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Secrets of Successful Grantsmanship: A Guerrilla Guide to Raising Money by Susan L. Golden

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CHAPTER ONE

KNOW YOUR TERRITORY: THE BASIC PRINCIPLES OF GUERRILLA GRANTSMANSHIP

A guerrilla unit should be thoroughly familiar with the terrain of its region of action.

MAO TSE-TUNG, BASIC TACTICS

Before you embark on a journey into unfamiliar territory, it's always a good idea to study a map. Likewise, before you begin seeking grants you need to become familiar with the “lay of the land” and the basic modes of getting around in this area.

This chapter introduces the essential elements of guerrilla grantsmanship. We will address three key questions:

  • How can I best relate to grantmakers?
  • Who's calling the shots?
  • How can I get to the grantmaker?

Equipped with this orientation, you will find it easier to implement the strategies described in ...

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