How to take your proposals from "Trash it!" to "Fund it!"
By Rachel Foster
March 23, 2009
According to a survey conducted by the Association of Fundraising Professionals, the number one
complaint from foundations is that applicants submit proposals that do not match their
guidelines. Not following guidelines will almost always ensure that your proposal is one of the
nine out of ten grant proposals that does not receive funding. You might be tempted to twist the
contents of your proposal to appear to meet the needs of the foundation, but the evaluators will
see right through you.
Here are four effective steps to help take your proposals from "Trash It!" to "Fund It!"
- Conduct preliminary research. Start by reading the foundation's guidelines and latest
annual report to gain an understanding of the types of projects they will and won't fund.
This information is usually easy to find on the foundation's website. Background
research will also help you identify the tone and buzz words you can use to "speak the
foundation's language," when you write your proposal.
- Gain inside information. Schedule a meeting or a phone call with a foundation
representative to discuss what they are looking for and determine if your project is a fit.
A brief conversation can give you the
inside information that you need to tailor your proposal to speak to their interests. If you
determine that your project is not a match, the foundation representative might be kind
enough to suggest other foundations that would be more likely to fund your project.
A foundation representative will also tell you if you must write a letter of intent. Many
foundations will no longer accept unsolicited proposals and require you to first submit a
letter of intent.
Another way to gain inside information is to register for a foundation's free application
seminar. Attendance at one of these seminars is often mandatory to be considered for
funding. Always take advantage of these seminars, even if it is not mandatory and you
have previously received funding from the program. You will learn about changes in the
program and have an opportunity to ask specific questions.
- Follow the application's directions. My experience as a grant panel moderator has
taught me that panels hate nothing more than digging through a large application for
required information and then having to guess when the information either isn't there or
answered poorly. The last thing you want is for a foundation to make guesses about how
you intend to spend their money! That is why you must include everything that the
foundation asks for in your proposal. One good way to check your application is to
compare it side-by-side with the foundation's questions. Highlight any areas where you
did not answer their questions thoroughly and be sure to address them in your next
revision.
- Recycle to help the environment, not to help fund your program. Evaluators can
always tell when an applicant recycles an old proposal, changing little more than the
name of the addressee. Although it is okay to save time by using existing information, you
should customize your proposal to show why your program is in line with the
foundation's guidelines. For example:
- Use what you learned in your preliminary research to appeal to the foundation's
interests. For example, if the foundation cares about children, explain how your
program will provide enrichment opportunities for inner city youth.
- Review a draft of your proposal and ask yourself, "If I worked for XYZ
Foundation, would this interest me?" If the answer is "no," either remove the
extraneous information or modify it to capture the reviewer's interest.
- Never address the proposal "To Whom It May Concern." Always find out the
appropriate contact's name and title.
- Mention any personal connections with the foundation in your cover letter.
- Condense your proposal wherever possible (i.e. staff bios, general
organizational profile and attachments). Only include information that interests
the foundation and shows your organization's unique qualifications for solving
the problem addressed in your needs statement.
Apply some of these tips the next time you write a proposal for your organization, and you will
increase your chances of receiving funding.
Rachel Foster is an award-winning copywriter and owner of Fresh Perspective Copywriting. She helps nonprofit organizations improve the results of their campaigns by providing them with compelling fundraising copy that motivates donors to give. Visit www.freshfundraising.ca to subscribe to the free Fresh Fundraising e-newsletter. You will receive monthly advice on creating grant proposals, fundraising letters, web copy and other vital communications.
