How can you network with family foundations to improve your fundraising?

It cannot be stressed enough how critical it is to understand a family foundation’s mission and values. That “they’ve got money and should be giving to us” mentality is a disrespectful attitude to espouse. Family foundations are very much driven by what interests the relatives serving as trustees. Those interests can vary greatly; however, they must be respected. Research those individual family members and their interests. Learn which trustee(s) might connect with the cause behind this project. That way, you can reach out with understanding. You want to be sure the proposal you submit makes it easy for them to say, “Yes!” Being in alignment with a family foundation’s grant making priorities is a huge first step toward that.

Stalk them ethically (online, that is): Check their website, annual reports, and social media to understand their mission, values, and giving priorities. Are they all about education? Environment? Fluffy kittens? (Okay, maybe not the last one, but you get the idea!) Make sure you're a good match: Do your programs align with their interests? Can you clearly demonstrate your impact in areas they care about? This is like showing you have shared passions! Learn their "dating style": How do they like to be approached? Is it a formal proposal or a casual conversation? Understanding their preferences and processes is like knowing their favorite restaurant (tacos on Tuesdays, anyone?).

Sometimes fundraisers think of foundations as ATMs and forget that foundation staff are humans with their own interests, perspective, and goals. Therefore, I recommend treating foundations as major donors with an engagement strategy including regular touchpoints, updates, interactions, and invitations. I try to contact the foundation's point of contact and decision-makers quarterly, so that they do not hear from the nonprofit only when I send a proposal or a report.

Do your homework, have a clear understanding of their mission, values etc. and build relationships based on transparency, openness and honesty.

This stage can never be rushed. It will take some time before you can win over a family, even if you've formed a bond with a key member of the clan. Keep communicating in a low-pressure way. "Hey, I thought you'd like to hear about a recent success story." "It's been a while since we've talked and we've started to make some great strides." You want to exude competence while reflecting that you still need their help. Share some milestones that you've reached, then point out what steps are still ahead. Along the way, you'll find the one that resonates with them, then they will help you seal the deal. It feels great when it happens!

It’s all about building genuine, authentic, reciprocal relationships. Take the time to actually get to know the people. This starts with doing your homework to research and learn about the family foundation and the people leading it. Use LinkedIn, Google, & ChatGPT. Here are some my favorite questions to get deeper and learn about their WHY, and what drives them and how I can help amplify their impact. Tell me about how you got to where you are today? What do you want your legacy to be? What does an ideal partnership look like to you? What are some of the current initiatives or changes the foundation is currently experiencing? Can you tell me more about that? What would make this the BEST year yet for your family foundation?

Apply the principle of UNCONDITIONAL LOVE to donors and prospects. Value and cherish the relationship regardless of a gift. Any other approach is somewhat self-serving and “conditional”. Plus, operating in an unconditional love framework is so much less stressful!

To network with family foundations for fundraising, leverage personal connections within your network to secure introductions or referrals. Additionally, attend philanthropic events, seminars, or workshops where you can interact directly with representatives from these foundations to pitch your fundraising goals and establish mutually beneficial relationships.

Research is Key: Identify foundations whose mission aligns with yours. Use resources like Foundation Directory Online to gather intel on their interests and past giving. Personalize Your Approach: Tailor your communications. Show how your nonprofit's goals intersect with the foundation's mission. Engage on Social Media: Follow and interact with foundations on platforms like LinkedIn. Share updates that resonate with their values. Leverage Mutual Connections: Use your board's networks to find introductions. A personal connection can make your organization stand out. Focus on Impact: Foundations want to see results. Highlight your nonprofit's impact and how their support can amplify it.