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Read local newspapers and clip articles about philanthropic gifts.  Civic associations, banks, real estate companies, utilities, grocery stores, major retail outlets, and new franchises of national chains often make modest community grants.  Pay attention to the type of projects funded and the typical grant amounts. Note the name of any corporate representative mentioned in the article or identified in a photograph.

Monitor the newsletters, annual reports, and web sites of nonprofit organizations similar to your own. A foundation that funds after-school reading programs might be interested in also addressing adult literacy.

Find personal contacts who can help your organization approach a grantmaker.  Perhaps one of your board members or volunteers knows a trustee at a foundation.  Maybe a volunteer who works for a large company can contact the corporate foundation on your organization’s behalf.  Possibly another local agency that has received grants from a foundation will write a letter of support for your proposal.  When your organization purchases computers or other expensive items from a vendor, inquire about the company’s community relations program. If your Executive Director always shops at the same grocery store, make an appointment with the manager to discuss cause-related marketing.

Large foundations and government agencies often issue an RFP or Request-For-Proposals announcement that details competition instructions and funding guidelines.  Read these documents carefully while highlighting selected passages. Pay attention to the values, goals, and priorities of the funding agency.  Watch for rules that define eligibility criteria, exclude certain budget items, specify deadlines, state performance expectations, and describe the review process.

Examine the amount, purpose, and payment schedule for past grant awards.  Look for the total assets and total annual grantmaking budget of the funder.  If a foundation only gives $100,000 annually for art programs, then your museum will not secure $2 million for a traveling exhibition. Some foundations make million dollar gifts for building campaigns at research universities, but only fund social service agencies up to $50,000.  First-time proposals submitted to foundations for which your organization has no existing relationship should request a conservative grant amount.  Many foundations are loyal to grantees; a modest initial gift can lead to an ongoing partnerships with larger grants awarded each year.

Look for biographical profiles of foundation staff.  Most Sloan Foundation program officers have advanced degrees and extensive academic credentials.  For this funder, evaluation methodologies must be rigorous and proposals should demonstrate a sophisticated understanding of the problem to be addressed. In contrast, small family foundations might choose grant recipients after Thanksgiving dinner with young grandchildren helping with the decision.

Corporate mergers often result in the establishment of new community funding programs.  Look on company web sites for pages related to corporate relations, community involvement, employee volunteer programs, and press releases.

Subscribe to free fundraising publications, visit nonprofit web sites, and join email discussion groups for grantwriters.  Professionals frequently share successful proposals and exchange insight about funders through these email lists.

Before submitting a proposal or inquiry letter, call the foundation to request current application guidelines, a recent annual report, and any related publication.  Quite often, you will simply be instructed to leave your mailing address via a voicemail system.  But when placing the call, be prepared with your sales pitch in case a program office asks for details about the planned project.

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