Journalists and funders are often talking past each other. It shows up most clearly when fundraising falls short. The three of us came together at ONA in March to lead a session for news leaders on fundraising and philanthropy and answer some of the questions we hear over and over again: How do we get grant support? What are funders actually looking for? Why does this process feel so opaque? The answer, we think, is this: It’s not just that journalists and funders are speaking different languages; they’re often working from different mental models. And it’s that difference in approach that accounts for a lot of the frustration from newsrooms. It’s easy to assume that philanthropy is just one more revenue stream — another way to pay for the work you’re already doing. But philanthropic dollars tend to support the very kinds of journalism that the market alone won’t sustain and that earned revenue won’t justify. That context matters because it changes how you show up in these conversations.…