Unlocking large grants - how not-for-profits can succeed through strategic partnerships

For many not-for-profits (NFPs), securing large grants can feel like an uphill battle. Despite the abundance of funding opportunities, many organisations miss out on these essential resources due to a lack of strategic partnerships and proactive planning. But here's the reality: forming and facilitating partnerships effectively is a form of selling. And in the NFP world, it’s about selling your value, your impact, and the long-term benefits of collaboration to both your partners and funders.

This blog will explore why having a process to facilitate partnerships is crucial for NFPs, how a proactive approach can help unlock larger grants, and why NFPs should start viewing themselves as valuable service providers. We’ll also look at successful international examples and why partnership facilitation should be treated as a strategic priority, not a reactive task.

The Reactive trap - missing the funding window

Too often, NFPs approach grant applications reactively. They wait for the announcement of a funding opportunity and then rush to pull together a proposal and form partnerships at the last minute. This creates subpar applications, weak collaborations, and missed opportunities.

Why does this happen?

• Lack of proactive planning

• Many NFPs don’t plan ahead or develop programs and partnerships in advance of grant opportunities. This results in a scramble to meet deadlines with inadequate preparation.

• Weak, last-minute partnerships

• Partnerships formed at the eleventh hour lack the trust and shared purpose needed for meaningful collaboration, leading to disjointed proposals that don’t stand out.

• Narrow focus on administering

• Many NFPs assume they need to take on the full facilitation and administration of grants. But by failing to position themselves as service providers, they miss the chance to partner with larger organisations who could share the load and amplify their impact.

The missed opportunity - becoming a Fee-for-Service provider

One of the biggest missed opportunities for NFPs is the reluctance to position themselves as fee-for-service providers within larger grant-funded projects. Instead of always being the primary facilitator or administrator, NFPs can carve out a role that leverages their expertise and delivers measurable outcomes without taking on the entire project’s responsibility.

Why is this important?

• Diversifying revenue

  By being a fee-for-service provider, NFPs can access new revenue streams while contributing their unique strengths to larger initiatives.

• Strengthening partnerships

  NFPs offering specialised services that align with broader goals enhance their credibility and value within partnerships, which leads to long-term collaboration.

• Building credibility

  Delivering specific, high-impact services within a grant shows funders that you can deliver tangible outcomes, building trust and increasing chances of future funding.

The importance of a process to facilitate partnerships

The key to securing large grants is having a structured process in place for facilitating partnerships. This isn’t something that can be thrown together at the last minute. Building successful partnerships is about engaging potential collaborators early, co-designing programs with mutual benefits, and positioning your organisation as a valuable service provider within those partnerships.

Why is this process crucial?

• Efficiency

  A structured process allows NFPs to quickly and effectively engage potential partners with clear, organised proposals that are already aligned with both community needs and funder expectations.

• Building trust

  Partnerships built on shared goals, clarity, and long-term collaboration stand the best chance of success. A process ensures that these foundations are solid.

• Selling your value

  Facilitating partnerships is about selling—showing partners and funders how your organisation’s specific expertise and services will lead to better, more impactful results.

The role of selling in partnership facilitation

Effective partnership facilitation is essentially about selling—selling your organisation’s value, impact, and ability to deliver results. NFPs must actively position themselves as valuable contributors to joint initiatives, offering specific services that enhance the overall program.

Theoretical Support

• Relationship marketing theory

  This theory highlights the importance of long-term relationships built on trust and mutual benefit. In the NFP sector, proactively building these relationships aligns perfectly with this concept, as it creates a foundation for sustainable collaboration and funding.

• Collaborative governance models

  These frameworks suggest that structured partnerships, clear communication, and defined roles are key to successful collaboration, especially in joint grant applications. A process for partnership facilitation is crucial in ensuring clarity and alignment.

• Service-based sales approach

  NFPs that position themselves as service providers within grant applications are essentially selling their expertise. By offering specialised, outcome-focused services, they can enhance the program’s overall impact and attract larger funding.

International success stories - partnership-driven grants

Several international organisations have mastered the art of proactive partnership facilitation, using structured processes to secure large grants and create long-term impact.

1. BRAC (Bangladesh) - By proactively building partnerships with governments and international NGOs, BRAC positions itself as a key service provider in large-scale projects, securing multi-year funding from major funders like the Gates Foundation and World Bank.

2. Mercy Corps (Global) - Mercy Corps focuses on aligning its services with the specific needs of funders and local governments, co-designing programs with clear, measurable outcomes. This approach makes them highly attractive to large-scale funders.

3. Teach For All (Global) - Teach For All has built a network of global partners through proactive engagement, co-designing educational programs with measurable, local impact. Their ability to align partners and funders around shared outcomes has secured significant global funding.

The path forward - proactive partnership facilitation for NFPs

NFPs need to shift from reactive grant seekers to proactive partnership facilitators. Building a structured process for engaging partners and selling the value of collaboration will position NFPs to secure larger grants and achieve greater impact.

Key steps include:

1. Identify and engage partners early

   Develop relationships with potential partners well before funding opportunities arise, ensuring you are grant-ready when applications open.

2. Tailor your pitch

   Create clear, compelling proposals that demonstrate the mutual benefits of collaboration and highlight your specific contributions.

3. Sell your value

   Position your organisation as a valuable service provider, offering expertise that enhances the overall program while adding measurable value.

4. Formalise partnerships

   Use MOUs to establish clear roles and responsibilities, ensuring that all parties are aligned in their objectives.

Your key to large grants—strategic partnerships

Not-for-profits need to move beyond reactive approaches to grants and adopt a proactive, partnership-driven strategy. By viewing partnership facilitation as a form of selling and implementing a structured process to build these relationships, NFPs can unlock larger funding opportunities and create lasting community impact.

This is where SynergyWorks Consulting can help. Our team specialises in helping NFPs develop and facilitate strategic partnerships that align with their mission and unlock larger grants. We offer tailored consulting services to guide your organisation through this process—from identifying potential partners and designing collaborative programs to securing funding and delivering impact.

Ready to take your not-for-profit to the next level? Contact SynergyWorks Consulting today for a consultation on how we can help your organisation build meaningful partnerships and secure the funding you need to make a difference. Visit us at www.synergyworksconsulting.com.au and let’s work together to unlock new opportunities for growth and success.