# Presentation: 446287

## Writing Winning Proposals

- Bob Bradley
- Center For Energy Studies
- Louisiana State University
- http://www.leeric.lsu.edu
- bbradley@lsu.edu
- _[http://www.leeric.lsu.edu/grants.htm](http://www.leeric.lsu.edu/grants.htm)_
- Presented by Ward S. Huffman
- U.S. Department of Energy/Denver Regional Office

## Course Goals 

**GOAL 1: **Provide participants with a new understanding of the proposal writing **PROCESS**
**GOAL 2: **Provide **RESOURCES** to assist experienced and inexperienced proposal writers
**GOAL 3: **Increase the number of **SUCCESSFUL** proposals submitted by workshop participants

## Summary of Course

- The **Major Components** of a Proposal
- Differences Between **Government** Proposals and **Foundation** Proposals
- Identify Online Funding **Resources**

## STEP 1: Adopt a New ObjectiveWhy do You Write Grant Proposals?What is Your Objective?

**STEP 1: Adopt a New Objective**Why do You Write Grant Proposals?What is Your Objective?

- Here is a new objective: Write to **NOT BE ELIMINATED!!**
- In other words, write your proposal through the eyes of the **REVIEWER!!**

*Try it!*
*It really*
*works!*

## STEP 2: Eliminate Common Problems

**STEP 2: Eliminate Common Problems**

- Follow **Instructions**
**New Proposal** for Each RFP
- Be **Complete**, Yet **Brief**
- Avoid **Unsupported Statements of Fact**
- Write Like a **Winner**
- When in Doubt, **Seek Clarification**
- Final Product: **Neat**,**   Labeled**, & **Error Free**

## The Process

**The Process**

## STEP 3: Correctly Identify the Need

**The NEED is the backbone of your proposal. It must be correctly identified and justified if you want to be funded.**

## The Statement of the Need

- Specific **Need **Can Be Solved
- In a Reasonable Amount of **Time**
- With a Reasonable Amount of **Money**!

**You must define and justify the Need in terms that allow the funding agency to understand that a:**

*The RFP wants us to ........!*

## What is Meant by “The Need”?

- The Need is stated in the RFP ... it is discovered by asking the question: “**Specifically, what is the funder funding me to do**?”
- The Need – will usually be a situation where something is **lacking or missing**; or something **not working correctly**, or something that can be started that will make life better for the community and of which **you can take advantage**.

## Group ActivityIdentify a Need

**Working as a group, and using the workshop mock RFP, identify and record   the “NEED” reflected in the mock RFP. **

## We Must Be Careful to Not Confuse the Need with the Result:

**Pay Down Small Business Loans**

**Economic Stimulation**

**This is the NEED!**

**This is the result!**

## Possible Need Statement

- EXAMPLE: **NEED** – **Develop a **_**small business loan pay down program**_** designed  to reduce the number of small business failures.**

## Justifying the Need

- This means that you must conduct **RESEARCH** that demonstrates and proves you are the most deserving recipient!
- Your research should include **local**, **area**, **state**, **regional** and even **national** data.

**You must demonstrate to the funding agency that YOU have a need**
**greater than the majority of the other applicants making your proposal more deserving of funding than the other (competing) proposals submitted.**

## Illustrate Your Research Using Graphs and/or Charts

- (Source: Small Business Administration Magazine, “Failures,” pgs. 54-63)

**Monroe = 33% increase**
**New Orleans = 66.7% increase**
**Baton Rouge = 75% increase**

## Or Illustrate Your Research Using Tables

| Small Business Failures Due to
Loan Non-Payment  |  |  |  |  |
| --- | --- | --- | --- | --- |
|  | 1997 | 1998 | 1999 | 2000 |
| Baton Rouge | 12 | 10 | 18 | 21 |
| Monroe | 6 | 5 | 7 | 8 |
| New Orleans | 9 | 10 | 7 | 15 |

