Proposals: To Fund or Not to Fund, What Makes the Difference

Part I

Whether soliciting a foundation, corporation or individual, proposals are an integral part of the fundraising process. They codify your request and articulate reasons to give.

But more to the point, the proposals express the essence of who you are. They touch hearts and stimulate minds. They bring the reader into your circle of caring. They show, with passion, how a donor's investment will change lives; they prove, fundamentally, that your organization is best qualified to effect the change.

The rest of the proposal, frankly, is paperwork. But in many ways, it's the paperwork that will either get you the gift or get you tossed aside. Even in the best-case scenario, when a proposal is the logical extension of ongoing cultivation, you must pay relentless attention to detail, brevity and precision.

When you win, ask what worked, and why. Tuck it away and return to it often.

More important, when you are not funded - and that will occur - find out why. If it were something you stated, or something you didn't state you need to know so you can adjust. If it was a matter of timing, detail or fundamental disconnect, that's important to know, too.

In all cases, be grateful and gracious. You are there to learn, and the more you learn, the more successful you'll be.

- Ron Fredman, APR, Senior Vice President (Kansas City) ron@hartsookcompanies.com

Note: The sequel to this article on October 17, will detail important elements of a successful proposal.

Another smart idea...From the Hartsook Best Practices Collection^SM

"Use community-wide strategic planning (headed up by a facilitator) to bring together colleagues and collaborators for mutual benefit. It brings organizations together who previously saw themselves solely as competitors to make significant mutual gain. An example: The cancer services task force has 19 service providers who met monthly for six months. They recently raised $350,000 in new funding for cancer." - Anonymous

If you are interested in Best Practices, check out these additional resources from Hartsook Companies:

• "Reality Fundraising: Proven, Practical Ideas for the Enlightened Fundraiser" by Bob Hartsook (2005, ASR Philanthropic Publishing). The book features great ideas, insights and lessons learned through hundreds of best practices from nonprofit professionals nationwide. To order the book, contact ASR Philanthropic Publishing by calling toll-free 1-866-630-8500.

• "Best Practices Coast to Coast^SM," a compilation of best practices from every state in the union

• "Hartsook Best Practices Collection^SM," our original collection of 250 best practices and great ideas

For a free copy of any or all of the "Best Practices" collections, please email Erika Turner, erika@hartsookcompanies.com, or visit our web site at http://www.hartsookcompanies.com/bestpractices2.shtml. We also invite you to contribute your own best practice by emailing Tami Druzba, tami@hartsookcompanies.com

The Hartsook School of Consulting

Bob Hartsook, an icon and expert in the fundraising profession, has been dedicated to the education and advancement of fundraising for decades. He has offered seminars in more than 30 cities across the country; been a guest speaker for countless conferences, symposiums and classrooms; and authored six books and mountains of articles.

In 2007, Bob will take training to a new level - The Hartsook School of Consulting, a fundraising executive boot camp.

Keep watching various industry publications for more information. Or, if you want to be one of the first to hear more, send an email to hsc@hartsookcompanies.com with your contact information.

Interested in Speakers?

Hartsook consultants are available to speak to your organization on a variety of topics. To read more, visit http://www.hartsookcompanies.com/speak.shtml or email Tami Druzba at tami@hartsookcompanies.com to discuss the possibilities.

Visit the Hartsook Companies web site for:

• Educational opportunities
• Books/reference articles
• Conference/workshop speakers

Strategies for Success explores smart ideas, connecting with more than 1,500 fundraising professionals bi-weekly. We welcome your contributions or comments. If you'd like a free subscription to Strategies for Success - or its monthly companion, eHartsook on Philanthropy - contact Erika Turner, erika@hartsookcompanies.com. You also can reach her at 316.630.9992.

Our web site is located at http://www.hartsookcompanies.com.