Lessons in Grant Readiness from My First Grant Prospect

About two weeks ago, I formally launched my career pivot into grant writing. This is my fourth career transition, and compared to some past ones (paralegal to lawyer, lawyer to freelance writer), it's relatively modest. Still, these are the days of peak imposter syndrome.

As a newbie, scrounging for prospective clients is my real job. I’ve been freelancing for a while, so prospecting is nothing new. What has changed is how I tell my story. I don’t have a long track record of grant work. All I can do is ask prospects to trust the sum of my transferable experiences. 

I’m excited to have a few great pro bono projects to work on. Bringing those to a successful conclusion will be important proof of my value. While those are percolating, paid work would be nice, too.

Finding Creative Ways to Help

Last week I reached an exciting milestone: I spoke with my first arm’s length prospect, the founder of a newly organized nonprofit. He has a great vision and deep expertise to pour into programs that will change lives. He’s also tackling the big task of learning the operational and fundraising side of running a nonprofit. While he cultivates revenue opportunities, he’d like to find grant funding to keep his momentum going. Pursuing grants is time-consuming and potentially expensive. Can I help?

Yes, but perhaps not in the way he was thinking about when our conversation began. My own options are limited in these situations. A grant writer either works for a fee or works for free. Ethically, we can’t take contingency work. Because I’m at my capacity for pro bono work, my task was to identify the most cost-effective ways I can help now.

I’m grateful for the opportunity to hear about a new nonprofit's challenges. I’m grateful for the chance to organize my ideas for how I could best provide cost-effective solutions. It’s an interesting challenge to help a new nonprofit find seed money and get organized. Crafting a proposal with tight constraints forced me to grapple with interesting questions and get creative with how to deliver value. 

I’m also grateful for the opportunity to flex my still-developing muscles as a grant writer. Going into the call, I didn’t know much about his nonprofit. It felt good to think on my feet. 

Launching a nonprofit is hard work. Developing a program and building trust with key partners each take tremendous dedication. Running the organization itself is another complication. I’m grateful to the people who are taking the risks to make it happen. 

Focusing on Grant Readiness

In this case, the founder has reached a tipping point. He’s developed several exciting programs and cultivated meaningful connections within his community.  The pieces are there, but the revenue on the horizon won’t glue them together. He needs a new source of funds to carry on. 

Founders are often visionaries. The passion and excitement they bring to their work often run up against barriers that require structural solutions. Helping clients build the documentation and structures needed for grant-seeking is a big part of a grant writer’s job. 

At this stage in my prospect’s journey, grant readiness is the big challenge. He has important elements in place: a 501(c)(3) determination letter, all the necessary licenses to operate, and the contours of a strong program. To win a competitive grant, he may need more:

• A documented program model that identifies its target population and the need being met.

• A credible plan for program operations, supported where possible by experience, evidence, or a persuasive rationale.

• Defined, measurable outcomes.

• A realistic budget and financial transparency.

• Capable leadership and institutional governance.

• For a nonprofit like this one, evidence of community relationships that will drive demand for the program.

• Capacity to comply with reporting and administrative requirements.

Identifying which of these elements matter to a likely funding source can help a new nonprofit focus efforts where they matter most. 

My proposal to him is modest in scope and budget. It lays out a plan that should equip him with a better understanding of the grant world. He’ll be focusing his attention on the right things.

I hope he takes me up on it. I’m grateful for the opportunity.