David Lansdowne

“[To make a ‘human case’ for your mission when approaching major donors], you must know your ‘product.’ That is, you must be familiar with the aims of your organization, who it serves, how it affects people’s lives, and you must have a real sense of your prospects’ needs, wants, hopes and ambitions. “Attempt to identify one or two possible projects that match what you believe are your prospect’s interests. Then, after gaining support for your organization’s overall mission, present these projects, document their need, and show the benefits that will result if either or both are funded. “Be sure the projects are challenging,