Develop trust before transactions
A recent survey by Instrumentl found that when asked what they would do with reclaimed time, 51% of grant professionals said they would focus on building stronger relationships with funders.
That's time well spent. And where IMPACT Grant Writing can help.
The most important time to cultivate relationships with funders is before submitting a grant application. According to Candid's 2024 analysis of more than 112,000 private foundations, 71% indicated that they primarily fund pre-selected organizations. In other words, many foundations are not actively seeking unsolicited proposals. Instead, they are investing in organizations they already know and trust.
This shift requires nonprofit leaders to move beyond a funding mindset and toward a relationship-building mindset.
At IMPACT Grant Writing, relationship development is a key component of every grant strategy we develop. We encourage clients to be confident, specific, and clear about the value they bring to the community and the impact a funder's investment can make.
When reaching out to a grantor, consider these approaches:
Lead with partnership.
"We value collaboration and would welcome a conversation about how our mission aligns with your philanthropic goals."
Use data to demonstrate impact.
If a funder emphasizes measurable outcomes, share a brief snapshot of your results. Numbers provide evidence that your organization can deliver meaningful changes.
Connect through mission.
Explain the community need you are addressing and how additional support will expand your impact. Funders want to understand both the problem and the opportunity.
Invite engagement.
Consider offering a site visit, program tour, or introductory conversation. Creating opportunities for funders to experience your work firsthand can strengthen relationships long before a proposal is submitted.
The strongest grant proposals are often built on relationships that began months or even years before funding decisions are made. Start the conversation now.
