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Module 6 For Nonprofits intermediate 40 min

Client Support & Business Development

Standardize the parts that should not vary

For Directors · Fundraising, board relations, strategy

You're viewing the Program Manager track. These Executive Director exercises are also here. Switch to Executive Director in the top bar to focus them.

Turn Every RFP into a 20-Minute Customization

A new funding opportunity drops. Instead of rewriting a capability statement from scratch, you keep a master version and let AI tailor it to this specific funder in minutes.

Recommended tool

claude

Claude keeps your capability bank in context and adapts it cleanly to each new funder.

Bring to the exercise

  • Your Org Context Document with a "capability bank" (real numbers, named projects, certifications)
  • The funder or RFP details
Step 1

Tailor the statement to this funder

Produce a one-page capability statement aimed squarely at what this funder actually cares about.

What to substitute before pasting

  • WHAT THEY FUND: [PRIORITIES] Paste the funder’s actual language; do not paraphrase it
[PASTE YOUR ORG CONTEXT DOCUMENT AND CAPABILITY BANK]

Draft a one-page capability statement for this opportunity:
"""
FUNDER / AGENCY: [NAME]
WHAT THEY FUND: [PRIORITIES]
SCOPE: [WHAT THE RFP WANTS]
DEADLINE: [DATE]
"""

Structure: org snapshot (3 sentences), core competencies, past performance (2 examples with real numbers), differentiators (3 bullets), contact and certifications.
What good output looks like
  • Past performance uses real, named numbers from your bank
  • Differentiators speak to THIS funder, not a generic pitch

Verify before using AI's output

For Program Managers · Budgets, grants, operations, client support

You're viewing the Executive Director track. These Program Manager exercises are also here. Switch to Program Manager in the top bar to focus them.

Let AI Do the Math on a Client Referral

You support small-business clients and one needs a debt-coverage check before a lender conversation. AI handles the math and the explanation; you keep the relationship and the judgment.

Recommended tool

gemini

Gemini is reliable on arithmetic and clear step-by-step explanations of the numbers.

Bring to the exercise

  • Anonymized client financials (revenue, expenses, existing debt, cash on hand)
Step 1

Calculate and explain

Get a clear debt-service-coverage read plus what a lender will ask, in plain language.

What to substitute before pasting

  • REVENUE: [NUMBER] Anonymized figures only; no client names
Here are anonymized financials for a client I am helping prepare for a lender conversation.

"""
REVENUE: [NUMBER]
OPERATING EXPENSES: [NUMBER]
EXISTING DEBT PAYMENTS: [NUMBER]
CASH ON HAND: [NUMBER]
"""

Calculate the debt-service-coverage ratio, explain it in plain words, benchmark it against the typical lender threshold of 1.25, name the 3 numbers a lender will focus on, and suggest 2 things the client could do in 60 days to strengthen the file. Flag anything I should verify.
What good output looks like
  • The DSCR math is shown, not just asserted
  • The 60-day suggestions are concrete and realistic

Verify before using AI's output