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

Part II

Last issue we spoke about the philosophy of proposal writing. This issue, we look at details that can make or break your proposal.

Make certain your request and organization fit the prospect's interests. Some will make exceptions for exceptional causes, but usually, square pegs just won't fit in any other-shaped hole. If you have a chance to talk with the prospect in advance, do so. Not only will you build a relationship but you can quickly get answers to basic questions.
Tell stories, in your beneficiaries' own words if possible. Stress the humanity of your case and your cause.
Request a reasonable amount. Study the prospect and profile their giving history. Ask questions. Look at 990s or annual reports to define giving patterns. The right "ask" is always the art of the deal.
Do the math. Your numbers need to agree and make sense.
If you can, highlight significant gifts already received. The stamp of approval from well-known philanthropists can carry extraordinary weight with their peers.
Make certain prospect names, addresses and titles are correct. But don't stop there. Proofread the entire document, and don't just rely on spell check. Is it "too," "two" or "to?" Trust, but verify.
Don't forget to look at the footer or header. They don't show up on "Normal View" in Microsoft Word, and can easily be overlooked if you're using a proposal boilerplate. Follow required proposal formatting, length or other conventions, when applicable.

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

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

"We use student successes in newsletters, some of it autobiographical, to build interest, value and awareness." - Dawn Finley, Bynum School (Midland, Texas)

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, follow this link http://www.ASRpublishing.com
"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.