Writing Persuasive Grant Proposals

I was mentoring someone on my team today when I saw their proposal. The proposal had nothing factually wrong or even had all the key points. I messaged, “It does not have a character; it does not have a soul.” Can you please add some soul. She was even more confused and called. This is what I ended up saying—almost spontaneously without skipping a beat. Three things, I said - (now I am thinking of three things to say - with 30 years behind me. I guess I started well and was so happy I ended well, too. This is what I said - Communication in any proposal, discussion, or negotiation is as important as what we speak. Over the years, I’ve found that good communication—whether in sales, non-profits, or strategic partnerships—rests on three things 1. Setting the Context/Start with a Common Frame of Reference: Before diving into details or solutions, you must ensure that everyone who reads the proposal or participates in the conversation is working from the same frame of reference. Misalignment at the start—often unnoticed—can lead to vastly different interpretations, wasted effort, and usually a disaster (Trump—Zelensky example came in handy). A good context setting ensures clarity, reduces friction, and helps focus on the real problem. 2. Build your USP/ Brand / Key Identity: What makes you, you. What makes us us? She was puzzled. I asked about the brand keywords. Communication must carry a distinct identity, whether a personal brand, an organisation, or a movement. Without a clear and consistent character, recognition and recall diminish. Over time, staying true to this identity builds trust, credibility, and lasting impact. 3. Make it sound positive, optimistic and practical. Be enthusiastic about working together to make them a part of solving the problem. Every challenge has blind spots, but how they are framed makes all the difference. A good proposal acknowledges constraints without making them roadblocks. Write with practical optimism—one that energises, motivates, and inspires action rather than confuse it with complexity. So, if the proposal had to have a soul, all good proposals, discussions, and negotiations would be clear, distinct, and futuristic. They set the stage for the same frame of reference, establish a brand/ identity, and create momentum toward real solutions. Are your proposals structured for impact? I would love to hear how you approach this in your work. Let’s discuss it! #Leadership #Communication #Strategy Sameeksha Gupta Sonia Duggal Neha Bharti Anamika Sai Ravin Carr

Every single sales team I’ve evaluated has one thing in common Their lowest score is on the closing competency. Most teams lose the deal long before they ever talk numbers. If your sales reps can’t clearly articulate the client’s pain, connect it to a specific solution, and build a narrative that positions your offer as the only logical next step. They’re not closing. They’re just quoting. ❌ Combining discovery and proposal into one call short-circuits the sales cycle and kills momentum. ❌ Leading with company-centric messaging instead of client pain points loses buyer interest early. ❌ Generic, uncustomized pitch decks fail to engage and don’t advance the deal. When I coach leaders through this, their close rates go up because the conversation shifts from "here’s what we do" to “here’s how we help you.” Here’s how I coach teams to flip the switch: Customize the proposal based on THEIR stated needs and pain points Start with their top 3-5 challenges (from discovery) Confirm you captured them correctly, it builds buy-in Connect ONLY the relevant solutions to each challenge Limit your company’s slides to 2- 3 slides with clear value proposition, this isn’t about you Share a relevant testimonial right before presenting pricing THEN present pricing once they see the value. If your team is stuck in the present and pray proposal cycle, let’s talk. It’s time to teach your sellers how to connect, position, and close with purpose.

