Can You Crash the “No Unsolicited Proposals” Party?

It can sting when you’re left off a guest list. It particularly smarts when the list includes friends with similar interests and networks.

In NonprofitLand, this phenomenon plays out when your industry peers secure major grants from foundations that proactively choose grantees—and don’t seem to know that your organization exists. Worse, those grant makers might know about your nonprofit and choose to invest elsewhere. Is there anything you can do to gain entry to their exclusive jamboree?

I have wasted many hours chasing the wrong funders. I have also worked my way into some opportunities that, frankly, made me proud. Take it from someone who enjoys the sport: The key to getting on those “invitation only” lists lies in selecting the right party and deciding whether it’s worth your effort to attend.

Research Rules 

Some funders maintain the same grantees year after year. So, when you scour a foundation’s IRS Form 990-PF, make sure that the giving patterns you see scream alignment with your nonprofit’s work. It’s too time-consuming to go further without the confidence that your organization would comfortably find its place on that award list.

Study the last three years of tax forms to determine whether your work is a fit. If you see the same names annually with few or no additions, your chances are dim. If each year’s list shows a fair amount of variety, you may have found yourself an opening.

Look for Clues

From there, read into the nuanced language your prospect uses on its website or its 990. Some of the most popular phrases:

• Unsolicited proposals are not reviewed

• Pre-selected organizations only

• No unsolicited proposals

• Proposals by invitation only

Even when you see the above language, reach out to the funder unless it explicitly states otherwise. The foundation might be suggesting that, while proposals are unwelcome, brief communications are acceptable.

This is where your connections come into play. While you can succeed with cold calling, relevant contacts matter. 

Network Mapping

All of your nonprofit’s stakeholders stand to link you to a funder, if not directly, then through second-order circles. Before you survey staff and board to ask who has connections to a foundation, plan what you’ll do when you do find those ties.

Board members who recoil at asking individuals for money can find foundations a lower-stress experience, since their contacts are not giving out of their own pockets. It’s still daunting for some. If you let your stakeholders know exactly how you plan to work with them to engage their contacts, they take comfort in seeing the full picture.

Beyond Networks

I’ve helped many nonprofits make network mapping work, but it takes persistence. Alternatives exist:

• Partner with a current grantee. I worked with a client to write multiple partners into an program that was funded by a corporate foundation. Each partner had a relatively small role but exceeded expectations at every turn. The funder took note and invited two of them to become regular grantees.

• Conduct nontraditional research. If you’re seeking a sizable enough grant, set Google Alerts for the prospect so you can seek out all the ways in which the foundation and its principals are involved in philanthropy. You can also follow any relevant social media accounts to learn how to connect with the funder.

• Engage, delicately. It can be hard to get the attention of funders that do invite applicants. So, if you cold call those that shun the masses, do so with the utmost care. When you introduce yourself, craft your words carefully since this might be your best chance to break through. Do all you can to identify the person who might be behind that generic email since all rules of cultivation still apply to mystery funders: People respond best to their names.

Make Yourself Attractive

If you peak a funder’s interest, they will poke around online. You’ll want to give prospects reason to get excited.

Make sure your nonprofit’s online presence is up to date and reflects its impact. Then ask an outsider to review it with objective eyes. You can also encourage your stakeholders to engage with your social media and write Google and other reviews.

When funders can easily see your value via their own research, checks may well arrive unsolicited. The best part? Your online updates will benefit all supporters and prospects interested in your nonprofit.

Temper Your Expectations

You’ll develop a gut instinct for how much time to spend on each so-called opportunity. Contact other grantees to gauge their experiences, ask for introductions, and solicit advice. It’s healthy to know when to give up, or at least take a hiatus.

Don’t underestimate the information you can glean from the funder. If you’ve been at this for a while with a prized foundation, ask politely but directly how you can get on that invite list for the next cycle. You won’t always get an answer, but when you do, it can save you future time and frustration.

Patience is essential. The gears move slowly since most foundations have little or no paid staff.

Can it be a long slog to make your way onto a coveted invite-only list? Yes, and some foundations will remain inaccessible. A ray of hope: One you’re invited, you’re quite likely to get asked back.