Writing Persuasive Grant Proposals

Here's how to simplify your pitch and 10x your sales: 1. Talk less, sell more. Short sentences = more sales. Hemingway once bet he could write a story in 6 words that'd make you feel something: "For sale: baby shoes, never worn." Your pitch should pack the same punch. 2. Complexity is for people who want to feel smart, not be effective. The worst salespeople make simple things sound complicated. The best make the complex simple. 3. Complexity says, "I want to feel needed." Simplicity limits to only what is needed. 4. Read your pitch out loud. I remember when I'd asked my COO to read the manuscript of my book. He chose to do it aloud. All 258 pages. Ears catch what eyes miss. The final version reads like butter. 5. "Be good, be seen, be gone." This was the best sales advice I ever got. - Good: Deliver value - Seen: Make an impression - Gone: Don't overstay your welcome People buy from those they remember, not those who linger. 7. Speak like your customer, not a textbook. We like to sound sophisticated. "We create impactful bottom-line solutions." But we like to listen to simple. "We help small businesses explode their sales." Which one would you buy? 8. Every word earns its place. Your pitch should be lean and mean. - Be specific - Avoid cliches - Check for redundancy - If it doesn't add value, cut it out 9. Abstract concepts bore. Concrete examples excite. ❌ "We'll increase your efficiency." ✅ "We'll save you 10 hours a week." Paint a picture. 10. People buy on emotion & justify with logic So tap into their feelings: - Fear of missing out - Desire for success - Need for security Then back it up with facts. 11. The "Grandma Test" never fails. If your grandma wouldn't get your pitch, simplify it. No jargon. No buzzwords. Just plain English. 12. Benefits > features. Dreams > benefits. ❌ "Our group hosts 10+ events per year." ✅ "Our program helps you close deals." 🚀 "Let's take back Main Street through ownership." 13. Use power words: - You - Free - Because - Instantly - New These words grab attention and drive action. Two final things to keep in mind... Simplicity isn't just for sales. Apply these principles to: - your business operations - your thinking processes - your next investment - your relationships - your to do list Sales isn't just for car dealerships. You pitch when you: - Negotiate a raise - Interview for a job - Post on social media - Hire someone for a job - Talk to an owner about buying their biz If you found this useful, feel free to share for others ♻️

Selling to leadership is tough. Learn to speak finance, and everything changes. (This works for both B2B sales and internal pitches.) Speak the language of financial metrics and business impact, and you’ll earn buy-in. Whether you’re pitching a product, service, or internal idea, this skill makes you a trusted partner to decision-makers. Want to dive deeper? Download my free guide “10 Levels of Profitability” here: https://bit.ly/40pY3CQ Here’s why: Executives don’t want fluff. They need to know *how* your solution or proposal will impact their business financially. Here’s how to make your pitch resonate: 1️⃣ Talk Margins, Not Just Savings ↳ Show how your solution improves gross, operating, or net profit margins. Make it clear how it improves topline or streamlines processes to ultimately add value to the bottom line. 2️⃣ Connect to Cash Flow ↳ Highlight how your solution will boost cash flow, not just the bottom-line. Smart executives prioritize cash flow over simple revenue increases or cost savings because it keeps the business stable and flexible. 3️⃣ Show ROI and Payback Period ↳ Present clear numbers on return on investment (ROI) and how quickly they’ll see a payback. Executives need to know when their investment will yield results. 4️⃣ Impact Key Financial Ratios ↳ Explain how your proposal enhances key metrics like ROE (Return on Equity), ROA (Return on Assets), or EBITDA. This demonstrates that you understand their financial framework and how your solution strengthens it. 5️⃣ Talk Risk Management ↳ Show that you’ve considered potential downsides. Demonstrate how your proposal mitigates financial risk and supports long-term stability—not just quick gains. Why this matters: 1️⃣ You Stand Out ↳ Most sales pitches and internal proposals focus on benefits. When you speak in terms of financial strategy and impact, you differentiate yourself. 2️⃣ You Build Trust ↳ Speaking their language shows you understand their challenges, priorities, and goals. 3️⃣ You Become Indispensable ↳ When you can prove your solution impacts key business metrics, you shift from being just another vendor or team member to a trusted advisor. If you want to learn finance strategy to elevate your pitch and proposals, join 3,000 learning with me here: https://bit.ly/famcol Remember: Learn to speak finance, and you’ll open doors that most can’t. ♻️ 𝐋𝐢𝐤𝐞, 𝐂𝐨𝐦𝐦𝐞𝐧𝐭, 𝐑𝐞𝐩𝐨𝐬𝐭 to help someone else. And follow Oana Labes, MBA, CPA for more  

