Many NGO leaders in Nigeria believe that a brilliantly written grant proposal is the key to unlocking funding. While a strong proposal is essential, it’s only half the story. The unspoken truth of the development sector is this: funders give to organisations they know, trust, and believe in. That trust is built through relationships.
Effective Networking with Funders is not about schmoozing or making transactional requests; it’s the strategic art of building genuine, professional relationships long before you ever submit an application. In the hybrid world of 2025, this means mastering both in-person events and savvy online interactions. This guide is your playbook for turning brief encounters into lasting partnerships.
The Golden Rule: It’s About Relationships, Not Transactions
Before we dive into tactics, embrace this mindset: your goal is to learn, share, and find alignment, not to make an immediate “ask.” Approach every interaction with curiosity. What are the funder’s priorities? What challenges are they seeing in the sector? When you focus on building a relationship based on mutual interest, the funding conversation becomes a natural next step, not a forced pitch.
Part 1: Mastering In-Person Events (Conferences & Workshops)
Events are invaluable for face-to-face connections. Don’t just show up; show up with a plan.
Step 1: Before the Event: Do Your Homework
This is the most critical step. Never walk into a room blind.
- Get the attendee list: If possible, find out which organisations will be present.
- Identify 3-5 target funders: Who on that list is most aligned with your work?
- Research their representatives: Look up the program officers on LinkedIn. What are their roles? What have they posted about recently?
From Homework to Smart Work: The Role of Intelligence
Knowing who will be at an event is crucial. But how do you even identify which funders to target in the first place? That’s where deep intelligence comes in. At grantsdatabase.org, we provide detailed profiles of funders active in Nigeria, outlining their thematic areas and past projects. Using our database for your pre-event research allows you to walk into any room with a clear, strategic focus, knowing exactly who you need to connect with. Our resources section can also help you prepare the talking points for those conversations.
Step 2: During the Event: The Art of the Approach
- Listen more than you talk: Ask intelligent questions based on your research. “I saw your foundation recently funded a project on girls’ education in Sokoto. What were some of the key learnings from that initiative?”
- Use your “Elevator Pitch”: Be ready with a concise, 30-second introduction to your work.
- Formula: “We are [Your NGO Name], and we [what you do] for [who you serve]. For example, last year we [one key impact]. We’re exploring how to [your future goal].”
- Know when to exit: Don’t monopolize a program officer’s time. After a brief, meaningful conversation, say, “It was great speaking with you. I’d love to follow up with a brief email next week.”
Step 3: The Follow-Up: Where the Real Work Begins
A conversation without a follow-up is a wasted opportunity.
- Be prompt: Send a personalized email within 24-48 hours.
- Add value: Reference your conversation and share a relevant article or a link to your recent impact report.
- Make a soft call-to-action: Request a brief 15-minute introductory call in the coming weeks.
Part 2: Winning at Online Interactions (LinkedIn & Email)
In today’s digital-first world, your online presence is your new handshake. For excellent general advice on this, articles from sources like the Harvard Business Review provide timeless tips on building professional relationships.
1. LinkedIn: Your Digital Handshake
- Optimize Your Profile: Have a professional photo and a headline that clearly states your name, role, and organization (e.g., “Program Manager at Tech for Youth Nigeria”).
- The “Warm” Connection Request: When connecting with a program officer, always add a note. “Dear [Name], I’ve been following the [Funder’s Name]’s impressive work in climate adaptation. As the director of an NGO focused on mangrove restoration in the Niger Delta, I’d be honored to connect and learn from your insights.”
- Engage with Their Content: Before you ever need anything, engage with their posts. A thoughtful comment on an article they share builds familiarity over time.
2. The “Cold” Email (That Feels Warm)
If you can’t connect on LinkedIn, a well-crafted email can work.
- Subject Line: Make it clear and professional (e.g., “Introduction: [Your NGO Name] & Alignment with [Funder’s Focus Area]”).
- Structure: Keep it short. Acknowledge their work, briefly introduce yours, clearly state the alignment, and make a polite request for a future conversation.
Conclusion
Successful Networking with Funders is a long-term investment in your organization’s future. It’s a discipline built on preparation, genuine curiosity, and professional persistence. By moving beyond simple transactions and focusing on building authentic relationships, you transform your organization from just another applicant in a pile to a trusted partner in creating change.