40-60% of deals end with no decision. Want to change that? Here’s why this happens—and how you can fix it. Most deals stall because buyers feel overwhelmed. They’re anxious about: → Making mistakes → Budget constraints → Implementation complexity But here’s what many salespeople miss: Buyers don’t wake up thinking, “I need this product.” They feel symptoms first: → Frustration from missed goals → Stress over inefficiencies → Pressure from their team If you don’t speak their language, they won’t listen. Here’s how to break through: ✅ Start with their symptoms Talk about their daily struggles and emotional pain points. Show them you understand their reality. ✅ Use open-ended questions Ask things like: “What’s your biggest challenge right now?” or “How does that problem impact your team’s performance?” ✅ Summarizing builds trust Reflect back what you’ve heard. For example: “So what I’m hearing is that you’re spending too much time on manual tasks, and that’s causing delays for your team?” ✅ Co-develop value Instead of pitch mode, invite buyers to explore solutions with you. Ask: “If we could solve this, what would success look like?” ✅ Shift from features to impact Focus on how your solution makes their life better. For example: “Here’s how we’ve helped teams cut manual work by 50%—free up time for strategy and growth.” ✅ Show proof Use case studies, testimonials, and data to build credibility. People trust results, not words. ✅ Offer low-risk steps Demo your solution or give them something they can experience firsthand. Let them see how it works for their unique situation. By address buyer anxieties early and speaking to symptoms, you’ll move deals forward—with confidence. What’s your go-to strategy for help buyers feel understood? Share your thoughts below. #SalesTips #EmpathyDrivenSelling #BuyerAnxieties #SalesPipeline

Make writing a proposal for research funding easy. Here is how. There is a tendency to rapidly begin filling in the parts of the application form as soon as possible. With a deadline looming, I used to ask all the partners in a consortium project to state filling in their work packages right away after the first meeting. I had a sooner the better mentality. My plan would be that once we had work packages written I would piece them together. The result. Frankenstein projects. Work packages that did not align, and objectives that sounded like they were each describing different projects. It was a writing nightmare. I was trying sew different ideas together. Reviewers see stitches. Like a good scientific paper, a funding proposal has to have a good logical flow. I now realize that the panicked approach I took previously to funding proposal development is not how to do it. It is much better to be 100% certain of the concept. Then write. For some projects this happens very quickly. Other projects take much more time. Sometimes what you are aiming to do is just complicated and full of uncertainties. Take that time. For scientific papers an outline works. For funding proposals the first step is to get all those involved aligned on the concept. This is not to say you don't write anything at all. To the contrary writing is a way to think. But you need to build up the layers. 1️⃣ Describe the problem and what you will do on a high level. 2️⃣ Then the impacts, outcomes and outputs you intend to have 3️⃣ Then the methods. ➡️ Methods are where you often uncover subtleties and problems that were not apparent at first. You need to solve those problems and the accompanying doubts before you can really begin to write. 4️⃣ Then you can build a project plan. Not before. "Give me six hours to chop down a tree and I will spend the first four sharpening the axe." -Abraham Lincoln Take the time to get the concept right, then write. 

"Send me a proposal." Sounds like progress. But it's actually one of the most dangerous moments in BD. Because most people say "I'll get that over to you by Friday." And that's where the deal quietly dies. After thousands of BD conversations, here's what I've learned: A premature proposal isn't a next step. It's a polite way of ending the conversation. Before you write a single word, ask yourself these questions: Do I actually understand their problem? ↳ Without that, your proposal is just a guess. Are they shopping around? ↳ Ask: "What criteria matter most in your decision?" ↳ Now you can write something that actually fits. Have we agreed on scope? ↳ Ask: "Can we spend 20 minutes aligning on goals first?" ↳ Clients approve what they helped shape. Is everyone at the table? ↳ Ask: "Who else should be involved before I write this up?" ↳ The person not in the room is usually the one who stalls it. Has budget come up? ↳ Ask: "Do you have a range in mind for this work?" ↳ Design the right solution — not just any solution. Does this even feel real? ↳ Ask: "Is this a real priority right now?" ↳ An honest conversation now saves weeks of wasted effort. And the most powerful shift of all? ❌ Don't say: "I'll draft something and send it over." ✅ Do say: "What if we worked through the approach together in 30 minutes?" Clients commit to solutions they helped design. Every time. The proposal isn't where you win the work. The conversation before it is. Stay curious. Ask better questions. Co-create the path forward. And when you do send that proposal? They'll already know the answer. What's one question from this list you could use this week? ♻️ Valuable? Repost to help someone in your network. 📌 Follow Mo Bunnell for client-growth strategies that don't feel like selling.

