Creating persuasive proposals

by Jim Abernathy

{Centered}: June 2013 (Vol. 6, No. 6)‏ - The Grantmanship Center

To make a convincing request for funding, you need to understand what the grantmaker bases its decisions on. In "What They Don't Tell You" (CharityChannel, April 24 and May 17, 2013), Joanne Oppelt suggests how to present the most effective arguments to different kinds of funders.

For foundations:

• Make sure your proposal is internally consistent so that the methods described match the budget, the proposal narrative matches the budget, and the outcomes relate to the needs described.
• Have proposal goals that are consistent with the foundation's goals, and describe outcomes not processes.
• Try to follow the approach the foundation uses to address issues.
• Use the type of language that professionals in your project area commonly use.
• Refer to credible sources of research to establish the need and the methods you will use to address that need.
• Always follow the proposal guidelines established by the funder.
• Establish a relationship with the foundation program officer if possible.

For corporations:

• Show that your organization has a reputation, in the community, for accomplishing its goals.
• Be able to describe your competition and your ability to work in partnership with other groups.
• Make your initial presentation to the corporation in just a few pages, using mostly pictures, charts and graphs to illustrate your organization and its work.
• Get the attention of corporate leaders by participating in events that they attend.
• Learn about the culture of the corporation before you approach them.
• Be persistent without being a nuisance - it may take some time before you make the right connection.

For government funders:

• If the decision-makers are elected officials, learn as much as possible about what they see as the needs of the constituency that elects them.
• Be able to show that your programs benefit that constituency.
• Regularly provide information about your organization to the elected officials and their staff, and invite them to your events.