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Topical Resource Lists

Cultivating Grantmaker Relationships

The following bibliography was created to help grantmakers and grantseekers keep up with the latest developments in cultivating relationships with grantmakers. This resource list contains citations to selected works from the Foundation Center's Catalog of Nonprofit Literature, as well as links to useful Web resources. For additional reports, articles, and other materials on the topic, search the Catalog with the subject "nonprofit organizations--grantsmanship" or keyword "stewardship."


Bauer, David G. The "How To" Grants Manual: Successful Grantseeking Techniques for Obtaining Public and Private Grants. 7th ed. Lanham, MD: Rowman & Littlefield, 2011. Call Number: 740 BAU 2011
Includes chapters on contacting private foundations, submitting proposals, and following up with grantmakers.

Brown, Larissa Golden; Brown, Martin John. Demystifying Grant Seeking: What You Really Need to do to Get Grants. San Francisco, CA: Jossey-Bass, 2001. Call Number: 710 BRO DEM
Confronts some common ideas about the fundraising process and offers the building blocks of a systematic grants effort. The authors present a five-step grantseeking cycle including "Invite a Funder to Invest in Your Organization" and "Follow Up with Your Organization and Your Funder."

Cashmore, Kristen. "Keeping Donors in the Know." Grassroots Fundraising Journal vol. 30 (January-February 2011) p. 6-7.
Written for fundraisers, this article analyzes five questions your major gift donors may ask you about your organization's finances that you should be prepared to answer. These include questions about financial stability, main sources of funding, the makeup of your donor base, board member giving, and money spent on programs.

Emlen, Julia S. Intentional Stewardship: Bringing Your Donors to the Highest Level of Philanthropy. Washington, DC: Council for Advancement and Support of Education, 2008. Call Number: 743 EML
Explains the principles behind intentional stewardship, defined as the deliberate management of a nonprofit in a manner that moves its donors to give steadily and to give to capacity.

Fairfield, Kent D; Wing, Kennard T. "Collaboration in Foundation Grantor-Grantee Relationships." Nonprofit Management & Leadership vol. 19 (Fall 2008) p. 27-44.
An exploratory study of the relations between foundations and their grantee organizations, noting the traits of productive collaborations and offering suggestions on how to replicate these cooperative funder-grantee relationships. The authors base their research on a focus group of five nonprofit chief executives, and interviews with representatives from eight foundations and eight nonprofits.

Faruqi, Saadia. Best Practices in Grant Seeking: Beyond the Proposal Sudbury, MA: Jones and Bartlett Publishers, 2009. Call Number: 740 FAR
Provides advice on improving foundation fundraising success, based on survey and interview data from nonprofits and grantmakers. Part 1 discusses areas nonprofits can focus on before seeking a grant, such as strengthening internal and external relations, designing programs, and collaborating. Part 2 explains how to improve the effectiveness of development operations, identify funders, and develop proposals. Part 3 elaborates on preparing for site visits and discusses the various types of visits. Part 4 discusses stewardship principles and relationships with funders.

Geever, Jane C. The Foundation Center's Guide to Proposal Writing. 5th ed. New York, NY: Foundation Center, 2007. Call Number: 770 GEE PRO
Guides the grantwriter from pre-proposal planning to post-grant follow-up. Incorporates excerpts from actual grant proposals and interviews with foundation and corporate grantmakers about what they look for in a proposal. In addition to chapters on the components of a standard proposal, the book includes guidance on research, contacting and cultivating potential funders, as well as a sample proposal.

Golden, Susan L. Secrets of Successful Grantsmanship: a Guerrilla Guide to Raising Money. San Francisco, CA: Jossey-Bass, 1997. Call Number: 770 GOL
Chapters 4, 6, and 8 offer specific strategies for making initial conversations and holding meetings with grantmakers.

Hedrick, Janet L. Nonprofit Essentials: Effective Donor Relations. Hoboken, NJ: John Wiley & Sons, 2008. Call Number: 743 HEN
Explains the importance and essential processes of donor recognition and stewardship, with numerous examples throughout the book. These techniques relate largely, but not solely, to individual donors.

Long, Robert F. and Orosz, Joel J. "Approaching the Foundation." Battle Creek, MI: The Kellogg Foundation.
This online article helps nonprofits understand the grantmaking process.
Full text available.

Margolin, Judith B. (ed.); DiMaio, Elan (ed.); Lee, Sumin (ed.). After the Grant: the Nonprofit's Guide to Good Stewardship New York, NY: Foundation Center, 2010. Call Number: 770 FC AFT
Securing a grant is just the beginning. In this handbook, various fundraisers and foundation personnel share their insights on how to best manage, communicate, and report on funded programs, in order to secure a long-term positive relationship with funders. The guide also includes practical advice from foundation executives on what to do when things go wrong.

