For many charities the Trust and Foundation market is the main source of income, providing a steady flow of funds for both project and core activities.
In this section we outline the right way to approach these organisations so you can increase the number of successful bids. With an ever increasing number of applications being sent to Trusts, getting the ask right and knowing how to make the approach is more important than ever.
Research
Research is the first step. Most fundraisers will get their information from the trust’s website, annual accounts or one of the many online directories available to them. This is a great start, but it should be just the beginning. This is because a lot of the information picked up from directories and even from the charity’s own website can be out of date. Accounts will be at least 12 months old and directories can include information that is even older – a lot older.
Research – The next level
Trust Fundraisers should check who the trustees are and cross reference them with trustees of other trusts the charity has had funding from. It is also worthwhile checking if there are any company connections with these individuals. The more knowledge that can be acquired, the stronger your position will be when you make the approach.
Once the fundraiser has a good overview of what the trust or foundation does, and an understanding of who the trustees are, the next step is to phone the funder. This will not always be possible, but if a phone number is listed please use it. It is very important to make verbal contact with the administrator. At the very least please send an email. Try not to send a cold application.
The administrator will be the only person able to give your organisation up to date information on what the Trust is funding, the dates of the meetings and when you are likely to hear back, once an application has been submitted. This is all crucial information, to enable you to plan and build a viable pipeline. It’s also important to make contact because most fundraisers don’t. They will do most of the desk research but will not make the call. That should give your organisation an advantage.
The Application / Appeal
The application needs to be clear and jargon free or at least jargon limited. Avoid phrases like, our project is unique and innovative. Be clear about why you want the money, how much you need and by when. Talk about what has already been raised and who from. If there are administration costs attached to the project budget then make them clear. No one expects a charity to be run on thin air. Be realistic about the admin costs. Avoid the arbitrary 10% that many charities put in. Most projects will cost a lot more than that to run and funders know it. Breakdown the administration costs. Why? Most charities do not. Be as transparent as possible. This is just good practice and will put you ahead of the crowd.
There are a few essential elements of a good application and these are listed below.
Why your work is needed (Introduce case studies)
The impact of your work and over what timeframe
What’s the story
When it will take place and what will happen post-funding – (Is it sustainable?)
Strong detailed financials (This is so important. Detail and transparency is everything)
A realistic amount for administration costs
Trust Fundraising Training
We have outlined the essentials here but if you would like to learn more about making the perfect approach, why not sign up to one of our virtual training programmes or take advantage of our one-tone or small group mentoring service. Please details of costs please contact us for details.
Trust Fundraising 