I am grateful for the fact that my children are able to express themselves (and all of their emotions). Their articulation of their challenges, triumphs, and annoyances offers me a glimpse into how they view the world around them. I realize that we spend a lot of time talking and sharing our opinions and information, and what I feel is lost is the art of listening. Are we really trying to absorb what is around us or are our senses too overwhelmed? Especially as we move towards a new calendar year and deal with end of year giving, annual appeal letters and the like, we are constantly pushing out information. Why is listening really that important?

  1. We learn new things: If you actually take the time to listen (both actively in-person or via phone or by reading) we might learn some interesting tidbits that provide insights into others’ perspectives, priorities or values. This is helpful in pursuing partnerships.
  2. Build connections: Instead of always pushing information about ourselves and organizations we represent onto other people, perhaps we can see this as an opportunity to connect. Let’s deepen the bonds that connect us.
  3. Focuses our energy: Listening is a skill and requires our attention and engagement. If we actually stop and absorb, this helps us remove the excess noise and become active participants in the world around us.
  4. The ties that bind: In addition to building connections, we also are able to find commonalities and shared values. Perhaps there is someone whose voice did not seem relevant or interesting at first glance, and now by listening you learned something new. Maybe this can help open your mind and perspective as well.

What will you do today to start listening to others?

While this time of year is always fraught with multiple deadlines, activities, holiday gatherings and efforts to complete work before 2017 has ended, I am going to think about this year differently. Have you thanked some of the unsung heroes that help ensure our safety? What about donors and funders who don’t provide huge gifts, but give annually? What about all of those people within the organization that are responsible for critical functions, but are not recognized for their service? While it is easy to thank major donors and funders, we should also think about those whose efforts indirectly (or sometimes directly) help us achieve our goals.

I urge you to write a letter (maybe even enclose a photo), make a phone call, make a donation or do some work pro bono. While we put our efforts towards funding retention and fund seeking, we should also be aware of the lessons we can learn from others.

Who will you thank today?

Each year, hundreds of grant professionals descend upon a chosen city in November to discuss all things grants for our annual Grant Professionals Association Conference. This year, the conference was held at the Paradise Point Resort and Spa in San Diego. At the onset, I thought that trying to participate in valuable professional development sessions, demonstrations and networking opportunities while also at a resort spa in 70-degree weather, would be a challenge, it was also a positive. My next thought it, why do we have to separate business and pleasure? Here’s why:

1) Deepen Connections: Engaging with colleagues on a personal level allows them to get to know you and vice versa. Perhaps you are able to establish a connection when one did not exist before. This opens the door to further conversations (and hopefully collaborations) and shared learning.

2) Clear your Head: You might be able to think more clearly when you have some relaxation time – perhaps a blank slate will help generate some useful ideas.

3) Loosen Up: When you are more relaxed, you might be more open to feedback and ideas. This can include those who you might not have been on your radar.

4) A Family Affair: I know a number of people who brought family members to the conference. This helps engage people you love with the work that you love. I know it is difficult to explain to others about the work that you do (we do not simply just write grants….), so this is a good way to get them involved.

How can you make your work more personal and engage more people at the same time? I hope you can get more out of your next upcoming professional development or networking opportunity.

My son is now in first grade, and is becoming more independent and responsible. One of the more recent challenges we encountered was having him remember all of the items to include in his backpack as he prepares to head off to school. He forgot his library book one day and then he forgot his reading book another day. While I didn’t want to keep enabling him by packing up his backpack, I decided to set up a system whereby he has a checklist taped above his backpack and he is responsible for looking at it each morning to make sure that he has all important items in his bag. Guess what? It works!

Now, as a project manager I use checklists of various types and complexity on all sorts of activities, and I find them extremely helpful.

  1. RFP response – These checklists are especially helpful when you need to gather all the necessary attachments. There are also often formatting and/or printing requirements pertaining to government proposals and contracts.
  2. Style Guide – Organizations might use certain acronyms, terms, or even capitalize the name of a program differently. You can refer to this when you conduct a final review and copy edit of your proposal.
  3. Prospect Research – Have you looked at all the elements to prepare a robust research list that includes such items as applicable keyword terms, geographic preference, eligibility requirements and average award size?
  4. “To Do” list – We all have a running list of items that we need to do each day – do you have that organized into a succinct list or a process for prioritizing them? Sometimes creating a separate email folder, flagging items in your email or even writing them on a white board are great ways to remember. I use project management software to keep track of my straggling deadlines.

