The key to a successful first meeting with a potential funder lies in good conversation and genuine connection. Here are some pro tips to help you navigate your first meeting:
1. Do Your Homework: By this point, you should’ve already researched the funder thoroughly and feel confident that their interests align with your organization’s work. If you haven’t done that already, you could be wasting their time and yours. Knowing their priorities and values can help you tailor your conversation and show that you’ve taken the time to understand their perspective.
2. Don't Dominate the Conversation: If I had a nickel for every time I attended a meeting with a client and they spent 25 of the 30 minutes just talking about their organization’s work, I’d have… well, a lot of nickels. While it’s crucial to share your nonprofit’s story and impact, make sure to pause, ask questions, and listen to what the funder has to say. Show genuine interest in their experiences, goals, and how they envision making a difference.
3. Ask Thoughtful Questions: This is your time to get the info you need to help your organization prepare a competitive grant proposal. Ask questions that show your interest in their work and how they see a potential partnership evolving. Inquire about their current strategic focus, successful past projects, and any advice they have for organizations like yours.
4. Be Honest: Present your nonprofit in a way that is both professional and true to its mission. Share your accomplishments, but also be honest about your challenges and the areas where you seek support.
5. Be Respectful of Their Time: This should go without saying, but don’t be the guest that overstays their welcome. Be mindful of the time you have scheduled for your meeting. Be concise and focused with your responses.
6. Be Prepared for the Worst & End on a High Note: It’s possible that the funder might say no to you right then and there due to a lack of funding, a full project portfolio, or misalignment with their priorities. There are many nonprofits doing good work, so don’t take it personally. Thank them for their time and ask if they know of other foundations that support work like yours. Always follow up with a thank-you note or email. You want to leave a positive, lasting impression on them because you never know what could change down the line.
Whether or not you prepare a formal presentation is entirely up to you (check out this article from the National Council of Nonprofits on this topic). Sometimes, visual aids can help give funders a better feel for your work, but keep the presentation short and allow plenty of time for open discussion. Be sure to send an email the day before your meeting to confirm the date, time, and location and send a short, bulleted agenda to guide the conversation. Always have some “leave-behinds” readily available—maybe an annual report, brochure, or program overview—that you can leave behind if it’s an in-person meeting or send in an email follow-up.
Comments