CHAPTER TWO

WHERE THE MONEY IS: CONDUCTING EFFECTIVE PROSPECT RESEARCH

[Strategy is] a plan of action designed in order to achieve some end; a purpose together with a system of measures for its accomplishment.

REAR ADMIRAL JOSEPH C. WYLIE, MILITARY STRATEGY: A GENERAL THEORY OF POWER CONTROL

So far, we have reviewed the basic principles of guerrilla grantsmanship: viewing grantmakers as customers, showing them deference, and addressing their basic priorities and concerns, while always operating with realistic expectations and being able to demonstrate the financial support of others. We also noted that grantmakers have either direct or indirect authority to make grants, and that they may be approached by the grantseeker directly, indirectly, ...

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