Work your network: How to present your ask

Tell them what you want, how much will it cost and how will it help those you serve. Then, receive funding.

Sounds simple.

It should be. Your grantor(s) will tell you how to present your "ask" as written words on paper.  What they don’t tell you about is the process that will help you before you write a word.

Fundraising is all about relationships, perception and making sure what you want is already your grantor’s idea. Planting the seed for your big "idea" and then cultivating it as a successful grant application is a process. The last thing any grant writer needs is to be sabotaged from the beginning. Network internally and among grantors to make sure what you want is what they want before you make that first keystroke.

Internally
Check with your training, HR, equipment/supply department managers and staff to discover how achieving funding for your particular "ask" will impact the work these individuals do every day. Some grantors require extra documentation/administration and reporting as a requirement for receiving grant funding.

It’s also a good idea to check with your PR/Marketing folks (or the municipality’s PR department) as well.  Some grant asks might be perceived as "toys" rather than "tools" if PR professionals don’t first prepare the community with a rationale about why an EMS system needs to be ready to respond to certain medical emergencies and emergency situations. These PR/marketing managers can help mitigate any negativity and might be helpful in framing your funding argument, especially when they aren’t blindsided.

Externally
I am going to let you in on a little secret. Unlike during an RFP or bid environment, grant seekers can and should reach out to a potential grantor before investing time and effort in completing an application. One quick phone call can set you straight about whether or not a particular grantor funds equipment, training, operating expenses or new positions for EMS.

This is a perfect time to tell a potential grantor about the other funders who may jump in to make a big "ask" happen. You might discuss about how your organization approaches sharing the credit for saving lives with a grantor who made life-saving training or equipment possible. Remember, people do business with and give money to people they like. You wouldn’t just turn over your wallet without at least a conversation. Grantors aren’t likely to do so either.

Writing a winning grant application is very validating, rewarding and exciting.  Matching what you want with a grantor who feels validated, rewarded and excited about funding your "ask" isn’t just nice — it’s necessary.

Everyone in your organization gets to share the credit for winning a grant when you build consensus and an esprit de corps for the grant "ask" before you put anything to paper. You’ll likely get credible facts for your grant application much faster from individual departments when all staff members are on board.

And, you might even receive a supportive quote for your application from an elected official or community VIP when you first work your net.