Persuasive Business Proposals: Writing to Win More Customers, Clients, and Contracts

By Tom Sant | Go to book overview

13 Writing Research Proposals and
Proposals for Grants
Proposals 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:
What is this organization's purpose? Why was it created? What broad objectives does this foundation or agency seek to achieve through its funding activities?
What size of grants does it award?
Where does its money come from? What type of support does it provide (for example, capital funds, endowment funds, matching funds, research grants, educational project support)?
What are some of its past and current funding activities? What are its program interests for the future?
Who makes the decisions regarding allocation of funds?
What criteria are used?
Does the organization or agency impose any geographic limitations on its grant activity?

-174-

Notes for this page

Add a new note
If you are trying to select text to create highlights or citations, remember that you must now click or tap on the first word, and then click or tap on the last word.
One moment ...
Default project is now your active project.
Project items

Items saved from this book

This book has been saved
Highlights (0)
Some of your highlights are legacy items.

Highlights saved before July 30, 2012 will not be displayed on their respective source pages.

You can easily re-create the highlights by opening the book page or article, selecting the text, and clicking “Highlight.”

Citations (0)
Some of your citations are legacy items.

Any citation created before July 30, 2012 will labeled as a “Cited page.” New citations will be saved as cited passages, pages or articles.

We also added the ability to view new citations from your projects or the book or article where you created them.

Notes (0)
Bookmarks (0)

You have no saved items from this book

Project items include:
  • Saved book/article
  • Highlights
  • Quotes/citations
  • Notes
  • Bookmarks
Notes
Cite this page

Cited page

Style
Citations are available only to our active members.
Buy instant access to cite pages or passages in MLA, APA and Chicago citation styles.

(Einhorn, 1992, p. 25)

(Einhorn 25)

1. Lois J. Einhorn, Abraham Lincoln, the Orator: Penetrating the Lincoln Legend (Westport, CT: Greenwood Press, 1992), 25, http://www.questia.com/read/27419298.

Cited page

Bookmark this page
Persuasive Business Proposals: Writing to Win More Customers, Clients, and Contracts
Table of contents

Table of contents

Settings

Settings

Typeface
Text size Smaller Larger Reset View mode
Search within

Search within this book

Look up

Look up a word

  • Dictionary
  • Thesaurus
Please submit a word or phrase above.
Print this page

Print this page

Why can't I print more than one page at a time?

Help
Full screen
/ 248

matching results for page

    Questia reader help

    How to highlight and cite specific passages

    1. Click or tap the first word you want to select.
    2. Click or tap the last word you want to select, and you’ll see everything in between get selected.
    3. You’ll then get a menu of options like creating a highlight or a citation from that passage of text.

    OK, got it!

    Cited passage

    Style
    Citations are available only to our active members.
    Buy instant access to cite pages or passages in MLA, APA and Chicago citation styles.

    "Portraying himself as an honest, ordinary person helped Lincoln identify with his audiences." (Einhorn, 1992, p. 25).

    "Portraying himself as an honest, ordinary person helped Lincoln identify with his audiences." (Einhorn 25)

    "Portraying himself as an honest, ordinary person helped Lincoln identify with his audiences."1

    1. Lois J. Einhorn, Abraham Lincoln, the Orator: Penetrating the Lincoln Legend (Westport, CT: Greenwood Press, 1992), 25, http://www.questia.com/read/27419298.

    Cited passage

    Thanks for trying Questia!

    Please continue trying out our research tools, but please note, full functionality is available only to our active members.

    Your work will be lost once you leave this Web page.

    Buy instant access to save your work.

    Already a member? Log in now.

    Author Advanced search

    Oops!

    An unknown error has occurred. Please click the button below to reload the page. If the problem persists, please try again in a little while.