STAGE TWO

The most common statement I hear from Founders/Executive Directors, is “I Need Grant.” With all their time spent on running the nonprofit, there isn’t much time left to write grants—that, or they don’t feel skilled enough to write them themselves—which means there are a lot of nonprofit leaders looking for grant writers.

Where there is opportunity there is an opportunist

I’m often referred to for grant writing and by the time Founders get to me, quite a few of them say the same thing: “I got scammed by the last grant writer. They took my money and I never got anything.”  

Grant writers are expensive. Nonprofit leaders don’t have money they can just throw away like that. That’s why today, I’m going to share with you how to avoid getting scammed by one of these predators (I refuse to call them grant writers). There are things you can do to safeguard your money and increase your odds of paying for a solid product.

Not all grant writers are created equal.

The first thing you should do is establish a grant writer’s credibility. Just because a person calls themselves a grant writer doesn’t mean they are a good one.

I remember when I first started writing grants back in the early 90s. I didn’t know that there was a system to grant writing: buzzwords, methods for increasing your score (heck, I didn’t even know Funders scored the proposals!), that there are common sections in most grants, and what Funders are really looking for when they ask certain questions. This knowledge makes a huge difference in developing a competitive proposal. It’s knowledge that is learned over time—and it’s really what you’re paying for when you hire a grant writer.

How do you know if a grant writer is a novice or seasoned? Ask them a few questions:

• How long have you been writing grants? How many have you won?

• What’s your largest award? What year did you receive it? For what organization?

• What type of agencies are you successful writing for? (e.g., foundations, government)

• What type of proposals do you write? (E.g., program, research, direct services, education, youth development, seniors, environmental, disease, prevention/intervention, wrap-around services)

Ask them: “Because I’m a new organization, I don’t have much of a track record. How would you address that question on a grant?”

The answer could be any of the following:

✅ “Did you do this work prior to establishing a nonprofit? If so, then I’d talk about your years of experience delivering this type of program. I will establish you as the subject matter expert, so it doesn’t matter that your organization doesn’t have a track record—you do as the expert in the field.”

✅ “Who is on your board? If you have reputable leaders governing your nonprofit, I’ll talk about their impact in your field, their access to resources, opportunities, and their ability to guide the organization. If, for example, any of them have published or sit on committees or associations/boards that will help establish credibility—and makeup for your organization’s lack of track record…”

Another question I’d ask is: “How do you go about obtaining content for your proposals?”

🚩 A red flag is if the grant writer does not say they will meet with you/your staff to get an understanding of your programs.

Scammers don’t care. They know they’re going to take your money and run, so they won’t invest time in meeting with you. So if they say, “I’ll review your website and brochure,“ then they aren’t committed to understanding the nuances of your program—and those are usually what makes a proposal unique!

If they say, “I am an expert in this area. I’m going to write what wins the grant.” Be very leery. A grant writer should have expertise in a field/area, but the proposal should highlight your organization’s programs and experts. So if they’re writing a proposal without input from you or your staff, it’s a red flag. 🚩

Need one-on-one help with starting your nonprofit? Hit me up!

Here are a few questions a grant writer should ask you prior to agreeing to take you on as a client:

❓Have you filed your 990s for the previous 3 tax years?

If you haven’t been established for 3 years or more, this doesn’t apply. This question lets a seasoned grant writer know whether or not your 501(c)(3) has been revoked by the IRS. Writing a grant is a waste of time if your tax-exempt status has been revoked. (I wouldn’t take your money knowing you can’t be funded and I wouldn’t waste my time writing a proposal that is going nowhere).

❓Do you have an annual budget/what’s your organization’s budget?

If the grant writer does not ask you this question, run! The budget is the most essential part of a proposal. Every Request for Proposal (RFP) will require a budget. If your organization does not have a budget, it says a lot about where you are as an organization, what you know/understand about nonprofit management, and your organizational infrastructure. (This is the question that lets me know if you are a novice or seasoned nonprofit leader, and whether I want to put in all the extra work it is going to take to make your organization “look” like a bona fide nonprofit.)

