1. Grants From Both Sides Now: A Discussion Massachusetts Land Trust Coalition Conference March 21, 2015 Ellen Gugel, GPC, Grants & More Bill Hinkley, Massachusetts Environmental Trust Pamela Kane, Greater Worcester Community Foundation Katie White, Conservation Law Foundation

2. Philanthropy Landscape Out of $335B in private giving in the U.S. in 2013, only 15% from foundations Individuals (living): 72% Bequests (individuals after death): 8% Corporate (excluding corporate foundations): 5% SOURCE: Giving USA Foundation | Giving USA 2014

3. Environmental Philanthropy 2.9% of overall philanthropy to environment: $9.72B in 2013 (Giving USA 2014) 15% of overall philanthropy from foundations in 2013 (Giving USA 2014) About 7% of foundation funding to environment (Key Facts on U.S. Foundations 2014, Foundation Center) SOURCE: Giving USA Foundation | Giving USA 2014

4. Foundation Landscape 86,192 foundations in the U.S. in 2012, an increase of 80% in the past 10 years In 2012, total assets of $715B, total giving $52B Foundation giving increasing, but slowly; 2011 first year above pre-recession level of 2008 Meanwhile…in 2013, 1.5 million public charities registered with the IRS – an increase of nearly 30% over ten years...yes, there really is increased competition, yet foundation giving hasn’t kept pace

5. Foundation Landscape (continued) But…most, as many as 60% of foundations do not accept unsolicited proposals and 77% of family foundations say they do not accept unsolicited proposals (Source: “Scaling the Wall: 5 Ways to Get Unsolicited Proposals Heard”, Rick Cohen, Nonprofit Quarterly, August 11, 2014) Need a connection – esp family and corporate foundations –Board members, ED, staff may know trustees at the foundation (research Form 990s) –Corporate foundations – usually need a connection: employees, vendors; to get large grants, typically have a senior level employee from large corporation on your board In some cases, it means foundation will accept an LOI Send information, working papers or an LOI anyway, where interests align

6. What Foundations Fund The top three most funded primary issue areas within Environment in 2011: –Energy (18%) –Biodiversity & Species Preservation (14%) –Terrestrial Ecosystems & Land Use (12%) Funding for Population and Sustainable Agriculture & Food Systems grew dramatically from 2009 to 2011, but still makes up a small fraction Source: Tracking the Field: Volume 4, Analyzing Trends in Environmental Grantmaking, Environmental Grantmakers Association

7. Other Funders Funding for sustainable agriculture – foundations focused on local agriculture, family nutrition, childhood obesity, health & nutrition, physical activity (e.g., gardening, farming), hunger –Examples: Reliant Medical Group Foundation, Project Bread, health insurance foundations (e.g., Blue Cross Blue Shield), USDA grant programs, Mass Dept. of Agricultural Resources, youth development funders (e.g., for urban gardens), even workforce development if you are training or developing markets for a new generation of farmers Education funders for environmental education programs What others can you think of?

8. More Foundation Facts Grant types –Over 50% program/project –Less than 20% general operating –15-20% capital (e.g., land or CR purchase, building, renovation, equipment) IRS requires independent and corporate foundations to pay out at least 5% of the value of their investment assets annually

9. Questions? Thoughts?

10. Research and Qualification CultivationSolicitation Stewardship The Fundraising Cycle

11. Research Online search tools (fee-based): –Foundation Center’s Foundation Directory Online (FDO): https://fconline.foundationcenter.org (subscription only, but available at Boston Public Library, AGM, and select libraries) https://fconline.foundationcenter.org –Associated Grant Makers (AGM) Grant Makers Directory (GMD): http://www.agmconnect.org/http://www.agmconnect.org/ –Foundation Search www.foundationsearch.comwww.foundationsearch.com Free online search databases: http://grantsandmore.org/resources http://grantsandmore.org/resources “Ebb & Flow” online newsletter from Mass Division of Ecological Restoration has funding leads Foundation web sites Board members, program staff, conferences Other organizations (annual reports of peers) Not all qualified prospects will result in funding

12. Cultivation Reach out to foundations –Introductions, phone calls, emails, meetings Treat meetings with program officers as an informational interview Prepare a concise project description and demonstrate the connection to the funder’s goals The goal is to secure an invitation to submit a proposal to fund a specific project Make sure the program you are seeking funding for is a true fit for the foundation and for your organization Don’t let a “no” answer deter you from a prospect; they might be interested in another area of your work – have a menu of options ready.

