How would you approach building rapport with a new contact at a funding organization to secure future grants?

As far as federal and state grants are concerned, agency assigned responsibility for grant programs have staff who welcome and encourage communication with grant administrators. Indeed, the more open and transparent you are as a grant administrator with the staff of a federal agency with which you have a grant or are pursuing a grant, the more you realize how supportive and helpful they want to be. There is no downside to you asking questions such as what are your priorities that I need to be aware and support as I administer this grant and what information on a regular basis can I provide to support your oversight of the grant.

For me, learning about the person, as well as, knowing how the two organizations connect and where those connections will be mutually beneficial are required. Thus, the first step is to seek to understand by being curious about the organization and the person, and then to actively listen to the answers.

Yes, and 1. be clear that you're seeking to discuss how you believe your org / project / program aligns with the funders current giving priorities, or if it isn't clear that you want to discuss what those priorities are and explore how your cause and the funder align, it is perspective and feedback you're looking for. 2. Offer time parameters, ie you are looking for 30 minutes of their time to talk. Of course if they want to go longer you can but initially limit the amount of time you're seeking.

Agree completely with the handwritten thank you note. It must be handwritten. My handwriting is a scrawl, so I have to slow down. That means the notes are short, but remember, brevity is the soul of wit…and impact! So, carefully compost your brief TY note in advance so you only have to write it once. And, better yet, there is a fool proof formula: 1) cite something specific that you noticed about the person and / or the organization; 2) say how what you observed (words, actions, etc) embody a particular virtue; and, 3) express your gratitude for their time & your admiration for those actions and that virtue. Unwritten Rule #1 = be sincere, mean what you say. Everybody can smell baloney & nobody likes it. This really, really works!

Every contact with a funder should always be about asking for funding. Funders may be thinking about shifting their area of funding focus. Listen more, ask for funding less. By listening, you may discover that you are a fit in other areas they support.

One of the best ways to build engagement and rapport with a potential donor is to invite them to an program related event to learn more about your organization's theory of change and see it in action as well as being able to connect with clients who have been benefitted from the services your organization provides.

Maintaining contact with funding organisations is a good way to make sure they keep you in mind. While they may not currently have funding opportunities available for your organisation or within your sector, future opportunities may arise, and they could invite you to apply for funding. They might also refer you to other donors and contacts if they keep you in mind.

Sometimes what I find that works best is to notice the gap in an organization and try to assess how you can fill that hole. Using expertise and experience to showcase what has worked for you and what can work for them is often times the best way to build any relationship!