- (Source: Small Business Administration Magazine, “Failures,” pgs. 54-63)

**Monroe = 33% increase**
**New Orleans = 66.7% increase**
**Baton Rouge = 75% increase**

## Cite National & Regional Data When Possible

| Small Business Failures Due to
Loan Non-Payment  |  |  |  |  |
| --- | --- | --- | --- | --- |
|  | 1997 | 1998 | 1999 | 2000 |
| Baton Rouge | 12 | 10 | 18 | 21 |
| Cities of Equal Size | 
6 | 
5 | 
7 | 
8 |

- (Source: Small Business Administration Magazine, “Failures,” pgs. 54-63)

**Cities = 33% increase**
**Baton Rouge = 75% increase**

## Key PointsThe Most Common Weakness is a Failure to Establish Immediacy of Need. 

- Conduct good **research**: local, regional, state, and national
**Compare/contrast**
**Evaluate/draw** conclusions
- Get to the **root of the problem**
**Never use unsubstantiated** information
- Use **information specialists**

## STEP 4: Generate Goals

**The NEED gives birth to, or  generates,**
**PRIMARY GOALS.**
**The text of the RFP generates**
**SUPPORT GOALS.**

## Goals Are:

- Broad Statements of What You **Intend to Accomplish**.
- Primary Goals are **Based** on the Need You Have Justified.
**Support** Goals are Outcomes Included in the RFP.

## Key PointsMake sure your goals are:

**Achievable** - something within the realm of existing or cutting edge knowledge and/or technology
**Doable** - something you and your partners have the technical ability to accomplish
**Realistic** - something that can be accomplished in the allotted time frame

## Group Activity

- Reduce Monthly Loan Payments. (Primary)
- Reduce Business Failures. (Primary)
- Announce program availability. (Support)
- Identify eligible applicants. (Primary)
- Develop advisory committee. (Support)
- Develop partnership/collaborative. (Support)

**Using the “Need” you have identified, and the RFP, collaborate as a group and identify two **
**Primary Goals and two Support goals.**

## STEP 5: Design GoodObjectives

**Both Primary GOALS and Support GOALS **
**generate OBJECTIVES.**
**Objectives are usually activity based items.**
**Objectives are the heart and blood of your proposal.**

## ObjectivesObjectives Must Be:

**Specific**
- (who or what will be changed)
**Measurable**
- (how much will it change)
**Time Phased**
- (when the change[s] will take place)

## Key PointsMake Sure Your Objectives are Also Achievable, Doable, and Realistic, and:

- Look for models of **success**
- Look for models of **failure**
- Do not **try to do too much** and set yourself up for failure

## Group Activity:Write Objectives

**GOAL:** **Announce program availability**
-     **OBJECTIVE: Within 30 days of funding, notification of small business loan pay down program for eligible applicants will be broadcast throughout the metro area via 12 radio PSA’s on station WXYZ.**

**Using the goals you have developed,  collaborate as a group and write at least one specific, measurable, time phased objective for each goal.**

## GOAL: Identify eligible applicants
    OBJECTIVE: Within 45 days of funding, develop a questionnaire that will identify applicants eligible to participate in the small businesses in loan reduction program.

GOAL: Reduce small business failures among eligible applicants.
	OBJECTIVE:  The small business loan pay down program will result in a reduction of business failures by 30% by the end of the two year funding period.