Most people think grants are just “free money.” That mindset is exactly why many applications fail before they even begin. Grants are not gifts. They are strategic investments in solutions to problems the funder has already decided matter. And once you understand that shift, everything changes. A strong grant application is not about how much you need funding. It is about: • How clearly you define the problem (with evidence, not emotion) • How directly your solution aligns with the funder’s priorities • How measurable your impact will be • How realistic and sustainable your implementation plan is • How confidently you can show value for every dollar spent The best proposals don’t “ask for money.” They demonstrate readiness to execute results at scale. This is why two organizations can have the same idea yet only one gets funded. Not because of luck. But because of clarity, alignment, and execution design. If you are writing grants, stop asking: “Will they fund me?” Start asking: “Have I proven I am the best vehicle for solving this problem?” That shift alone will improve your success rate more than any template ever will. Grants don’t reward effort. They reward precision, evidence, and fit. And in today’s funding environment, that difference is everything.

I’ve scored more than 40 RFP submissions in the last 90 days (media buying and/or marketing and comms.) Seriously, this is the stack and it’s about ½ of what I've read. From that- I've come up with a checklist that will stop you from writing an incomplete proposal and take you into finalist status. 1. Check. The. Boxes. Mirror the RFP structure the organization has put out and answer every prompt. If we ask for goals in your case studies, give them. Are creative examples required? Put them in. 2. Social media impressions aren’t outcomes. Stop with the vanity metrics. We need to understand if you make things HAPPEN. Show business impact: leads, lift, conversion, cost per result, CTR. 3. Prove you understand the problem. Understand the brand and the challenge before you start to write your response. Then summarize the brand challenge in their language. Bonus points for adding 1–2 data points that will direct the organization towards success. 4. Use relevant proof. Parallel case studies beat “your greatest hits” every time. I've seen the EXACT SAME examples in three of the RFP's I've scored lately- you don't know who is reading your work and may have seen your other responses. 5. Name the actual doers. Who is leading strategy, buying, creative, reporting? Don't just send a stack of resumes. And be realistic. Don't name your president when you know that appearance will be rare. 6. Methodology > vibes. If you’re “now doing buys” and not just a PR or content work company anymore OR if you're a traditional broadcast company at heart- show your process, not just results. 7. Don’t just say what you do, show how you do it. “Statewide reach” is a claim. What’s the plan that gets you there? 8. Create a Table of Contents that matches the RFP sections. And then add anything else to the TOC that you feel is important. This way you address everything we're asking for + share your bonus information on why you’re the one to do the job. 9. Put Quality Assurance into this team process like your life depends on it. Double-check. And then check again. No leftover text from another proposal. Ever. I unfortunately have seen it. If you’re writing an RFP response anytime soon: save this. Want a 1-page RFP response template? Comment “RFP” and I’ll share it. I hope this was helpful!

