Triple-win:Foundation Partnerships that Benefit The Salvation Army, the Foundation, and the People We Serve

7 Deadly Sins in Christian Fundraising

1.Being unprepared for the battle

2.Self-reliance over spirit-reliance

3.Money over ministry

4.Unwillingness to invest the time

5.Decisions without discernment

6.Activity without accountability

7.Stealing the glory

Trends in Foundation GrantmakingGiving - Foundation Center 2012 Growth & Giving Est. (http://bit.ly/fdngiving)

Evaluation - W.K. Kellogg Foundation (http://bit.ly/kelloggeval)

Online grantmaking

Social media (http://bit.ly/fdnsocialmedia)

Other national trends (http://bit.ly/UStrends)

The Million Dollar Question:

How can The Salvation Army

prepare, adapt, respond to trends...

build stronger relationships with foundations...

so that we can meet needs & transform more lives with the love

of Christ?

Asked another way....

How can we be doing the most good in grantseeking?

The Salvation Army Northern Division:

Strategies, successes, and challenges in building triple-win partnerships with foundations

Triple-win Partnerships

Salvation Army wins

Foundation wins

Clients win

The Five “Rights”

1.The right foundation

2.The right project

3.The right time

4.The right place

5.The right person/presenter pitching the partnership

Preparation1.Give generously yourself!

2.Get to know the foundation

Preparation3.Nurture relationship

Don’t propose on the first date

Get to know the foundation’s--and your contact’s--passions, successes, hopes, dreams

Look for areas of alignment

Seek input/suggestions--and be flexible!

View through 1 Cor. 13 perspective

Preparation4.Develop strong case statement

Mission, vision, history, programs/services, governance, staffing, need, opportunity, fundraising goal, invitation

Readable, with pictures, if appropriate

Assures clear articulation of need, provides full information

Preparation5.Develop “Partnership Opportunities”

document

Summarizes major partner benefits for foundations/ corporations

Highlights the co-branding value partners receive

Connect in “Real Time”Go beyond email: call to request a 30-45 min. appointment

Do not pitch partnership via phone or send proposal ahead of time

The Visit

Be good, be brief, be gone

Set the table:

Ask what they know about TSA

Learn more about prospect’s interests/passions before presenting the case

Share personalized stories from the field and from donors

The AskHistory, mission, importance of existence, the need, the program, the cost, the ask, the close

Leadership has already committed to _______

We are hoping to _______. Would you join us with a gift of $_____? Your partnership will enable _________________.

Invite questions

Agree to a follow-up, if needed

Friend-raising

AcknowledgeThank often

Explain how donation made a difference

Express hope for continued partnership

Recognition StrategyHow quickly do you turn around a receipt and thank you?

Do you have a predetermined strategy for saying thank you? Is it the same for all donors?

What is your most unique way of thanking key donors?

Have you been guilty of grabbing the money and running?

Do you have a unique way of saying thanks that costs little, except in creativity?

Challenges Faced in Developing Triple-win Partnerships

Relationship with funder

Knowledge of funders/partners/advocates in community

Knowledge of corps’ revenue streams and grant deadlines

Knowledge of grantseeking process, policies in division

Officer Transitions Sometimes = Loss In:

SolutionsIncoming officer orientation

Enhancing DHQ-corps communication channels

Keeping tabs on local fundraising efforts

SolutionsGrantseeking Policy for Division

MCGA, MCR forms

Education on income streams

Breaking out “corporate grants,” “foundation grants,” as distinct income category

Fundraising Plan addendum to officer briefs: overview of all corporate/foundation prospects, partners, funders with giving history, submission history, submission deadlines, relationship info

Other challenges?

Solutions?

Best practices?

What next?Handouts & tools emailed in 1-2 weeks

LI Group: “Salvation Army USA Grantwriters”

Forum discussing revising National Grantsmanship Guidelines - Thurs, 6/21, 2:45-4p, in Larch