13 Writing Research Proposals andProposals are not exclusively written in business-to-business or businessto-government settings, of course. Researchers, nonprofit organizations,
charities, and others with a social service, educational, or artistic mission
must seek financial support from sponsors by writing proposals. Writing
an effective proposal to win research funds or grant money can be just as
challenging as writing a sales proposal for millions of dollars' worth of
equipment and services. And the challenge can be met only by writing the
proposal as persuasively as possible.Most of what we have already said about persuasive structure and audience analysis applies to research proposals and grant requests. The primary
difference is that instead of focusing on solving business problems that are
having a negative impact on profitability, productivity, quality, or some
other metric of business performance, you need to position your proposal
to show that it will help the target agency or foundation achieve its mission. For your funding source, the primary [problem] is distributing scarce
resources in the most effective way to promote the purpose for which the
agency or foundation was created. Your proposal must make it clear that
your proposed project is fully compatible with the proposed sponsor's interests, policies, and values.As you look for sponsorship, go through the same steps that a salesperson goes through when qualifying a lead. Ask yourself:
Proposals for Grants
Questia, a part of Gale, Cengage Learning. www.questia.com
Book title: Persuasive Business Proposals: Writing to Win More Customers, Clients, and Contracts.
Contributors: Tom Sant - Author.
Place of publication: New York.
Publication year: 2004.
Page number: 174.
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