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Secrets of Successful Grantsmanship: A Guerrilla Guide to Raising Money

Book Description

Susan Golden provides not just another book on proposal writing, but one which provides a realistic view of proposal writing with practical step-by-step guidance towards success -- useful for both novice and experienced grantwriters.

Patricia F. Lewis, ACFR, president and CEO, National Society of Fund Raising Executives

Drawing on more than 20 years of experience with more than 100 organizations, Golden arms fundraisers with the grantsmanship skills they need to successfully navigate the grantmaking process. From conducting effective prospect research and making initial conversations count to preparing, submitting, and following up on grant proposals, Susan Golden offers a focused, step-by-step method for reliably achieving success in any fund raising activity.

Table of Contents

  1. Cover Page
  2. Other books in the Jossey-Bass Nonprofit Sector Series:
  3. Title Page
  4. Copyright
  5. Contents
  6. PREFACE
    1. Genesis
    2. Need
    3. Purpose and Audience
    4. Scope and Treatment
    5. Acknowledgments
  7. Dedication
  8. THE AUTHOR
  9. INTRODUCTION: WHAT THEY DON'T TELL YOU IN GRANTSMANSHIP WORKSHOPS
    1. The Relationship Model
    2. Who Will Benefit from This Book?
    3. Skills You Will Acquire
  10. CHAPTER ONE: KNOW YOUR TERRITORY: THE BASIC PRINCIPLES OF GUERRILLA GRANTSMANSHIP
    1. Understanding the Funding Relationship
    2. Five Customer Constituencies of Nonprofit Organizations
    3. Grantmakers: Your Fifth Customer Constituency
    4. Who's Calling the Shots?
    5. How Can I Get to the Grantmaker?
  11. CHAPTER TWO: WHERE THE MONEY IS: CONDUCTING EFFECTIVE PROSPECT RESEARCH
    1. What Type of Transaction Will This Be?
    2. What Kind of Dynamics Will This Transaction Involve?
    3. Who Are Some of Your Possible Funding Partners?
    4. True Story
  12. CHAPTER THREE: OPENING THE RIGHT DOORS
    1. Who Can Open the Door—and How?
    2. Marshaling Your Facts and Planning Your Approach
    3. Beginning the Relationship: The Critical Issues
  13. CHAPTER FOUR: MAKING YOUR FIRST CONVERSATION COUNT
    1. Placing Your Call
    2. Conveying Explicit Messages
    3. Example One
    4. Example Two
    5. Example Three
    6. Conveying Implicit Messages
    7. Setting Up a Meeting
    8. Getting the Hang of It
  14. CHAPTER FIVE: “SEND ME SOMETHING IN WRITING”: DOCUMENTS THAT GET RESULTS
    1. Planning Your Response
    2. The Letter
    3. The Concept Paper
    4. The White Paper
    5. Before You Start to Write
  15. CHAPTER SIX: PLANNING FOR A SUCCESSFUL MEETING (BEFORE SUBMITTING YOUR PROPOSAL)
    1. Principles of Successful Meetings
    2. Conducting Successful Meetings
  16. CHAPTER SEVEN: PREPARING AND SUBMITTING YOUR GRANT PROPOSAL
    1. Seven Preliminary Scenarios
    2. Preparing a Grant Proposal
    3. Task One: Your Agency's Background
    4. Task Two: Project Implementation Plan
    5. Task Three: Financial Information
    6. Task Four: Project Evaluation
    7. Task Five: Project Continuation
    8. Task Six: Project Description
    9. Final Steps
    10. Benefits of Preparing a Proposal
  17. CHAPTER EIGHT: SUCCESSFUL MEETINGS (AFTER SUBMITTING YOUR PROPOSAL)
    1. Office Visits
    2. True Story
    3. Site Visits
    4. Planning a Site Visit Agenda: An Example
    5. True Story
  18. CHAPTER NINE: THE CRITICAL 25 PERCENT: GIVING YOUR REQUEST A COMPETITIVE EDGE
    1. Getting the Lay of the Land
    2. Organizing Your Advocacy Campaign
  19. CONCLUSION: THE GUERRILLA GRANTSEEKER: FOCUSED, DISCIPLINED, PERSISTENT
  20. RESOURCE A: THE FOUNDATION CENTER DIRECTORY OF FREE FUNDING INFORMATION CENTERS
    1. Reference Collections Operated by the Foundation Center
    2. Foundation Center Cooperating Collections
  21. RESOURCE B: BUDGET PREPARATION GUIDELINES
  22. NOTES
    1. Preface
    2. Chapter One
    3. Chapter Two
    4. Chapter Four
    5. Chapter Five
    6. Chapter Six
    7. Chapter Seven
    8. Chapter Nine
  23. INDEX