FUNCAP Module 2: Donor Cultivation

FUNCAP Module 2: Donor Cultivation


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FUNCAP is our grant FUNding CAPacity development program for non-profits working in international cooperation. It concentrates on the grant funding process, encompassing all the essential steps required to secure grants from various sources such as foundations, government donors, corporations, UN agencies, funds, or alike.

It equips non-profits with the skills and resources needed for grant fundraising by providing (1) training (on and offline); (2) practical and easy-to-use tools (Word, Power Point and Excel templates); as well as (3) individual coaching (personalised one-to-one coaching on specific work packages throughout the entire grant cycle).

Module 2: Donor Cultivation

This is the second step in the grant funding cycle. It includes strategizing on engaging with potential funding partners  and sparking their interest in your projects. This phase is centered around networking, establishing relationships, and negotiating with these donors. It also encompasses branding aspects – both your internal and external marketing and communications materials, including your website, social media channels, pitch decks, and alike.

What is included in this module?

This module includes: (1) a 4-hour online training for your team via Zoom; and (2) 5 coaching days during which we improve your communications material, your 5 moves (5 main ways to engage with potential grant-givers) and develop some deep dives from your donor mapping.

What is the concrete output?

After this module you will have an assessment of your communications material, a so-called ‘communications check’. From a funder’s perspective, we will evaluate how you portray yourself to potential donors and provide feedback on various ‘credibility criteria,’ including the clarity of your vision and mission, your communication of impact, the transparency of your financials and safeguarding policies, and how effectively you engage with your audience. To do this, we will assess your website, social media accounts, annual reports, and similar materials.

For this phase of the funding cycle it is also crucial that you get the following 5 moves right: (1) E-mails: crafting a persuasive introductory email to potential donors, ensuring it includes a clear Call-to-Action; (2) Phone calls: preparing for an initial phone conversation with a donor, understanding what is necessary to make it successful; (3) LinkedIn Profile: Creating an impactful LinkedIn profile and leveraging it for relationship building; (4) On- and offline meetings: preparing for an initial meeting, including the development of a pitch deck; (5) Events: Identifying relevant events to attend and strategies for making them successful. We will go through all these elements of your organisation and work with you on improving them.

Finally, this module includes also the so-called deep dives: it consists of taking your ‘hottest’ promising potential funders which you identified during the donor mapping process and building a detailed profile on them (either through desktop research or leveraging your network of contacts). This profile consists of finding out the following information: their specific funding interests, behaviour and strategy, the typical grant size given in the past, networking details on their board members/programme officers, internal decision-making processes and their openness to engage with NGOs like yours. It also includes key contacts and how to start engaging with them.

What else is included?

You will be provided with practical and hands-on templates such as our FUNCAP Tool to manage your data across the whole fundraising cycle as well as a pitch deck, E-mail templates and deep dives. As additional bonus, you are given a 12-months TripleFunds access for free at the value of 348€.

Do you want to assess your current capacities in this phase?

Then we invite you to try our free online self-assessment tool, the FUNCAP Score. In 20 questions, you can easily rank your fundraising capacities in each phase of the grant cycle from weak to strong. In the end you will be provided with your individual FUNCAP Score as well as some recommendations from our experts. You can access the tool here: FUNCAP Score.

How much does it cost?

Module 2 of our FUNCAP program costs 5,340€ incl. 20% VAT.

Who is it suitable for?

It is intended for smaller organisations with an annual turnover of less than €1 million.

Can I get some more information?

You are happy to browse the website, send us an email or book your personal Zoom call with us.


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