From Fear to Curiosity: Reframing Funder Conversations

Dismayed by the dreaded decline letter from a private foundation, my client initiated a call to the program officer. Ironically, fear of rejection kept her from calling before submitting the grant. Now, with the rejection in hand, she reached out. The program officer candidly delivered the news she needed and offered a key lesson: communicate with funders before writing the grant.

Here’s the conversation:

The nonprofit asked, “Could you share your insights into our proposal?”

The program officer replied pleasantly, “Sure, we enjoyed your organization’s proposal. You do great work!”

“Oh, thank you. I appreciate that. Would you encourage us to apply again?” my client asked, hoping for a green light.

The program officer stated definitively, “No, dear. No, I would not.”

Perplexed, my client asked, “Can you share why?”.

The program officer offered a rare insight, “Even though your program fits our priorities, our board members fund their pet projects leaving no room for new programs. They have been committed to funding their favorites for several years with no deviations. It is best that you seek funding from other sources.” 

Ouch. After the initial shock of the virtual door being slammed shut to future funding probabilities, we realized the gift of clarity we gained that day. Had she called the program officer before applying, she might still have been disappointed, but she would have saved time and money pursuing more suitable opportunities.  

Change your Perspective

Calling funders becomes less intimidating when dependency is replaced with self-directed curiosity. Free yourself from the pressure to gain approval from every funder. Ask informed questions and be gracious about the feedback. The purpose of the call is not to pitch your project or declare your financial need. Your first objective is to start a relationship with the funding organization. Ask strategic questions and listen intently. Your second objective is to assess the funder’s alignment with yours and determine if their pre- and post-award requirements are worth your time, effort, and related expenses. Envision a positive path to work together; but be prepared to accept negative responses.

Be Equipped for the Call  

Demonstrate that you studied the funder by researching the website, 990, and other public data sources. You will stimulate a deeper and insightful conversation. If there are inconsistencies between what you found and what you heard, ask them to clarify. Your findings may be outdated. Be ready to reference your source if you are asked. 

Ask Open-Ended Questions

Once you’ve introduced yourself and confirmed that they have time for you, share a high-level overview about your organization. Do not ramble trying to ‘sell’ the program; get to your questions quickly.

• What types of organizations tend to be the strongest fit for your portfolio?

• Where do you see the strongest alignment between our work and your priorities?

• If we were to apply, what would make our proposal most compelling to you?

If you are discouraged quickly from applying, don’t hang up yet. Ask them a few more questions:

• What other funders do you suggest we reach out to?

• May we follow up in the future to share program results or new program proposals?

• Is there anything else you can share that I haven’t asked?

  
  

Be Gracious 

Thank them for their feedback and time. Recap any follow-up tasks you will do. Finally, offer to share your organization’s relevant expertise, outcomes, or case studies to help advance their mission. This goodwill gesture distinguishes you from most nonprofits and can open doors to additional funders and grant opportunities.

What is your go-to question to ask prospective funders?