What does it take to write winning proposals!

1. What does it take to write winning proposals!

2. Objectives The session aims to: • Appreciate the importance of marketable proposals in Resource Mobilization. • Strengthen the proposal writing skills of participants • Get participants to share and learn form their proposal writing successes and failures

3. Where are we going?

4. ? Sources of Support Source of Funds Characteristics Examples governments, foundations, associations, multilateral & bilateral agreements usually restricted, project-based, time-bound, short-to-medium- term funding Grants unrestricted, can lead to endowments, medium-to-long term funding individuals, groups, companies Gifts unrestricted, short-to-long- term funding, for-profit operation, needing different management skills sale of products, fee for service, interest income Earned Income

5. Definitions A proposal is a document that outlines a proposed activity to be undertaken with the aim of defining it, seeking support and mobilizing resources.

6. Most Important Point Rule number one is that you must believe that someone wants to give you the money.

7. What is it about? • Selling ideas? …to the…. Community? ….. Partners? ….. Donors? • Conceptualizing - concretizing your idea… giving it form and substance? • Planning? • Implementing? • Evaluating?

8. Summary Introduction to Organization Problem Statement (needs assessment) Project Objectives Project Methods & Designs Project Evaluation Project Funding Project Budget Appendices Other Basic Components of a Proposal

9. Problem Statement • Focus on specific problem • Don’t make assumptions about reviewers • Use statistics for support • Connect issue and organization • Make case local & national • Demonstrate issue knowledge • Set up goals and objectives

10. Critical selling points

11. Critical Questions • Answer the following questions: • What are the key objectives of the fund? • What types of organisations/ individuals are eligible to receive funds? • What is the preferred project length? • What is the grant size? • Can you apply for full or part grants? • What are the deadlines (submission and lead time)

12. Critical Questions • How will the funds be disbursed • How is the funding decision made (where and by whom? Are there any special application forms and if so how can you get hold of them? • Are there any special requirements • BE TIMELY AND INTELLIGENT IN APPLYING FOR FUNDING!!!

13. Tips • Pitch your proposal to a particular source. • Explain why it is appropriate that you or the organization you represent should be doing this particular project, what is your track record in this area of work, what is your interest in it and ho does it relate to the interests or similar activities of others. • Explain why and how you believe your project fits the funding agencies’ criteria – do not be diffident about this but assert your belief in the degree of fit and tell them why they should fund your project.

14. TIPS • Avoid writing in the passive tense. • Avoid trying to appear clever by using unnecessary long words or special jargon. • Keep sentences as short as you can. • Structure your document clearly into Sections and Paragraphs, all clearly titled and in a logical order. • Don't let the funding agencies’ criteria dictate the structure (or worse still the content!) of your project. • Read the application guidelines very carefully and note and respect all special requirements.

15. Tips • Check your application text against the funding agencies published criteria; try as far as possible to use the same kind of vocabulary in your bid as they do in their funding documents. • Create a checklist of their criteria and try scoring your application against them –Try to put yourself in their shoes and imagine them trying to judge how well your project matches their priorities. • DON’T BE VERBOSE!!

16. Tips continued • Ensure your budgets make sense!!! • Ensure comprehensive workplans are included • Ensure you make a good first impression • Deadlines MEAN deadlines so submit on time!

17. Cover letters • Explain who you are • What you plan to do and why? • Why should they (potential donor) consider helping you and how should they help you? • What you are seeking to raise and what it will be spent on; • What you specifically want from the donor • Anything you can offer in return e.g publicity, reports etc • Your contact name, telephone number etc. • Offer of more details if required

18. Why Proposals Fail

19. Great FailuresProposal Failure Exercise

20. Why Proposals Fail “It’s critical to meet and stick to every criterion detailed in the process. Many groups I have worked for or sit on as a volunteer have had applications not even reviewed as they missed one small item of the criteria list.” Joanne Vincenten, Director European Consumer Safety Association

21. Why Proposals Fail “If I can’t understand the title, then I don’t fund it.” Witney Tilt National Fish and Wildlife Foundation (USA)

22. Why Proposals Fail “If you haven’t told us what you want by the end of the third paragraph, chances are you’re not going to get it.” John West, Phillips Petroleum Foundation

23. Preparation

24. Donor relations • The funder/ recipient relationship has to be one of partnership hence there must be mutual respect and trust. • Don’t forget your funder as soon as you receive funding. Stay connected to them! Be open and transparent. • This is a two-way deal. You need to cultivate relationships, and try to help donors to achieve their objectives too.

25. If you need the money now … you have started too late!