-     **OBJECTIVE: Within 45 days of funding, develop a questionnaire that will identify applicants eligible to participate in the small businesses in loan reduction program.**
**GOAL:** **Reduce small business failures among eligible applicants.**
- 	**OBJECTIVE:  The small business loan pay down program will result in a reduction of business failures by 30% by the end of the two year funding period.**

## STEP 6: Select a Program Design or Strategy

**Your**
**PROGRAM**
**is**
**Driven**
**by**
**Your**
**OBJECTIVES.**

## Design by Activities 
Design by Participants Involved
Design by Sequence of Activities
Design by Requested Criteria

- Design by ***Activities***** **
- Design by ***Participants*** Involved
- Design by ***Sequence*** of Activities
- Design by Requested ***Criteria***

***Don’t forget to include information about Dissemination of the Data or Program Results.***

**Program Design**Design Strategies:

## Key PointsCommon program weaknesses

- No **collaboration**
**Unclear or off focus** - not what the RFP is asking for
- Too **ambitious**
- Requested **information** left out
- Link between funder** ****goals**** **and **project** unclear
- Program lacks thought or detail

## STEP 7: Develop an Evaluation Plan

**Evaluation**
**Is the**
**WEAKEST**
**Part Of**
**Most**
**Proposals!!**

## EvaluationHow You Will Know You Did What You Said You Would Do.Evaluation Should Be:

**Formative** and **Summative**
**Qualitative** and **Quantitative**
**Objective** and **Multifaceted**

## Key Points

- Well written **objectives** generate good evaluation
- Find ways to use several evaluation **instruments**
- Include evaluation **forms** in appendix IF ALLOWED
- If possible, fund an **Independent** **Program Evaluator**

## Group ActivityIdentify Some Evaluation Instruments

**OBJECTIVE: ****Within 30 days of funding, notification of small business loan pay down program for eligible applicants will be broadcast throughout the metro area via 12 radio PSA’s on station WXYZ.**
**EVALUATION INSTRUMENTS: radio logs, ad copy, scheduling sheet.**

**Working as a group, use the objectives you have designed to identify the types (sign-in sheets) and the categories (qualitative, etc.) of instruments you would use to evaluate how well you met each objective.**

## The Process

**The Process**

## STEP 8: Address Program  Sustainability

**The Question is:  How will the Program or Project be Continued Once the Funding Period Has Come to a Close??  It is Not Unusual for the Funding Agency to Ask You to Address the Issue of ****Sustainability****!!**

## Three Suggestions:

**Three Suggestions:**

**Sell** the product you have produced or the expertise you have gained in its production
- Involve **Industry** and **Business** in the program from the start
- Identify a **Foundation** with the same focus as the program you seek to continue

- No Magic Answer!

## STEP 9: Create the Budget and the Budget Explanation

- Amounts Should be as **Specific** as Possible
- Compute the **Minimum Amount Sufficient** to Support the Program or Project

## Key PointsCommon Complaints by Funding Agencies:

- Not **specific** enough on how funds will be spent
- Funds being used for **conferences** or **dialogues**** **rather than program
- No plan for program **sustainability**

*This just ain’t*
*gonna fly!*

## Budget Justification

**See Workbook Page 30**

## STEP 10: Include Other Proposal Ingredients as Allowed or Required

- Attachments
- Event Flow Diagrams
- Work Plans/Milestones
- Time Lines
- Letters of Support and/or Commitment

## Attachments

**Attachments**

- Other **research** you feel is important but really has no “place” in the body of the proposal.
**Quotes**, **surveys**, **evaluation forms**, **résumés**, etc.

## Event Flow Diagrams

**See Workbook Page 31**

## Work Plans with Milestones

**See Workbook Page 31**

## Time Lines

**See Workbook Page 31**

## Letters of Commitment

**The LDEQ believes that this project will be of tremendous benefit to True Hope area residents. Please be advised that I have instructed Ombudsman James J. Friloux, and the Office of the Secretary/ Community- Industry Relations Group to continue to assist the project. Specifically, the LDEQ will assist the project in the following manner:**
**Help the core group to identify sources of air, soil, and water pollution in and around the home,**
**Provide technical resources people to address issues related to air, soil, and water pollution, Help community members identify pollution prevention strategies,**
**Evaluate and prepare a final report on the Environmental Justice components of the project, including stakeholder involvement, problem identification, solution development and implementation, behavior modification, self-sufficiency development, and proportionate distribution of funds.**
**The estimated in-kind services provided by the LDEQ yearly to assist this project will be $29,081.**

## STEP 11: Write an Abstract (if one is requested)

- Brief **Description** of the **Applicant**
**Definition** of the **Problem** to be Solved
- Summation of the **Objectives** to be Achieved
**Overview** of the **Program Activities**
- Statement of **Cost** to Funding Source

## Group ActivityCreate a brief abstract for your project

- Working as a group, create an abstract or summary, of no more than 250 words, concerning  your project.

