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If you’re tired of chasing dead-end applications or hearing “we don’t accept unsolicited proposals,” this episode is for you. We dig into how to build a smarter pipeline by prioritizing funders that welcome new grantees. Then we tackle the myth of “hard-to-fund” programs (arts, advocacy, civic education, etc.) and show you how reframing your work to match donor priorities can unlock dollars without changing your programming.

On this week’s episode of The Small Nonprofit Podcast, grant expert DeaRonda Harrison shares practical ways small and mid-sized nonprofits can sharpen their prospecting and reposition “tough” programs, especially in shifting political climates. You’ll learn how to identify real opportunities, speak to funder focus areas, and package your outcomes in ways that resonate.

The Highlights

Prospect where the odds are real: Use research tools to identify funders who funded new grantees last year and build your pipeline around them instead of chasing closed doors.
Positioning beats “hard-to-fund”: No program is inherently unfundable; reframe outcomes to align with funder interests.
Mindset shift for momentum: Swap “our program is hard to fund” for “we haven’t matched the right funder-message fit, yet.”
Save time, increase wins: Stop spending time on “no unsolicited proposals” and redirect to open, new-grantee-friendly funders.

Actionable Tips for Nonprofits

Start your list with “new grantees” filters: Find 20–30 funders who added new organizations last year; prioritize by alignment and deadlines.
Write a 1-paragraph positioning brief: For each program, list the community problem, your outcome, and 1–2 crosswalks to current funder priorities (e.g., “street outreach → community building”).
Qualify fast: If a funder is closed to unsolicited proposals and has no pathway to connect, park them for later and move on.
Collect proof points: Gather quotes, stories, or early indicators (surveys, sign-ups, attendance) that validate your reframed outcomes.

Resources and Links

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Connect with the show: Watch the episode on YouTube; follow Maria Rio on LinkedIn for more conversations and resources. Or support our show. We are fully self-funded!
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