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1. How do I access Form 990s?

Several online sources provide access to 990s – the best resource to learn about the financial and operational details of foundations, and to better understand their activities and funding priorities. A primary 990PF source is the IRS website. Additionally, GuideStar allows you to search for and view millions of Form 990s for nonprofit organizations and foundations. Other free, valuable tools with 990s and additional information are ProPublica’s Nonprofit Explorer, CauseIQ, The Foundation Center, and Charity Navigator. Some foundations publish their Form 990s directly on their websites, or a list of their grantees, as part of their transparency efforts. Subscription services include Foundation Directory and Instrumentl.

2. I have come across funders that explicitly state they don’t accept unsolicited LOIs. Any feedback on how to introduce our org to funders like that, especially when you don’t have an in with staff/board?

While approaching funders who do not accept unsolicited LOIs can be challenging, we recommend a few strategic ways to introduce your organization and build a relationship:

• Research Thoroughly: Conduct in-depth research on the funder’s mission, funding priorities, and previously supported projects. Understanding their focus areas can help you tailor your approach.
• Leverage Existing Networks: Use relationship mapping tools like RelSci, WealthEngine, or BoardEx to identify any indirect connections between your Board members, staff, or other stakeholders and the funder. Even distant connections can be leveraged for an introduction.
• Engage Through Events and Conferences: Attend events, conferences, and webinars where the funder’s representatives might be present. Networking at these events can provide opportunities for face-to-face introductions and informal conversations about your organization.
• Social Media and Online Presence: Follow the funder on social media platforms and engage with their content. Commenting thoughtfully on their posts and sharing relevant updates from your organization can increase visibility and demonstrate alignment with their mission.
• Write a Thoughtful Introduction Email: If you have any point of contact, send a concise and well-crafted email introducing your organization. Highlight your mission, impact, and how it aligns with the funder’s priorities. Respectfully acknowledge their policy on unsolicited LOIs and express your interest in exploring potential synergies.
• Collaborate with Funded Organizations: Identify organizations that have previously received funding from the target funder and explore opportunities for collaboration. Joint projects can increase your visibility and credibility with the funder.
• Submit to Open Calls and RFPs: Keep an eye on any open calls for proposals or requests for proposals (RFPs) from the funder. Submitting a strong proposal in response to these opportunities can put your organization on their radar.
• Demonstrate Impact: Ensure that your organization’s website and publications effectively showcase your impact, success stories, and testimonials. A strong online presence can pique a funder’s interest and encourage them to learn more about your work.

3. What is the definition of a Donor Advised Fund?

NOTE:  This is an excerpt from Access Philanthropy’s response to the DAF question.   A link to full response is below.

Donor Advised Funds (DAF) are pools of money ($10,000 or more) created and financially sustained by individuals, families, businesses, or organizations (the Donors). These DAFs are managed and technically owned by non-profit organizations such as community foundations, colleges, and investment companies (such as Fidelity, Vanguard or Charles Schwab). Note that, while Fidelity is a for-profit corporation, the company maintains a separate non-profit mega-fund (Sponsor) that manages thousands of DAFs.

Legally, the DAF is owned by the Sponsor as soon as the Donor opens their DAF and “contributes” its money to the Sponsor. Technically, ONLY the Sponsor can invest that money and, legally, only Sponsors are allowed to award grant funds to DAF recipients. However, if the Donor “suggests” the Sponsor award a grant to the Red Cross, the Sponsor obliges the donor about 99.999% of the time.

But there are two significant problems with DAFs [more …]

4. Do you recommend cold phone calling, or phoning after sending LOI?

Calling is the fastest and most direct way to connect with a funder, so we recommend calling before and after submitting an LOI (if time allows). It also gives you a chance to share more about your organization, answer their questions, ask your own questions, and talk through potential next steps.

5. Script suggestion when making a follow-up call?

A follow up call should be brief to be respectful of the donor’s time and include a concise update on your project and express your willingness to provide additional information. It is also an opportunity to express gratitude for their time. A general template is:

• Introduce yourself: Hello, [Donor’s Name]. This is [Your Full Name] from [Your Organization’s Name].
• Establish Context: I hope I’m not catching you at a bad time. I’m calling to follow up on the LOI we submitted on [submission date] for our project [brief project title or description]. Do you have a few minutes to discuss it?
• Summarize the Project: “We are very excited about this initiative, which aims to [short summary of goals and impact]. We believe it aligns well with [Donor Organization’s Name]’s mission to [mention donor’s mission or focus area].”
• Request an Update: “I wanted to check in on the status of our submission and see if there have been any updates or if there are any additional details we can provide to assist in your review.”
• Offer Additional Information: “We’re happy to answer any questions or provide further information that might be helpful. Is there anything specific you would like to know more about?”
• Express Gratitude and Interest: “Thank you so much for taking the time to speak with me today and for considering our application. We truly appreciate your support and are hopeful about the possibility of working together.”

