Dear local news: Here’s why funders say no.

For newsrooms looking for philanthropic support, you’ve probably heard a lot of advice about how to talk to funders. Communicate your value. Talk about your impact. Build the relationship instead of just making the pitch. 

But sometimes, it fails. You don’t get the grant, you aren’t able to make the relationship warmer. And the reasons why may remain completely invisible. 

The fact is this: Even when you have built trust with your contact at a funder, deep-seated internal doubts remain in their organization, particularly if it hasn’t traditionally supported news. And tension, misinformation or negative perceptions — particularly on boards — can derail your best efforts.

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