Unlocking the Power of Major Grants: Susan Schaefer’s Proven Strategies for Nonprofits

In the world of nonprofit fundraising, much attention is given to major gifts—large donations from individual donors that can significantly impact an organization’s financial stability. However, for nonprofits that rely more heavily on foundation funding, major grants represent a similarly pivotal source of support. Despite their importance, the concept of securing these large, transformative grants remains relatively underexplored in the nonprofit sector. This is where experts like Susan Schaefer, founder of Resource Partners, step in. With decades of experience working with major foundations, Susan has developed a niche consulting practice dedicated to helping nonprofits tap into the power of major grants.

Susan's journey in nonprofit fundraising began in higher education, where she spent four years raising funds from parents and alumni. The experience, while challenging, taught her valuable lessons in persistence, resilience, and how to make a persuasive case for an organization.

“I was that person calling alumni for donations, and while it wasn’t always glamorous, it instilled a strong foundation in the skills necessary for fundraising,” Susan says.

After transitioning into roles focused on foundation partnerships, Susan worked with organizations like the United Negro College Fund (UNCF), where she had the opportunity to collaborate with some of the largest funders in the country. This experience laid the groundwork for her current consulting practice, which helps nonprofits navigate the complex world of major grants—large, leverageable funding sources that can be game-changing for organizations in need.

According to Susan, major grants are a crucial but often overlooked component of nonprofit funding. 

“Major grants are the largest and most leverageable partnerships that nonprofits have with foundations,” Susan says. “While many nonprofits pursue these grants one at a time, I encourage organizations to treat them as a body of work … similar to how we approach major gifts in individual fundraising.”

In this approach, nonprofits not only target individual grants but they develop a strategy that encompasses their top-tier foundation portfolio. This shift in perspective allows organizations to plan for sustained, long-term funding rather than piecemeal support.

While the idea of major grants may seem daunting, Susan insists that the process can be highly rewarding when approached strategically. Over the years, she has helped organizations secure major grants across a variety of fields, from healthcare and human services to civil rights and climate change.

One of the key aspects that sets Resource Partners apart is their commitment to empowering nonprofit leaders with the tools they need to sustain their major grant efforts long after the initial partnership is formed. 

“It’s not just about securing a grant,” Susan says. “It’s about building the skills within an organization to continue doing the work independently. I work closely with clients, and then gradually step away, knowing they are equipped to carry the work forward.”

This focus on capacity building is a central theme in Susan's approach. She views her role not just as a fundraiser, but as a mentor and teacher, ensuring that nonprofit leaders feel confident in engaging with major funders on their own in the future.

One of the most significant challenges in securing major grants is leadership. Many nonprofits struggle to convince their teams that they can effectively engage with top-tier foundations. Overcoming “imposter syndrome” and instilling confidence in organizational leaders is often a key hurdle. 

“It’s about helping clients see that no matter their title, they can spark the kind of change that attracts major funding,” Susan says.

This leadership element is something that Susan believes is integral to the success of any major grant effort. Without the backing of leadership, efforts to secure large-scale funding often fall short. Additionally, for organizations looking to strengthen their grant funding strategies and make an impact, Susan believes there’s no better time than now to explore the power of major grants. 

Beyond one-on-one consulting, Susan has also created a space for ongoing learning and discussion about major grants. Through a monthly article series and a Substack newsletter titled Major Grants, she shares insights and trends in the field. This platform has become a valuable resource for fundraisers across the country, creating a community of professionals eager to share what’s working in their efforts to secure major foundation funding.

“After 20 years, I really still love doing this work,” Susan says. “It’s very rewarding to keep in touch with clients that I worked with many years ago and learn that they still ground their work in the strategies that we developed together.”