What is the next checklist you plan on preparing? I hope you get to cross off those items soon; it always feels good to complete everything on your list.

After living in New York City for seven years, one of the most salient takeaways from my time there was that people can express themselves. People in New York love to stand out and wear different clothing, take on new challenges and absorb themselves in new opportunities. After spending a weekend there with my family last week, I can honestly say that I feel inspired by the city that doesn’t sleep. I realize now that success is not based on whether you are the “best” at what you do, but how best you understand industry trends and its impact on your clients or constituents. What can we learn from New Yorkers?

  1. Set your goals – What do you want to accomplish as a professional and/or organization? Can you articulate these goals? What are the steps you need to achieve these goals?
  2. Don’t be afraid to fail – It is ok to make mistakes, and this only gets you closer to your goal. Risk taking is part of being innovative and unique.
  3. Be boastful – Cherish your wins and accomplishments, and let others know about them as well.
  4. Be colorful – If other organizations have an annual gala, what will you do that’s different? What success stories showcase your clients’ progress? How can you engage others in a meaningful way that exemplifies your mission and passion?
  5. Don’t wait – The longer you procrastinate on making any changes, the longer you can talk yourself out of doing anything. There is a time and place for everything, but lingering on a good idea will not nourish growth.

Who else is in a New York state of mind?

I was looking for birthday cards at a nearby Hallmark store and there was a sign that read “Be Kind to Strangers – They May Give you Money.” I had to laugh at this, since it is very true (and very applicable as a grant writer). We spend an inordinate amount of time crafting a well-constructed proposal, cultivating relationships with funders and preparing progress reports on the grants we receive. However, what about those individuals who may be interested in supporting your organization, but aren’t deemed as “worthy” of cultivation?

Volunteers – Treat volunteers with kindness and gratitude. Not only is this in-kind support, these individuals are integral to programmatic success and organizational operations.

Donors that contribute small amounts – Those who contribute smaller amounts are generally not consid

ered “major donors” and may not be cultivated in the same way. How do you thank these

individuals? Do you have an annual thank-a-thon? Do you send a photo or personalized message with you thank you note? Do you keep them updated on organizational activities? How do you let them know their contribution of $50 is as meaningful as those who donate $500?

In-Kind Donations – These donations of furniture, equipment and/or time allow organizations to focus on spending funds on programmatic activities versus operating expenses. Are you thanking them in a meaningful way?

Event Attendees – Perhaps you held an event, collected signature, but that person did not initially become a donor. What are you doing to keep them informed and show that their attendance and participation in events are contributions in and of themselves.

How can you cultivate kindness within your organization?

 

There are many ways we can communicate with our clients, partners and the public. There are social media sites (and the list of these sites keeps expanding all the time), your own website, newsletters, press releases, conferences, emails, phone calls, letters (are you getting exhausted already?). While it is wonderful to have all these different vehicles and means to share and communicate our messages, it can become confusing to determine when to share information, what to share and how often. Full disclosure here, I am not, nor do not promote myself, as a social media or marketing expert. However, I do know as a grant writer that message communication is an integral component in obtaining fundraising success.

Why should you share these updates? This can draw interest and update stale information that is not as exciting to your audience.

What is important to share? Most information can be categorized into two types– progress and need. New programs, new leadership, revised organizational structure, updated website – basically something that will draw attention and provide evidence that you are being innovative, strategic, showing return on investment and showcasing progress. For the annual appeals, increase in poverty rates, emergency situation (think Hurricanes Harvey or Irma) these are needs based.

When is it important to share? When do you need funding or when did the event/update occur? You will likely want to plan the information sharing with the event/update so that it is timely and specific.

What information sharing vehicles should you use? This likely depends on your audience and the information you are sharing. The larger the audience, the greater the size of the networks you should seek; social media will engage more people, but your own website, newsletter and messaging will provide a more personal touch. A combination of them is likely the best solution, but a communications strategy will help outline your key priorities and messaging opportunities.

What will you do to amplify your message?

Four years ago I was working in the nonprofit sector and trying to juggle the job of Director of Development while raising a three-year-old boy. While I was grateful for the flexibility that this job afforded (I was mostly able to telecommute) and I completely supported the organization’s mission, I still didn’t feel that I had complete control of my schedule. I wanted more time with my son, the ability to work 100% remotely and complete autonomy in the work that I chose to pursue. I decided to do some freelancing grants work, and this was a great first step to slowly ease into the transition of business ownership. My husband prepared the paperwork and I officially became an LLC and launched my business on August 29, 2013. Little did I know that I was pregnant with my daughter the same time as this launch….