13. Solicitation LOIs, proposals, and applications should demonstrate: –The need –What you intend to do with funding –Measurable outcomes and metrics –Why your organization is the best suited to do it –What the connection is to the donor’s mission –Budget and timeline –Other partners and other funders –Organizational and program sustainability Short and simple: the funders don’t always need every detail to understand the project and see if it’s a fit with their focus and mission.

14. Stewardship Timely acknowledgement and follow-up. Regular reporting and updating. Building relationships –Press clippings, phone call updates, invite for a site visit or to an upcoming event, send annual reports, success stories, links to videos If project changes after a grant award, communicate with the funder, explain why, and ask for additional time to complete the deliverables, if necessary. Funder should feel they are part of the project. Their support makes your work possible.

15. Questions? Thoughts?

16. Foundation Trends Increasing requirement for measurable outcomes, ROI Move to electronic portal submissions, email submissions; fewer paper copies Move to two-phase process, LOI first then full proposal if invited – saves everyone time General/operating support remains steady; though lots of talk about the need for more, little movement toward more general support The rise of Donor Advised Funds (DAFs) – a threat to philanthropy or encourage more giving?

17. Foundation Trends – The Rise of “DAFs” 201,631 DAF accounts in 2012, more than double the 86,192 foundations $45.4B in assets, compared to $715B in foundations $8.6B in giving, compared to $52B from foundations Average DAF account size was $224,921 (2012) Fastest growing philanthropic vehicle – grew 40% in past 5 years Source: National Philanthropic Trust

18. Resources/Links Foundation Center: access to Foundation Directory Online (FDO) http://www.foundationcenter.org/ (fee) http://www.foundationcenter.org/ Associated Grant Makers (AGM) – workshops, “Meet the Donors” panels, access to AGM database http://www.agmconnect.org/ (fee)http://www.agmconnect.org/ Fee-based search databases available at large libraries, like BPL – contact library to find out first Grants & More resources http://www.grantsandmore.org/resources - links to free search engines and other resourceshttp://www.grantsandmore.org/resources Mass Division of Ecological Restoration Ebb & Flow newsletter – Russ Cohen produces this newsletter, featuring a large section of grant opportunities and funders: email russ.cohen@state.ma.us with “subscribe to Ebb & Flow” in the subject line; include your name, city/town and organization affiliationruss.cohen@state.ma.us Grant Readiness Checklist for your organization, program/project http://www.grantsandmore.org/grantchecklist.html http://www.grantsandmore.org/grantchecklist.html

19. Massachusetts Funders – a Sample Amelia Peabody Charitable Fund (traditionally funds capital campaigns for land conservation) – getting harder Jane’s Trust – difficult Cabot Family Charitable Trust – flooded with many types of requests National Fish & Wildlife Foundation Other traditional funders, many small: Fields Pond Foundation, Wharton Trust, New England Grassroots Environment Fund, Fund for the Environment at The Boston Foundation, Orchard Foundation, Green Leaf Foundation, Norcross Wildlife Foundation, Prospect Hill Foundation Community foundations – check your local CF for guidelines and to discuss other possible funding sources Several state programs through Executive Office, MET, DCR, DFW Foundations in your specific city/town/region

20. Questions? Thoughts?

21. Contact Us Ellen Gugel, GPC, Principal Grants & More emgugel@verizon.net 508-320-9943 www.grantsandmore.org Pamela Kane, Senior Program Officer Greater Worcester Community Foundation pkane@greaterworcester.org 508-755-0980 www.greaterworcester.org Katie White, Director of Foundation Relations Conservation Law Foundation kwhite@clf.org 617-350-0990 www.clf.org Bill Hinkley, Program Director Massachusetts Environmental Trust william.hinkley@state.ma.us 617-626-1177 www.mass.gov/eea/met