Grants Are Not a Hail Mary: How to Set (and Hit) Realistic Funding Goals

“Hope is not a strategy.” — Vince Lombardi (probably)

It’s February. Footballs have flown, confetti has fallen, and everyone’s still buzzing about that last-minute Hail Mary pass. But let’s be real: that’s not how you want to approach your grants strategy.

Stop Calling Plays from Desperation 🏈

Every year, we see it:

• Scrambling to find “any” grant that fits

• Praying that one big win will solve the budget gap

• Firing off proposals without a long game in mind

Here’s the truth: grants are not a Hail Mary—they’re a season-long strategy. And spoiler alert: the nonprofits with the highest win rates are more like championship teams than miracle workers.

So, let’s break down how to move from panic passes to precision plays.

Set Funding Goals that Actually Make Sense 🧮

Start by answering:

• How much funding do we really need?

• For what? (Programs, staffing, new initiatives?)

• What portion can realistically come from grants?

Don't forget: grants rarely cover core operations or ongoing overhead unless they're general operating awards. Be honest about where grants fit in your larger revenue strategy.

📈 The Nonprofit Finance Fund’s State of the Sector provides eye-opening data on revenue diversification—only 21% of nonprofits rely primarily on grant funding.

Use Historical Data to Forecast Smarter 📊

Don’t guess. Look at:

• How many proposals you submitted last year

• Your win rate

• Average award size per funder

If you won 4 out of 12 proposals at ~$50K each, setting a $1M goal for 2026 with the same staff and process isn’t “ambitious”—it’s fantasy football. 🎮

Try this simple equation: (Number of Grants x Average Award Size) x Win Rate = Projected Revenue

Target the Right Funders (Not All of Them) 🎯

Casting a wide net feels productive—but actually wastes time. Focus on funders who:

• Fund your type of work

• Have awarded similar amounts

• Prefer organizations like yours (in size, location, population served)

Use platforms like:

• Instrumentl

• GrantStation

• Candid’s Foundation Directory Online

Don’t forget local funders: regional family foundations, community foundations, and city/state-level grants may be more accessible than national players.

Align Internal Capacity with External Opportunity 📝

Before chasing 15 grants, ask:

• Who’s writing the proposals?

• Who’s collecting the data?

• Who’s managing reporting after the win?

If the answer is “Whoever has time,” pause.

Consider hiring a fractional grant officer or partnering with a consultant to keep your strategy on track without burning out your team. (Hint: we do that.)

Plan for Quarterly Wins, Not Year-End Miracles ⏳

Too many orgs wait until Q3 or Q4 to get serious about funding. Then it’s panic mode. Instead:

• Create a rolling 12-month grants calendar

• Space out deadlines to avoid overload

• Set quarterly funding targets

Just like football, games are won and lost quarter by quarter—not just in the final two minutes.

Invest in Strategy Before the Scramble 🏗️

A solid grants strategy is like preseason training. It includes:

• A funder prospect pipeline

• Clear priorities based on mission and capacity

• Internal systems for budgeting, data, and storytelling

Don’t have one? This blog post breaks down the difference between strategy and writing.

Measure Success Beyond the Dollar Signs 📈

Of course funding matters—but it’s not the only KPI.
Track:

• New funder relationships started

• Reviewer feedback or scores

• Partnerships built through collaborative proposals

These all build momentum—even if you don’t score every time. (Nobody goes 100% from the field.)

Let 2026 be the year your team wins on purpose. 📣 Game on.

Final Whistle: Win with a Playbook, Not a Prayer 🏁

You don’t need a miracle. You need:

• a clear goal,

• a strategy tailored to your strengths, and

• the discipline to show up and execute—week after week.

And if you need a coach to help call the right plays, Carinci Consulting’s got you covered.

📅 Book a free strategy call: https://www.carinciconsulting.com/schedule.

📨 Email us at hello@carinciconsulting.com to strategize.