6. In your recent experience, if a funder says they are not interested in unsolicited reach outs, is it ultimately worth it to use resources to pursue them?

If a funder has told you they don’t accept unsolicited outreach, that shouldn’t discourage you from starting to build a relationship. Many funders don’t accept unsolicited proposals, and yet, they accept a handful of new grantees each year. We recommend following up quarterly with these funders to share news articles (preferably featuring your organization, but also articles that highlight trends/news in their mission area), invitations to your organization’s events (e.g., program graduations), links to videos, or celebratory emails when the foundation has been recognized for something positive in the community. As you get to know the funder better, you can have a larger conversation about funding potential. Having said that, if they ask you not to contact them, it’s best to move on and save your hard work for the next one!

7. Last year a Board member from a foundation sent us a large donation personally. The foundation wants a LOI. Would I mention that this Board member gave a personal donation?

Because it was a personal donation, it is likely not necessary to include this in the LOI. Given your Board member’s connection to the foundation, however, you may want to reference their support of your organization more generally (without sharing details about the gift). You can also follow-up with the Board member to see how they recommend proceeding.

8. We are starting a funding campaign and are starting with people that know us and have been previous donors.  I’m wondering if emails are still better than letters?  I worry about emails getting lost in the pile of emails people get daily.

In this case, you can get away with doing both. You could send your donors a letter, and then follow up 1-2 weeks later with an email (making the email as personal as you can to avoid junk and spam folders). By doing a mailer and an email, your message is less likely to get lost.

9. In a LOI, do you attach it as a document or put it in the email?

Document into the body of the email. This ensures that the formatting and structure of the LOI are maintained, making it easier for the donor to read it. In the body of the email, provide a brief summary of the LOI, highlighting the key points, such as the mission of your organization and what you are requesting funding for.

10. What messaging and resources are helpful to Board members, staff and volunteers to help identify relationships they might encounter authentically in their work and community circles? (Clarifying to say relationships with funders)

Having a conversation at the board level about the importance of fundraising is a good place to start. It reinforces the idea that your organization needs resources and fundraising is a shared responsibility. Following up with 1:1 conversations with Board members helps you identify their individual barriers, questions, and next steps. Some Board members may find fundraising overwhelming and scary, while others simply don’t know where to start. Individual check-in meetings also give you a chance to brainstorm alongside your Board member (e.g., “Do you know anyone at XYZ company/foundation that we can set a meeting with?”).

1:1 meetings could also be a helpful practice with your volunteers, and particularly those you know or suspect are well-connected. On a broader scale, adding a fundraising plug to your volunteer materials and asking volunteers to forward/share those materials may jog their brains.

11. Can you address the differences between seeking operational funding versus a capital project?  We are looking to rehab a building to be used as a digital media training center and entrepreneurial coworking facility

Your best source of capital gifts are your current funders, as they know you, love you, and want to see you grow. Capital gifts tend to be larger investments and in many cases, outside of a foundation’s typical application cycle.  If your organization is soliciting capital gifts, we recommend contacting a program officer or foundation staff to have a conversation about capital gifts. In many cases, foundations will make capital gifts IN ADDITION TO your current operating/program support.

Because operational funding is more common, you can usually apply under the foundation’s existing application cycle(s). If the foundation is new to your organization, it’s helpful to give them a call, send an introductory email (with your LOI attached), or mail an LOI.

12. Currently, in general, if a funder says they are not interested in unsolicited reach outs—does this tend to be true?

This is likely true, but that shouldn’t discourage you from starting to build a relationship. Many funders don’t accept unsolicited proposals, and yet, they accept a handful of new grantees each year. We recommend following up quarterly with these funders to share news articles (preferably featuring your organization, but also articles that highlight trends/news in their mission area), invitations to your organization’s events (e.g., program graduations), links to videos, or celebratory emails when the foundation has been recognized for something positive in the community. As you get to know the funder better, you can have a larger conversation about funding potential. Having said that, if they ask you not to contact them, it’s best to move on and save your hard work for the next one!

Have your own questions?