Looking for Grant Funding❓ I spent years at a Foundation that provided funding to dozens of nonprofit organizations. I managed their grant programs, which meant that I read every application and sat in all of the grant-making committee meetings. I saw the decision-making process up close and personal. So I can report that funders are committed to supporting impactful programs that fall within their mission, but …  grant committee members (most of whom are volunteers) may not always be familiar with your organization, projects, client needs, or impact on the community. The best advice I can give: 𝐒𝐢𝐦𝐩𝐥𝐢𝐟𝐲 𝐭𝐨 𝐀𝐦𝐩𝐥𝐢𝐟𝐲! 📢 To ensure your proposal stands out, here are a few tips: ➡️𝐂𝐥𝐚𝐫𝐢𝐭𝐲 𝐢𝐬 𝐊𝐞𝐲: Present your mission and goals in a straightforward manner. Avoid jargon and complex language.  ➡️𝐓𝐞𝐥𝐥 𝐚 𝐂𝐨𝐦𝐩𝐞𝐥𝐥𝐢𝐧𝐠 𝐒𝐭𝐨𝐫𝐲: Share real-life examples and success stories that highlight the impact of your work. ➡️𝐁𝐞 𝐂𝐨𝐧𝐜𝐢𝐬𝐞: Keep your proposal succinct and to the point. Highlight the most critical information. ➡️𝐒𝐡𝐚𝐫𝐞 𝐎𝐮𝐭𝐜𝐨𝐦𝐞𝐬: Clearly outline the expected outcomes and how they align with the funder’s priorities. ➡️𝐈𝐧𝐜𝐥𝐮𝐝𝐞 𝐕𝐢𝐬𝐮𝐚𝐥 𝐀𝐢𝐝𝐬: Use charts, graphs, and images to illustrate your points and make your proposal visually engaging. 💠By simplifying your presentation, you make it easier for grantors to understand and support your vision. Here’s to creating lasting change … 𝑳𝒆𝒕’𝒔 𝒈𝒆𝒕 𝒈𝒊𝒗𝒊𝒏𝒈! 💵💰💲

I've reviewed hundreds of freelancer proposals and discovered why most get ignored... And it's not what most "experts" claim. It's not your experience. It's not your portfolio. It's not even your rates. The brutal truth? Your proposals sound exactly like everyone else's because you don't understand copywriting principles. Let me show you what I mean: PROPOSAL #1 (What Everyone Sends): "I'm a skilled web developer with 5 years of experience. I've worked with many clients and can deliver your project on time and within budget. I'm proficient in HTML, CSS, JavaScript, and WordPress. Please check my portfolio to see my previous work." PROPOSAL #2 (What Gets Responses): "I noticed your current site takes 7.2 seconds to load on mobile – which means you're losing about 32% of visitors before they even see your products. I've helped 3 other e-commerce stores cut their load times by 65%, resulting in conversion increases of 27-41%. Would you be open to me sharing a quick plan for how we could do the same for you?" See the difference? ✅ One is about the freelancer. The other is about the CLIENT'S PROBLEM. ✅ One lists generic qualifications. The other demonstrates specific understanding. ✅ One blends in with 50 other proposals. The other stands out immediately. This is copywriting in action – the art of using words to drive action. The unfortunate reality is that most Pakistani freelancers are learning technical skills but completely overlooking the ONE skill that gets clients to actually hire you – persuasive communication.  Here's how to apply copywriting principles to your proposals: 👉 Lead with their problem or a solution, not your skills 👉 Use specific numbers, not vague claims 👉 Create a mini "before and after" story 👉 Always add a unique 'hook' to your proposals 👉 Never forget to add an easy call to action Learning copywriting principles could be the difference between sending proposals that get ignored and ones that have clients fighting to work with you.

I learned this lesson after a client rejected my proposal and it changed how I work 🚨 I’d spent hours writing that proposal Personalized it Explained everything I could do Added examples of my past work I thought it was perfect ⭐ But the client replied with just one line: “We’re going with someone else.” At first, I was frustrated. Then curious So I asked, 'What made you choose them instead?' Their reply hit hard 👇🏻 “Your proposal was good. But it felt like you were trying to sell your skills, not solve our problem.” That changed everything. From that day on, I stopped writing proposals like a sales pitch and started writing them like a strategy plan. Here’s what I do differently now: ✅ Start with the problem, not myself Show I understand what’s broken before offering solutions. ✅ Talk in outcomes, not tasks Clients don’t buy “posts” or “strategy calls.” They buy visibility, leads, consistency, trust. ✅ Write less, personalize more. Every line should make them feel this was written just for me. Since then, my close rate has doubled. Not because I changed what I offer But because I changed how I talk about it. Now the first question I ask any potential lead is 'What are your goals?' People don’t hire skills They hire solutions. 💭 What’s one mistake you’ve made in your proposals that taught you something big?