From Invisible to Funded – How a Young Organisation Secured Its First Grant
By Lucy Njue
What do you do when your organisation is full of passion and potential – but funders won’t give you a second look?
That was the reality facing a young network organisation I once worked with. Barely two years old, they represented a growing coalition of grassroots groups tackling urgent community challenges across Kenya. Their ambition was clear-but in the grant world, ambition isn’t enough.
Funders wanted evidence: “Have you successfully managed donor funds before?” They hadn’t. And yet, their impact was undeniable. So, we had a decision to make. Wait years to build a conventional track record through small projects, hoping funders would eventually notice us. Or position ourselves differently – and earn credibility from the outset.
We chose the latter.
The Turning Point – Rethinking Positioning and Partnerships
The breakthrough didn’t come from rewriting the proposal. It came from rethinking how we showed up. We approached an established, well-resourced organisation with a bold proposition: bring us on as a sub-grantee in their next application. It was audacious – but strategic. Why would they take a chance on us? Because we didn’t position ourselves as a risk – we positioned ourselves as an asset.
We developed a strategy that reframed us from risk to value-add. We leveraged the collective credibility of our network. While the lead organisation was new, our member groups had deep, documented community presence. We showed how our involvement would strengthen their proposal. Not dilute it. We emphasised our grassroots advantage. Big organisations often struggle with local reach. We had it. We aligned our role with their strategic objectives. We weren’t asking for inclusion – we were offering value.
After several rounds of conversations and strategy sessions, they agreed. Together, we co-designed and submitted a joint proposal.
The Breakthrough – A Game-Changing Grant
The proposal was funded. And with it, came more than just resources – it brought recognition. That grant became a springboard. The young organisation could now confidently say: We’ve managed donor funds, delivered impact, and partnered effectively.
That first “yes” transformed their fundraising trajectory.
What If You Have No Network to Leverage?
Many early-stage organisations face a tougher reality: no funder relationships, no partners, no prior funding history. It’s the classic chicken-and-egg dilemma:
You need funding to build impact – but you need impact to secure funding. So how do you move forward when you lack both a track record and an established network?
The answer lies in two powerful levers within your control – demonstrable impact and strategic relationship-building.
Start Where You Are – Prove Impact Without External Funding
You don’t need a major grant to begin making a difference. Mobilise volunteers, seek in-kind support, or run micro-projects funded through local contributions. Even small wins – when documented well – can build your credibility and demonstrate your capacity for impact. Additionally, consider income-generating activities (IGAs). Not only do IGAs provide financial stability, but they also reflect a proactive, self-reliant approach that funders respect.
Build Relationships Before You Need Them
Credibility isn’t built overnight. Start cultivating relationships with potential partners and funders early. Attend events, contribute to sector conversations, and show up consistently in the spaces that matter. Engage with grantmakers and their work – comment on posts, share insights, and demonstrate alignment with their priorities.
Beyond visibility – it’s about strategic presence. Engage with grantmakers on LinkedIn, comment on their initiatives, and show alignment with their priorities. By focusing on impact (no matter how small) and building relationships strategically, you create the foundation that funders look for – even before you receive your first grant.
Key Lessons for Organisations Without a Funding Track Record
- Partnerships can fast-track your credibility – If you don’t have a track record, look at the experience of those around you. Partnering with established organisations can give you the credibility funders seek.
- Position yourself as an asset – not a risk. Funders and partners don’t want to take unnecessary risks. Show them why working with you strengthens their project, expands their reach, or enhances their impact.
- Create small-scale impact with existing resources. Even without donor support, find creative ways to start implementing projects. Demonstrated action speaks louder than words.
- Build relationships before you submit proposals. Engage with potential funders through conversations, networking, and shared values before ever submitting a proposal.
Final Thought
Your first grant is within reach. A lack of past funding doesn’t mean a lack of future opportunities.
By thinking strategically, forming the right partnerships, and showcasing your strengths, you can position your organisation for funding success – even without a long track record.
(Lucy Njue is a Kenyan fundraising and sustainability strategist, and Founder and Executive Director of Realtime Insights)