While I experienced many bumps in the road on the path to succeeding as an entrepreneur, I have walked away with some useful tips that can hopefully help other business owners.

  1. Never underestimate your value to clients. Do not undersell your services or take on pro bono work at the expense of your bottom line.
  2. Set personal boundaries. If you are an entrepreneur and you seek more personal time, set that personal time in your calendar so you are not inundated with client emails or requests to meet. You can set the flexible schedule, if this is important to you. I always do this when I want to attend an event at my child’s school or have a personal matter that requires attention.
  3. Outsource. I know that it is easy to take ownership of everything, but at some point you may need support for your accounting, appointment scheduling, social media and/or project work. Do you have contacts that can support you when you take a vacation or when your workload increases? My virtual assistant, bookkeeper, and other colleagues have helped me tremendously, and this has helped grow my business.
  4. Pipeline Cultivation. Always think about future work, even if you have a full plate. Clients change, as does workflow, so always seek opportunities via networking events, trainings and informal meetings to encourage future work.

I love the work that I do, I appreciate my clients for choosing me to help them through their fundraising journeys, and I love the balance it affords with my family. What fuels your desire as an entrepreneur?

My kids hate leftovers. They always whine and complain if we have the same meal two days in a row. I can understand that the second day food isn’t as fresh or appetizing, but that doesn’t mean it isn’t still good. The same can be said for the words we write. As proposal writers and grant professionals, we work tirelessly on crafting language that is specific to each funder and offers information that accurately and vividly describes an organization’s mission and impact. I have been working with some clients for several years, and I have to admit that sometimes I get tired of seeing my own writing again and again. What can we do to move past this leftover language?

  1. Annual refresh – think about new initiatives, accomplishments, and priorities that enhance the existing work that is currently taking place. Can your strategic plan serve as a guide?
  2. Research – are there evidence-based approaches that showcase the validity and value of the work you are doing? How can this be woven into your proposals?
  3. Knowledge – perhaps you need to take a course, read or book or find some materials online that shape the way you actually write proposals. Perhaps you can write like a storyteller, use the budget to guide your narrative or provide more statistics.
  4. Outside Perspective – it doesn’t hurt to have another colleague review and critique your work as well. I know that writers can get territorial, but this could be a value add and provide some insight into your areas of strength and weakness.
  5. Step Away – sometimes I spend a day writing and being absorbed in the narrative. I think it’s perfect and then I come back the next day and find multiple errors or sentences I want to change. A day away can also help you find clarity and focus again.

What will you do to turn proposal leftovers into a gourmet meal that even my kids will love?

When I started my business in 2013, I was committed to serving as an independent consultant. This seemed easy – I didn’t have to oversee other people’s work and I could have complete autonomy about the clients and work I chose to pursue. However, as any small business owner knows, it is difficult (and quite nearly impossible) to operate any small business on your own. While you may be able to complete the actual work yourself – developing and selling a product or service to clients, you will likely need help with many back end functions such as accounting support, social media and email outreach, website and graphic design, and countless other tasks. You may even need help with the work itself – what if you get too busy or you need someone with a specialized set of skills or knowledge to complete a task?

When my business was in its infancy, I attended a Grant Professionals Association conference in Baltimore. I was scared about the competitiveness with other consultants and also becoming a business owner and learning how to manage my work. However, once I started speaking with other consultants, they were extremely helpful, offered a great deal of advice and feedback, and were even willing to follow-up afterwards. This made me realize that our ability to work together is powerful and that competition, while it can be healthy, is actually a deterrent. My work with other consultants and small firms actually helps my business in many ways.

People like Ayda Sanver and Kenya Lucas-Matos, with whom I have worked on a number of different projects, actually feeds my growth. Also, when I first started, Heather Stombaugh gave me a chance by retaining me as a subcontractor for almost a year. I also leverage the skills and expertise of others to provide bookkeeping support and social media management to ensure that the administrative tasks do not fall off the radar.

My point is that working alone does not make you smarter, it just means you are going to work harder. While spending money on other functions may mean a loss of income, it also leads to greater income generation in the long-term. I guarantee a growth in your business once you start allocating functions and focusing on the work you do best. We work better when we collaborate. Perhaps you just need to find your key differentiator so you can stand out from others. Who are your key partners?