❓Who is on your Board of Directors?

I know right away if a nonprofit organization will be competitive by the people who sit on their board. Most start-up organizations have friends and family members as their board members. This is a red flag for Funders: having members on your board without a high level of expertise in the field your nonprofit is focusing on. The board is charged with governance and fundraising. If your nonprofit provides direct services to youth with special needs, and your board doesn’t have one special education teacher, social worker, child advocate, or psychologist, it says a lot about your organization. So, as a seasoned grant writer, I’m not going to take your money or waste my time. Your proposal won’t be competitive.

❓How many participants do you serve monthly/annually? How do you know if your organization is making a difference in your community? Do you have documented proof?

This is what the grant writer has to prove in order for your organization to receive funding: that you either have made an impact or can make an impact. If a grant writer doesn’t ask something remotely close to what your measurable results are, that’s a red flag.

Another way to determine if this person is credible is to do your research. Ask them for three references. Call the references and ask them about their experience. Did they deliver on their promises? Were they happy with the final product? Did they win the grant? If so, how much? If not, did they receive feedback from the funders? What were their comments about the proposal?

The best way to find a credible grant writer is through referrals. If you don’t know any organizations you can reach out to, you can always look at the Funder’s “Grants Awarded” page. They list the organizations they’ve funded. Call the Executive Director and inquire about who wrote their grant (you know it was a winning grant!). Sometimes, the Executive Director will be the person who wrote the grant. Ask them if they write grants on the side. Or, ask them if they know any grant writers they feel confident recommending.

CYA

The most important thing you can do is create a structure where you can protect yourself. Sign a contract. Contracts are legally binding and in the event the grant writer ghosts you (completely disappears, stops returning your calls, etc.), you can take legal action to recoup your investment.

More importantly, the contract outlines expectations and deliverables. For example, in my agreement, I include language that explicitly states that the final product belongs to the client. I also charge clients either half up front and half upon completion or ⅓ up front,  ⅓ mid-way through, and ⅓ upon completion, depending on their financial situation.

Never, ever, ever pay a grant writer 100% of the fee upfront. Once they have all of your money, there’s not much you can do. At least, if you put down half or one-third, if they start acting funny-style, you can make the decision not to continue with them. And never pay cash. Create a paper trail. Pay with a credit card, cashier’s check, or company check. Be sure to ask for a receipt.

I suggest outlining in the contract that payment is contingent upon production. I provide my clients with the first couple of sections of the proposal to review to:

1. Make sure I’m writing the narrative with accuracy. I won’t lie. Sometimes I include things that I know will get funded. But I let my clients know that it’s important that those are things that they feel comfortable doing and that they align with their mission and scope of services.

2. Show them that I am delivering. The best way to demonstrate my skill and that I am delivering on my promise is to let you read it. I let my clients read enough to get a feel for the tone, direction, and professionalism—but not enough so they can take the finished product and not pay me the balance. (Yes, I made that mistake before).

At the end of the day, the best way to avoid being scammed is by doing your due diligence.

Know that these predators have been at this for years. They have websites, business cards, and talk a good talk. So don’t be too quick to hand over your money to the first person who calls themselves a grant writer. Instead:

❇️ Do your research

❇️ Get referrals from nonprofit leaders who have had success with grant writers,

❇️ Contact your local elected officials and nonprofit management foundations and associations

I’ve been asked about Facebook forums, and my experience is that’s where they lurk. They wait for stressed-out Founders and Executive Directors to post that they’re looking for a grant writer and BAM!

“IM Me.”

In those instances, reach out to the forum administrator and ask the group if anyone has used that person’s services before and what their experience was. It will take some time, but I promise you it will be worth it in the long run.

Click Here for an easy-to-read copy of The Questions to Ask a Grant Writer Before You Hire Them.