5 Ways to Use Funder 990 Data To Get Your Dream Grant w/ Margit Brazda Poirier

Looking to use funder data to secure more grants? Look no further!

​In this 1-hour webinar (with 15 minutes Q&A), Margit Brazda Poirier will share with you 5 ways to use funder 990 data to get your dream grant.

‍By the end of this Instrumentl Partner Webinar, you’ll be able to learn:

• ​​REALLY understand your funders before you apply
• ​Find out WHO to contact and HOW
• ​Understand WHAT you can get funded!
• ​​How Instrumentl can save you tons of time in researching Funder 990s and identifying good fit funders

Margit Brazda Poirier founded Grants4Good LLC in 2009 and has since helped thousands of nonprofits achieve their grant seeking goals. She has over 25 years of nonprofit management and grants experience, a GPC, and is a GPA Approved Trainer, having written and received over $30 million in federal, state, foundation and corporate grants.

Instrumentl Partner Workshop Replay

Instrumentl Partner Workshop Slides

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If you’ve ever wondered how to turn IRS Form 990 data into a roadmap for smarter grant seeking, Margit Brazda Poirier’s recent Instrumentl workshop was packed with direct, actionable advice. Designed for nonprofit professionals juggling many hats, the session broke down five strategic uses of 990 data—plus real-world tactics for making the most of your research time (especially with a tool like Instrumentl). Here’s what stood out and how you can put these approaches into practice.

1. Start with Contact Information—But Reach Out Carefully

Margit emphasized that one of the most basic yet essential uses of 990s is finding a funder’s contact details. These are always included on the first page of a foundation’s 990—address, phone, EIN, and often a website link.

But reaching out takes tact. Margit cautioned against jumping straight to calling the listed phone number:

“The phone number that appears on that 990 might be the home phone number of the family member who happened to agree that they will be the ones working with the accountant to submit their tax forms. And they may not be the best person to contact.”

Instead, she recommends starting with a letter, checking the foundation’s website for the appropriate staff contact, or reaching out via email to request a conversation. Social media platforms like LinkedIn also offer a way to connect thoughtfully with funder staff or board members.

Actionable Tip:

• Use the 990 to verify and cross-reference contact info, but double-check the best contact approach before reaching out cold.

2. Use Asset and Distribution Data to Estimate Grant Potential

Every foundation’s 990 will list its total assets. Margit highlighted the importance of the IRS’s “5% rule”: foundations are required to distribute at least 5% of their assets annually (often more, depending on their giving patterns).

Knowing a funder’s asset size helps you quickly estimate their minimum annual payout—and gauge whether your request is in the right ballpark.

“You have to understand that the IRS minimum distribution rule… says that 5% of the average market value of a foundation… has to be distributed the following year. 5% at minimum, most foundations will give more.”

She noted that many foundations now have more assets than ever—making it a particularly good time to pursue grants.

Actionable Tip:

• Before you apply, check recent 990s to see if a funder has met their payout requirement or might be poised to give more soon.

3. Board of Directors: Find Connections and Discretionary Grant Opportunities

990s list all foundation board members (and sometimes, their compensation or discretionary giving authority).

Margit encouraged attendees to review board rosters for possible connections—either direct or via your own board’s networks. This can lead to more personalized introductions or insights about how decisions are made.

“The best introduction is one where there’s already some familiarity. So… always worth a try to see if there’s that connection.”

She also noted that some board members have discretion over small grants—a valuable option for first-time applicants or those seeking unrestricted support.

Actionable Steps:

• Share board lists within your organization to uncover any shared contacts.
• Use LinkedIn or other platforms to make respectful, context-driven connections.

4. Analyze Funding History and Cross-Reference Successful Grantees

The heart of the 990 is the grants list: who got funded, for what amount, and sometimes for which purpose. Margit described how this data can help you “cross-reference” funders who support organizations similar to yours.

“If this funder is interested in funding the Alzheimer’s Association, they might just as well be interested in funding us as well.”

With Instrumentl, you can quickly see these patterns, click through to find out who else funded those grantees, and build a more targeted funder list.

Actionable Tip:

• Identify your peer organizations, see who funds them, and add those funders to your research pipeline.

5. Right-Size Your Ask: How Much Should You Request?

A top question Margit hears: how much should we ask for? By reviewing the amounts foundations have historically given, you can better tailor your request—avoiding both under- and over-asking.

“For any given grant, I would be very much in the ballpark if I asked for it between $21,000 and $50,000. I could even stretch it from $50,000 to $100,000, especially if I’ve had a great conversation with somebody from this foundation.”

Instrumentl’s data visualization makes it especially easy to see typical grant ranges, but you can also glean this from the 990 itself.

Actionable Steps:

• Review at least 2–3 years of giving to spot the sweet spot for first-time grantees.
• If you’re new to a funder, stay in the mid-to-lower range unless invited to request more.

Common Pitfalls and Q&A Insights

During the Q&A, Margit addressed a few audience pain points:

• Unsolicited Proposals: If a funder doesn’t accept them, all is not lost—look for personal connections or board introductions.
• Startups: The biggest hurdle is building credibility; focus on proactive outreach and networking.
• Sector Trends: Even if your focus (like STEM or arts) isn’t a current funding “hot topic,” diligent research can uncover dedicated funders.

“You need to become one of those organizations that people know about, that they like, that they believe in, that they trust. And that can take some time.”

What to Try First

Margit’s advice is clear:

“The key is to simplify your process before you try to scale it.”

Next Steps:

• Pick one or two foundations and pull their 990s (or view them in Instrumentl).
• Practice digging for contact info, board connections, and recent grantmaking data.
• Use these insights to draft a tailored outreach plan—then expand to the rest of your funder list.

Remember, even small improvements in your research process can save hours and increase your odds of success. Whether you’re using Instrumentl or doing it manually, the 990 is your friend—use it well, and use it often.