Prepare your organization internally! If you don’t have a fundraising area, create one. Restructure your organization if necessary. You will need at least one proactive person who knows the entity in depth, and who has the support of management, board of trustees and other entities of the entity, to carry out this function. You can start with the part-time dedication of a person from the management team.
Cultivate relationships. It’s key! Get relationships of trust at the political / senior management level and complicity at the technical level. Organize annual meetings with both, send them information of interest. Go to events where informal meetings can take place.