Navigating the "By Invitation Only" Funding Landscape: The Strategic Approach
By Bonnie Hilory
You're researching potential funders, feeling optimistic about alignment with your mission, and then you see it: "Must be invited to apply."
Many nonprofit leaders react with frustration or simply move on to the next prospect. But what if these "closed door" funders represent significant opportunities worth pursuing? Let's explore how to transform this roadblock into a strategic pathway.
Embracing the Long Game Approach
Rather than viewing invitation-only funders as inaccessible, consider them part of your long-term funding strategy. Here's how to navigate this landscape effectively:
1. Research Thoroughly Before Proceeding
If the funder truly aligns with your:
Mission and values
Geographic focus
Program priorities
Funding capacity for your needs
...then they belong on your "long game" prospect list. Alignment is the foundation for any successful funding relationship, invited or not.
2. Identify Connection Pathways
Your goal is to secure a warm introduction to someone with influence—ideally a program officer or higher. Consider these connection strategies:
Start with Natural Networks:
Map your board and staff connections confidentially—who might know someone at the foundation?
Reach out to current funders who might facilitate an introduction
Examine your donor database for potential connections
Research Contact Options:
Review the foundation's 990-PF tax forms (public information)
Explore the foundation's website, particularly the "About Us" or "Staff" sections
Check Foundation Directory Online (FDO) resources
Consider specialized resources like Inside Philanthropy (subscription required) – Subscription annually runs just under $400.
Conduct targeted Google searches
Leverage LinkedIn connections (especially with Premium accounts for direct messaging)
Publish a who do you know internal list: engage your staff, board members, volunteers and yes perhaps a funder can make an introduction. Network.
3. Target the Right Person
Large foundations often have specific program areas with dedicated staff. Before reaching out:
Research which program area aligns with your work
Identify the appropriate program officer for that area
Understand their specific interests and funding priorities
When contacting:
Email is typically more effective than postal mail
Follow up with a phone call if you don't receive a response
Be concise, professional, and focused on potential alignment
4. Prepare Thoroughly for Any Interaction
When you secure that valuable first conversation:
Have Clear Funding Concepts Ready:
Be specific about what you're seeking funding for
Articulate how your need aligns with their interests
Consider presenting two related concepts to allow for discussion and guidance
Let the funder help shape the approach based on their insider knowledge
Be Ready for Common Questions:
Your background and tenure with the organization
Organizational size, board composition, and governance
Whether the board gives 100% annually
If this is a new initiative or core program
Your track record and impact metrics
5. Develop Strong Supporting Materials
Create a Funder Research Profile:
Develop a standardized template to compare potential funders
Document all research findings systematically
Use this to quickly assess fit and prepare for conversations
Prepare a Compelling Concept Paper:
Outline your funding need or opportunity clearly
Include preliminary budget information
Highlight alignment with the funder's priorities
Develop an Organizational Overview:
Create a polished 1-2 page summary of your organization
Include mission, impact statistics, and population served
Consider incorporating testimonials from beneficiaries and current funders
Add compelling visuals when appropriate
6. Leverage Technology for Relationship Building
Virtual meetings have transformed funder outreach:
Request video calls rather than phone conversations when possible
Prepare your environment and presentation materials professionally
Consider involving a consultant or colleague for support during initial meetings
Practice your presentation with colleagues beforehand
The Collaborative Nature of Grant Development
Remember that foundation fundraising is fundamentally about relationships and collaboration. The timeline from identification to invitation varies dramatically—sometimes days, sometimes years. Patience and persistence are essential qualities.
Many nonprofits begin with readily accessible funding opportunities and gradually build capacity for this more sophisticated approach. With time, you'll likely discover which style works best for your organization and mission.
By transforming "must be invited" from a barrier into a strategic challenge, you open doors to meaningful funding partnerships that support your important work.
Contributed by Bonnie Hilory, Nonprofit Accelerator Principal/Founder.