equipment and uniforms. Amateur sport
organizations do not solicit media coverage or free publicity in
order to be able to operate. Organizations solicit playing
locations, such as school gymnasiums, rather than playing
The End

2.03A Solicit Grant/Foundation Money