The Gentle Seduction: Becoming the One Funders Ask Again

Over the years, through my work with philanthropists and grant-making foundations, I have learned that building and deepening partnerships begins with conversations that spark trust and foster a sense of involvement. We are living in a time when funders are overwhelmed, aid is being dismantled, and philanthropy alone cannot cover the widening gap, making it even more critical for us to become the partners they choose to work with again and again.

But these conversations don’t just happen on their own. They start with numerous efforts, including in-depth research, face-to-face meetings, emotional intelligence, a clear case for support, the right environment, and joy (not just because it’s my name!) in inviting people to join and carry your vision forward.

Why Face-to-Face Still Matters 

Whether reading Bernard Ross’s "Making the Ask" or listening to my peers, I live by the adage: “If you want to be invited to submit a proposal, meet face-to-face.” I find that face-to-face meetings with prospective funders are optimum opportunities to understand their mindset, read body language, catch micro-expressions, respond to what is not being said, and engage in deeper, more meaningful conversations. 

Why Painting a Picture (Even If You’re Not Picasso) Builds Confidence

I have noticed that prospective funders become more involved when I help them feel confident about making the right choice. I tell stories from project visits to paint a vivid picture, allowing them to see and feel the situation truly. This storytelling approach not only helps them understand the impact their support can achieve but also inspires and motivates them to be part of the positive change. I also use a concise and clear case for support to relay our challenge, our approach, and why we are the right partner to help them on their giving journey.

Understanding How They Make Decisions

In cultivating relationships with prospective philanthropists, I aim to understand their attitudes toward wealth, as beautifully captured in LGT’s Wealth for Impact study, and how they make decisions. Whether family and friends, wealth advisers, data, impact, or altruism influences them is also a key consideration. In the case of foundations, I endeavour to learn about their strategies, decision-making processes, and the influence of board members and the founder, among other factors. This understanding allows me to plan my engagement efforts strategically.

Emotional Intelligence and Intuition

I dislike leaving a meeting with a “maybe”. I resort to emotional intelligence and intuition to decide whether it is worth investing time in turning a “maybe” into a “yes,” or if it is better to accept it as a “no.” I once met with an executive who was always keen to discuss how his organisation could get involved in the cause I was representing. Still, despite numerous conversations, there was no real progress. Eventually, I followed my instinct and chose to invest my time in cultivating other relationships.

Navigating Our Challenging Times

With increasing demands on grant-makers to give more and act quickly, now is the time to utilise the art of conversation to help them spread their commitments over time and explore additional ways they can contribute, such as leveraging their networks to support your efforts in building partnerships.

I would love to hear from you: How are you navigating the current environment? What is helping you become the partner funders want to continue working with?

#Philanthropy #Partnership #USAID #Impact #Collaboration