Here is an excerpt from a grantsmanship presentation provided by Katie Woolf, Institute Grant Writer, for the PW/NW NCWC.
 

As the manager of a Community Rehabilitation Program (CRP), you are up against a diverse range of challenges in your efforts to create employment opportunities for people with significant disabilities.  Navigating your way through organizational processes, directing logistics, and satisfying the distinct needs of your customers can be a juggling act.  And then there is the matter of obtaining adequate funding to keep your valuable services available.  It may seem natural to turn to grants as an addition to your CRP’s fundraising campaign. 
 

 It may only take one well-timed grant funding opportunity to make for a healthy fiscal year in which your programs can thrive.  Here are a few tips to help you on your way toward obtaining grant support in the complex reality in which you operate:
 

•  Applying for grants is a highly resource-consuming, unreliable and competitive process.  Be sure to spend plenty of time upfront in the planning phase to identify:

1. Whether your needs can be appropriately met through grant funding.  Most funders support projects over programs, meaning there is a unique initiative with a specified beginning and end, and with outcomes that can be tracked and measured.
2. Whether you are able to justify the specific dollar amount needed.  If you simply need $1 million for administrative support, grants may not be your best option.  Funders will want to see that you are able to explain exactly how the funding will be used to achieve the project’s stated goals and objectives.
3. Whether you have the staff, time and talent to dedicate to the intensive application process.  Be sure that you are able to commit a fairly large percentage of your staff members’ time to the development of the application, and that they will have adequate time to follow up with the grant requirements if it is funded.  Additionally, make certain that you have the capacity to comply with any cost sharing or matching responsibilities that may be required.
4. Whether you are prepared to navigate the high failure rate.  In a best-case-scenario, 80% of your support will come from 20% of your donors.  More recently though, those figures may reflect something closer to 90% of funds from 10% of your donors, or even 99% of funds from 1% of donors.  Be sure you are prepared to wade through the sea of “no’s” on your way to a single “yes.”

• Remember that grants should be considered partnerships, not gifts.  The funder has financial resources and a desire to affect some pre-determined improvement in a given situation.  You have the knowledge and ability to make that improvement when matched with appropriate funding.  Keeping this partnership concept in mind, search for potential matches using the following resources:

1. The Foundation Directory available (for a fee) through www.foundationcenter.org
2. Current federal opportunities through www.grants.gov
3. Future federal opportunities through www.cfda.org
4. Internet searches for opportunities that may be too new for inclusion in the above-mentioned databases
5. Personal and professional relationships

• Once you have identified a potential partnership, it is time to approach the funder.  If you do not have an existing personal or professional relationship, be sure to do your research before contacting the funder with questions.  Ask if it is appropriate to submit a Letter of Intent (LOI) summarizing the project to the funder.  If the answer is yes, proceed with the construction of your application.
• Above all, always follow the instructions provided by the funder.  Every grant application is different, and even small formatting errors can get your proposal declined.  Still, the average proposal should contain the following components:

1. Letter of Intent (LOI).  Not technically part of the proposal, this letter lays the groundwork for your application and allows the funder to screen your request for appropriateness.
2. Executive Summary.  This is a one-page summary of the project.
3. Needs Statement.  This is where you describe the issue to be addressed.
4. Project Description.  This is where you present your solution, how it will work, and by whom.  Project goals and objectives must be clearly stated here.
5. Evaluation.  This is where you describe how you will know that you have achieved your goals and objectives.
6. Budget.  This is where you justify your need in monetary terms.
7. Organization Information.  This is where you introduce your organization, its mission, past accomplishments, programs, and staff.
8. Conclusion.  This is where you make your final appeal.
   For more complete instructions on developing a grant proposal, see The Foundation Center’s Guide to Proposal Writing, written by Jane C. Geever. 

• Regardless of the final funding decision, always remember to thank the funder for the opportunity.  If your project is funded, be sure to follow up with a gracious thank you note and plenty of progress reports.  If your project is not funded, you should still thank the funder for the consideration and you may request feedback for making your application stronger in the future.