FIVE FRUSTRATING THINGS THAT FUNDERS SAY - AND HOW TO RESPOND

​One of the first rules of trusts fundraising is that relationships are crucial – but forming them can feel harder than ever.
 
This is the inevitable result of an ultra-competitive climate. With so many funders inundated by interest, they’re taking steps to minimise the number of applications they receive, and the time they spend communicating with applicants.
 
As a result, many fundraisers scratching their heads by the lack of feedback, the requests for no unsolicited applications, and cryptic guidance notes. Sometimes it feels like funders and fundraisers are barely speaking the same language – but with more understanding on both sides, there’d be less wasted time all round.
 
We recently launched a new one-day trusts fundraising course – and, in response to the widespread confusion and frustration out there, we included a ‘What funders say, what they mean and what to do about it’ segment.
 
Having gathered feedback from loads of charities and social enterprises, and compared it to our own experience, we’ve developed a list of five frustrating things that funders say, and what you can do about it:

Many funders are inundated with applications and seem to be on lock-down - but what can you do about it?

1. We don’t fund core / running / salary costs
 
The funder’s point of view: personally I think that charities need to invest in being strong, well-run organisations more than ever, despite the media obsession with things like management and admin costs. Sadly, funders are often more drawn to shiny, tangible projects. There are legitimate reasons for this: funders have their own charitable objectives and wish to demonstrate impact for what they give, and projects often feel cleaner, simpler to understand and more likely to produce short-term results.

However, it’s easy to misunderstand what funders mean when they say they don’t fund core or salary costs. Often, they mean they won’t fund these costs as stand-alone items, or don’t want to pay to simply keep people in jobs. It doesn’t necessarily mean they won’t fund core or salary costs as a part of a project, if packaged well. 

How to respond:

• Develop thorough project budgets which include a proportionate contribution towards key staff costs.
• Include a contribution towards overhead costs where possible – if in doubt, check with funders what they allow.
• Identify specialist funders who do fund running and/or salary costs
• Adopt a full cost recovery model where you understand the true cost of your projects and develop funding applications to match – this will prevent you having to ‘dip in’ to core funding to sustain projects. 

2. We only fund new ideas and activities
 
The funder’s point of view: a bit like magpies, funders are often attracted to shiny things – that means new, exciting and innovative projects. This can be infuriating, particularly if you’re seeking funding for a project that you know works and is needed more than ever. It’s often driven by concerns about sustainability – funders don’t want to feel relied upon to keep supporting the same work year on year, or may feel that it’s better value for money to make a smaller contribution to test a pilot project that can then be scaled up.
 
How to respond:

• Take every opportunity to speak to funders before applying – ideally a written application shouldn’t be the first they hear about your project.
• Don’t take your projects for granted – they may not feel new to you, but can you still explain why they’re innovative in your field?
• Show the learning process – have you evolved your approach over time, based on lessons learned and feedback from beneficiaries? Does new research or the political climate make your work more necessary?
• Show how your project can be a catalyst for policy change, or broader work by bigger organisations.

The Magpie Foundation provides seed funding for shiny new innovative ideas, not your vitally important ongoing project

3. We don’t fund work which is a statutory responsibility
 
The funder’s point of view: this is something I find very frustrating, particularly at a time when an increasing number of activities are seemingly being abandoned by statutory services. However, many funders simply don’t want to feel that they’re just picking up the slack for government spending cuts, or don’t recognise how what you’re doing is different – particularly in areas like residential care, housing and employment support.
 
Applying for direct replacement funding is a bit like going on a date and talking about your ex-partner the whole time – if you make a funder feel like you’re only interested in them to replace something you used to have, don’t expect them to feel special and excited about partnering up with you.
 
How to respond:

• Take the time to research and explain why your work is vital in relation to the social context and what your beneficiaries need, rather than just pitching it as the same project that used to be statutory-funded.
• Show how your work is different, better or more innovative than related statutory services.
• Demonstrate social return on investment – does your work actually save e.g. the NHS money?
• Know when to walk away from a funder that simply isn't the right fit – this avoids wasted time all round.

 
4. We don’t accept unsolicited applications
 
The funder’s point of view: in the current climate, many funders are inundated by applications, lots of which are poor quality or don’t meet their priorities. As a result, they choose projects based on personal recommendations or their own research. This helps them to make better use of their limited resources.
 
How to respond:

• Don’t just apply anyway – funders won’t change their mind and won't appreciate you ignoring their guidelines.
• Send a short letter introducing your work, enclosing an annual report or inviting them to visit you – make it clear that you’re starting a conversation, not asking for funding.
• Develop a relationship – do you know anyone who can introduce you? Can you subscribe to their newsletter or connect on social media?
• Ask their advice – have they funded similar projects that you can learn from, or do they know any other funders who might be able to help?

 
5. We don’t enter into discussions about funding in advance or provide feedback
 
The funder’s point of view: again, this is often driven by a lack of resources. Funders prefer to dedicate time to the organisations they’re funding. Also, feedback can be contentious – perhaps they used to provide it, but often got a negative reaction. Finally, they may simply have nothing meaningful to tell you, if they couldn't find any fault with your project but had to make a tough decision between several organisations they liked.
 
How to respond:

• Critique applications yourself in advance – read any guidelines carefully, see how you compare to other similar projects they have funded, and ask someone less familiar with your work to review your work.
• Look to build a relationship with funders in advance, so they’re more likely to help you.
• Phone rather than email – you may get ‘off the record’ feedback, rather than a generic email response.
• Meticulously record any feedback – you won’t get much, but you can gradually build a picture over time.
• Accept that competition is tough and move on – your time may be better spent on the next application.

To learn more about how to build relationships with funders, write compelling applications and develop a successful trusts fundraising programme, click here to check out our training courses.