## STEP 12: Write a Cover Letter (if one is requested) The Cover Letter, is sometimes referred to as a “Letter of Introduction.”

- It is the **Introduction** of your entity to the funding agency
- Very **Brief** - seldom more than **one** page in length

## Key PointsThe Cover Letter Will Provide the Funding Agency with the Following Information:

**Who**
**What**
**When**
**Where**
**How**
**Why**
**How Much**

## Foundations As aFunding Source

**Foundations As a****Funding Source**

## Types of Foundations

**Community**** **
**Corporate **
**Family**

## Research to Discover Which Foundations:

## Important Questions

- Can You **Adhere** to the Foundation’s Guidelines for Giving?
- Will **Review & Award** Dates Meet Your Schedule?
- Is **Requested Amount** in the General Area of Past Awards?

## Helpful Hints

- Make Contact with the Foundation and Request a **Copy of Their Application Guidelines and Annual Report**
- Develop an **Ongoing Rapport** with a Contact Person
- Never Hesitate to **Call** and **Ask** for Clarification

## Some Words of Wisdom

- You Only Know What Your Chances Are **IF YOU DON’T APPLY**!
- Be Careful What You Ask For, **YOU MAY GET IT**!!
- Be Prepared To Do **EVERYTHING** You Say You Will Do.

- Courtesy of Pam Wall

## Writing Winning Proposals

- Bob Bradley
- Center For Energy Studies
- Louisiana State University
- http://www.leeric.lsu.edu
- bbradley@lsu.edu
- _[http://www.leeric.lsu.edu/grants.htm](http://www.leeric.lsu.edu/grants.htm)_
- Presented by Ward S. Huffman
- U.S. Department of Energy/Denver Regional Office

## Subject – Verb Agreement

**1. The sequence of events following the initial escapades of the court jesters (****remains, remain****) unclear.**** **

**2. The number of jesters in Ye Olde Comedy Club at the time of the incident (****was, were****) 23.**** **

**3. The king, as well as the queen and princess, (****was, were****) offended by jesters' hijinks.**

## 4. The royal pigeon master, along with the wine steward, the lady­in‐waiting and the guy in charge of lances, (is, are) usually responsible for controlling the jesters.

**5. Either their supervisor or the moat minders (****is ,are****) going to be blamed for this.**

## #1

**The sequence of events following the initial escapades of the court jesters ****remains ****unclear.**
**>> remains****. The number of the subject ("sequence") is not changed by phrases following the subject ("of events," "initial escapades"). Sequence ...remains.**

## #2

**The number of jesters in Ye Olde Comedy Club at the time of the incident ****was**** 23.**
**>> was****. "Number" is singular‐when preceded by "the."**

## #3

**The king, as well as the queen and princess, ****was ****offended by jesters' hijinks.**
**>> was****. The number of the subject is not changed by intervening parenthetical phrases beginning with "as well as," "together with," "along with," "in addition to" and "accompanied by."**

## #4

**The royal pigeon master, along with the wine steward, the lady-in‐waiting and the guy in charge of lances, ****is**** usually responsible for controlling the jesters.**
**>> is****. See explanation for No. 3.**

## #5

**Either their supervisor or the moat minders ****are**** going to be blamed for this.**
**>> are****. When a singular and plural subject are joined by "or" or "nor," the verb agrees with the nearer subject.**