How to use the Trust List
Over the years, many clients have asked how to get the most value from the monthly Trust List, an incredibly useful prospect research tool in building a reliable pipeline of potential new grant makers.
That said, trust fundraising teams often juggle many responsibilities; reporting to existing funders, applying for renewed support, and re-engaging lapsed donors, to name a few.
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With that in mind, the goal is to make prospecting as efficient and impactful as possible. Below is a streamlined approach that many organisations have found helpful.
Using the Trust List
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Step 1: Identify Relevant Trusts
Start by reviewing the PDF and noting any new grant makers aligned with your cause. Be sure not to overlook those listed under ‘general charitable purposes’—many new funders are still exploring where they want to make an impact, and your thoughtful outreach could help shape their giving journey.
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Step 2: Import to Your Systems
Next, bring the relevant trusts into your fundraising system—whether that’s a spreadsheet or a dedicated CRM. If you’re using a database, consider setting up a global import template you can reuse each month. This small investment of time can make your ongoing prospecting process much smoother.
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Step 3: Reach Out with Purpose
Craft a short, sincere introductory email to each relevant trust. Begin by congratulating them on their new philanthropic venture—it’s a significant and admirable step. Then, clearly explain why you’re reaching out: something like “I believe our work aligns closely with your aims, and we’d welcome the opportunity to support you in achieving your charitable objectives.” If you spot a specific connection—whether in focus area, geography, or approach—highlight that early on.
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Include a brief summary of your organisation’s work and end with a gentle ask. While some funders take time to get going, others begin making grants almost immediately. A well-crafted initial message has, in many cases, led directly to major gifts.
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Step 4: Follow Up Thoughtfully
If you don’t hear back, follow up with a more detailed application after 6–12 months, choose the timing based on your charity’s preferred practice. This gives newer trusts the space to settle into their processes and increases the likelihood your follow-up will be well received.
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Step 5: Reapply Over Time
If you haven’t had a response, consider reapplying annually for the next few years. Many funders take time to define their giving priorities. However, if there’s been no engagement after four to five attempts, it’s probably time to redirect your efforts elsewhere.
As a trust fundraiser, your time is incredibly valuable. That’s why streamlining this process, through global imports, action-setting, and email templates, can make a significant difference. Reviewing new prospects, importing data, and sending tailored outreach should take no more than a few focused hours each month.
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Of course, every trust team and charity is different. Some may prefer to take a more detailed, research-led approach, while others, especially sole fundraisers, might benefit from standardised communications to save time.
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Most importantly, consistently reviewing and reaching out to new trusts each month builds a sustainable flow of new prospects. Some may become long-term supporters—potentially backing your work for many years, even decades.
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Wishing you every success with your fundraising,
Stuart
Explore the Collection
We have a range of publications to help your source new grant makers, some of which are highlighted below. Check out our publications in our store