Margolin, Judith B. (ed.); DiMaio, Elan (ed.). The Grantseeker's Guide to Winning Proposals. New York, NY: Foundation Center, 2008. Call Number: 770 FC WIN 2008
The third volume in the Foundation Center's Guide to Winning Proposal series includes 35 proposals in a variety of formats. Each proposal includes commentary from the grantmaker who approved the request, providing insight into how foundation executives evaluate proposals. The book reprints proposals for a range of requests including special projects, general operating support, program development, capacity building, evaluation, and staffing/salaries. In addition, there are separate chapters with examples of budgets and cover letters.

O'Brien, Joyce. "Communicating Effectively." Advancing Philanthropy, (March-April 2003), p. 29-31
How to get your message across to donors.

Orosz, Joel J. The Insider's Guide to Grantmaking: How Foundations Find, Fund, and Manage Effective Programs. San Francisco, CA: Jossey-Bass, 2000. Call Number: 520 ORO
Written primarily for program officers of foundations, but valuable reading for fundraisers as well, as the author describes the program officer’s responsibilities--from building relationships with applicants, reviewing, accepting, and declining proposals, and making site visits--to writing and presenting the funding document, managing projects and leveraging their impact. The author shares real-world advice on a variety of issues confronting program officers, including how not to raise a grantseeker’s expectations, and what to do during a site visit.

Robinson, Andy. Grassroots Grants: an Activist's Guide to Grantseeking. 2nd ed. San Francisco, CA: Jossey-Bass, 2004. Call Number: 770 ROB
Chapter 6 "Building Peer-to-Peer Relationships with Grantmakers" explains how foundations are staffed, how to call a foundation, how to plan for a meeting, and how to manage ongoing relationships.

Teitel, Martin. "Thank You For Submitting Your Proposal": a Foundation Director Reveals What Happens Next. Medfield, MA: Emerson & Church, 2006. Call Number: 770 TEI
Provides advice to grantseekers about proposal fundamentals, the use of letters of inquiry, site visits, communications with funders, and the reality of board decision-making.

Tempel, Eugene R. (ed.); Seiler, Timothy L. (ed.); Aldrich, Eva E. (ed.) and Hank Rosso. Achieving Excellence in Fund Raising. 3rd ed. San Francisco, CA: Jossey-Bass, 2010. Call Number: 710 ROS ACH 2010
Discusses the art of relationship building, solicitation and stewardship. Includes a chapter on foundation fundraising in Part 3 "Discovering What Donors Value."

Warwick, Mal. The Five Strategies for Fundraising Success : a Mission-Based Guide to Achieving Your Goals. San Francisco, CA: Jossey-Bass, 2000. Call Number: 710 WAR FIV
Chapter four explains the stages for creating a "visibility strategy."

Wolf, Thomas. How to Connect With Donors and Double the Money You Raise. Medfield, MA: Emerson & Church, 2011. Call Number: 743 WOL
The author provides fundraising advice through real-life stories about donors. The final chapter covers foundation fundraising.

Case Statements

Ahern, Tom; Joyaux, Simone Keep Your Donors: The Guide to Better Communications and Stronger Relationships. Hoboken, NJ: John Wiley & Sons, 2008. Call Number: 743 AHE
The guide contains a chapter on building a case for support and briefly describes the different types of case statements.

DeWitt, Brydon M. The Nonprofit Development Companion : a Workbook for Fundraising Success. Hoboken, NJ: John Wiley & Sons, 2010. Call Number: 710 DEW
This guidebook touches upon numerous aspects of development, including the mission and case statements.

Panas, Jerold. Making the Case : the No-Nonsense Guide to Writing the Perfect Case Statement. Chicago, IL: Institutions Press, 2003. Call Number: 765 PAN

Seiler, Timonth L. Developing Your Case for Support. San Francisco, CA: Jossey-Bass Publishers, 2001. Call Number: 710 SEI
Seiler explains how the case statement is related to the overall fundraising efforts. He outlines the steps involved in establishing the components of the case, which includes goals, mission statements, finances, etc. Explains how the case is used.

Weinstein, Stanley. The Complete Guide to Fundraising Management. 3rd ed. New York, NY: John Wiley & Sons, 2009. Call Number: 710 WEI
A comprehensive treatment of fundraising principles and practices, including information about creating case statements.

Web Resources

A service of the Foundation Center, GrantSpace offers information and resources that are specifically designed to meet the needs of grantseekers. Knowledge Base Articles include "How do I approach a foundation and build a successful grantee-funder relationship?", and "What is a case statement? Where can I learn more about it?" Each article provides advice from staff members and points to useful links and books on the topic.

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