Secrets of Successful Grantsmanship

SUSAN L. GOLDEN, a consultant who works with organizations on grantseeking and capital campaigns, has been involved with raising more than $700 million for projects in health care, education, social services, materials science, economic development, and the arts.

• 1. Know Your Territory: The Basic Principles of GuerillaGrantsmanship. 2. Where the Money Is: Conducting Effective ProspectResearch. 3. Opening the Right Doors. 4. Making Your First Conversation Count. 5. "Send Me Something in Writing": Documents That GetResults. 6. Planning for a Successful Meeting (Before Submitting YourProposal). 7. Preparing and Submitting Your Grant Proposal. 8. Successful Meetings (After Submitting Your Proposal). 9. The Critical 25 Percent: Giving Your Request a CompetitiveEdge. Conclusion: The Guerilla Grantseeker: Focused, Disciplined,Persistent. Resource A: The Foundation Center Directory of Free FundingInformation Centers. Resource B: Budget Preparation Guidelines.

"Susan Golden provides not just another book on proposal writing,but one which provides a realistic view of proposal writing withpractical step-by-step guidance towards success -- useful for bothnovice and experienced grantwriters." (Patricia F. Lewis, ACFR,president and CEO, National Society of Fund RaisingExecutives) "Secrets of Successful Grantsmanship identifies the key element offundraising -- relationships. In a high-tech world, organizationsthat raise money must be high-touch -- relationships are the bestway: focused, disciplined, and persistent." (Anita D. Joseph,director, Association Financial Development, YMCA of the USA) "Success in fundraising is not about how money was given, it isabout raising friends and building relationships between thecommunity that needs services and the organizations that providethem. Susan Golden offers the same guarantee for success withgrantmakers -- make them your friends and build lastingrelationships." (James M. Greenfield, ACFRE, FAHP, senior vicepresident, Development and Community Relations, Hoag MemorialHospital Presbyterian) "The presentation in this book is unusually clear and direct -- itasks all the right questions and provides understandable real worldanswers." (Bruce A. Loessin, vice president, Development, CaseWestern Reserve University) "Armed with the step-by-step approach of Secrets of SuccessfulGrantsmanship, you will not only significantly improve your successrate as a grantwriter, but you will also learn how to avoid wastingtime on 'long shots.'" (Kenneth W. McLaughlin, president and CEO,Greater Cleveland YMCA) "In an era when organizations focus on short term results, Secretsof Successful Grantsmanship highlights for the practicingprofessional the application of 'The Relationship' (advocacy) planof action versus 'The Transaction' (get the grant and go)mentality. Golden frames the process with skill and practicalunderstanding." (Jon Labahn, principal and senior consultant,Strategic Resources Management, Ltd.)