I use a retainer model to provide ongoing grant writing support for mid-sized nonprofits. Most of the nonprofits I work with have an organization budget of at least $8M+.
Retainers work great when the relationship is at least for 6 months and there are a number of grant writing tasks. Additionally, the retainer fee ensures that I have consistent revenue. It is like a guaranteed check similar to your 9-5 but BETTER with no limit on income.
How my retainer works:
I don’t make an agreement on the number of deliverables per month because grant deadlines are not consistent each month. There can be as many as 5+ one month and 1 or 2 the following month. There’s no way grant proposals and/or reports can be evenly spread out each month. I don’t even guarantee a number per year because, again, there are so many caveats.
June First Firm implements a signature retainer combination package for clients that receive ongoing grant writing support. This package includes prospecting (ongoing research), cultivation, writing, and reporting. I position my retainer to highlight these services (outcomes) vs. the number of grants submitted in a month/year. When you focus on the number of grants, you run into the problem of applying for grants that are not a good fit because you’re trying to hit a number. NOT GOOD!
I also do not track hours. I know this is difficult for some people to comprehend because they need to track their hours but that doesn’t work for me because I focus on activities/outcomes.
My retainer model agreement includes language similar to – June First Firm will provide the following services:
• Review current funders and pitch new funders
• Create Grant Calendar and sort by deadline and priority
• Work with program teams on the development of grant application materials
• Conduct and synthesize complex research for strong needs statement
• Lead brainstorming in coordination with program teams for the report requirements
• Draft program budget in coordination with the finance team
• Draft proposals for review and make the necessary revisions
• Update proposals for final submission
If you want to get away from guaranteeing a number of grants, you will need to educate potential clients before you work with them. None of my clients expect a specific number of grants from me, and it works because clients start bringing in six figures in grant awards, some as soon as 6 months.
Now, there are special occasions where an organization will hire me to provide grant writing services based on a list of grants that includes a number of grants within a number of months. But that is different from my retainer model of services.
How are your retainer fees set up?
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