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The New Grant Consultant:

3 Things to Ask in a Client Interview

When a potential client calls a consultant, it is often thought that the nonprofit has the upper hand. Many
consultants – especially newbies – are so eager to sign on new clients that they forget that they too have the
power to choose. Just as a nonprofit will look at multiple factors before hiring the right candidate, consultants
should also ask some pertinent and difficult questions before signing on the dotted line.

Must Haves:
Without these items, most nonprofits will not be eligible to seek grants from foundations and other types of
funding entities. A consultant should never assume that these items are present; it is always best to ask during
conversation.
 501 c 3 status
 Board of Directors
 In operation for at least 1 year
 Active programs

In rare cases, especially for extremely innovative programs, seed money may be available for organizations that
have not yet begun operations and can work through an established fiscal agent. However, these cases are few
and far between.

Should Haves:
Apart from the must-have documents, the following items possess an almost equal importance from a grant
seeking perspective:
 Strategic plan  At least 50% board giving
 Audited financials  At least one paid staff member
 Active fundraising  In operation for 3 years or more
 Outcome measurements  Proper accounting and financial practices

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The above, although not required by funders, should be present if an organization wants to be successful in
grant seeking. Most of the items point towards good management practices; funders typically consider these
items to judge the soundness, credibility and sustainability of potential grantees. If one or more of the Should
Have’s are lacking, the consultant can offer to help make improvements, for example by holding board trainings
or giving referrals to audit firms.

Nice to Haves:
What sets one client above the rest? They will have:
 100% board giving
 Board involvement in fundraising
 Diversified fundraising stream
 Other development staff

On this last list belong a consultant’s prime clients – the ones with the most potential for successful grant
seeking. Since funders always ask some hard questions, it is always easier to create a powerful case for support
when the above factors are already in place.

Consultants should remember, however, that organizations that lack items from any of these lists should not
necessary be eliminated from consideration. Rather the consultant should dig deeper into the reasons and try to
address those issues first. It is possible that there is another way apart from proposal writing in which the client
can be better assisted.

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