During my time at Qwilr, I’ve seen THOUSANDS of proposals. Here are 4 proposal plays that the best sellers use to close deals: #1 Lead With Problems Start your proposal by articulating your prospects' problems, ideally in their own words. Using quotes from relevant stakeholders within their organisation will grab your buyers’ attention and show you understand their problems. This immediately demonstrates that this isn’t just a generic pitch – you actually understand them and are focused on their specific issues. Doing this also puts decision-makers in somewhat of a tricky situation. They must either… 1. Disregard the opinions of their team as incorrect 2. Acknowledge they’re facing a problem, but decide not to look for a solution 3. Look for a solution (which you are providing in the rest of your proposal) Most (good) leaders will opt for the latter and will read on to better understand your offering. #2 It's Easy to Digest You MUST ensure your proposal is clear, straightforward and easy to understand. Remember, the folks who will be reviewing your proposal are incredibly busy and don’t have time to decipher endless information, searching for what is relevant for them. If your offer is easy to understand, it’s easier to say yes to. Avoid dense walls of text, and use images, graphics and interactive elements to simplify complex ideas. Always steer away from jargon. While it might showcase a level of expertise, you have to keep in mind that it’s likely a number of people will review your proposal. You need to make sure that EVERYONE will buy in. #3 Make It Relevant Buyers want to know that you’ve helped organisations that look like them, or the type of organisation that they aspire to be. Making sure that your proposal speaks to your buyers’ industry, needs, challenges and objectives will increase the likelihood of engagement Build your case by including concrete data and case studies that resonate with your client’s situation. CAUTION: It can be tempting to litter your proposal with logos and quotations from your “biggest” clients. You should not (always) do this! Instead, focus on featuring logos of similar companies or aspirational peers, not just massive brands. Remember, just because a company is “big” to you, that doesn’t mean your client will care. They want to know you can help THEM! #4 Keep Next Steps Simple It’s essential that you break down your proposal into clear, actionable steps – giving your client a roadmap on how to proceed and what will happen when they sign. You should also educate your champion on how to position the proposal to the buying committee, arming them to sell internally. Meet with them and go through your proposal, asking what needs to be removed and added (for other stakeholders) and how they plan to share it more widely. Want to send proposals that impress buyers and close deals? Try Qwilr for free at https://getqwilr.com

I've reviewed 1000+ proposals on Upwork. Here's what separates winners from the rest: The anatomy of a winning proposal: 1. First impression (opening line) - Bad: "I am writing to express interest in your project" - Good: "I've helped 3 SaaS startups increase conversion rates by 45% using similar landing pages" 2. Proof of expertise - Bad: "I have 5 years of experience in content writing" - Good: "My article on AI trends got 50K views on TechCrunch last month" 3. Project understanding - Bad: "I can help with your website" - Good: "Your main challenge seems to be low mobile conversion rates. Here's my 3-step plan..." 4. Specific questions that showcase expertise - Bad: "What's your timeline?" - Good: "Have you A/B tested different hero sections before? This could help us baseline the improvements" 5. Call to action - Bad: "Looking forward to hearing from you" - Good: "I'm available for a quick call today at 2pm EST to discuss your conversion goals" Advanced tactics that work: - Address objections before they arise - Include a quick win they can implement right now - Link to similar projects (not your generic portfolio) - Mention specific metrics from past success - Keep paragraphs to 2-3 lines max Remember: Clients spend an average of 15 seconds per proposal. Make every word count. What's your success rate with Upwork proposals?

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

6 Elements for Writing Engaging Copy 01 Start with their pain. End with your solution. Lead with what’s keeping them stuck. Then show them how you solve it. Pain gets attention. Relief drives action. 02 Don’t just describe the product. Describe how life feels with it. You’re not selling a mattress. You’re selling better sleep and easier mornings. Make them imagine the result, not just the item. 03 The best copywriting isn’t about persuasion. It’s about making the decision feel obvious. If they see the value instantly, you don’t need to convince them. Remove friction. Eliminate doubt. Make saying yes the easiest option. 04 Replace filler words with power words. “Very effective” → “Proven” “Really fast” → “Instant” “Helps with” → “Solves” “Easy to use” → “Effortless” “High quality” → “Premium” Because words shape how people feel. 05 The best copy doesn’t sound like a pitch. It sounds like a solution. Your audience isn’t looking to be sold. They’re looking for answers. Make your copy feel like help, not a sales message. 06 Specifics sell. Generalities don’t. “Save money” is vague. “Save $312 this year on your grocery bill” is convincing. Details create trust. Trust drives sales.

How a Community Must Prepare to Get Donor Approval 1. Organize a Strong Community Structure Donors prefer communities that are organized and united. Make sure you have: A functioning committee (Chairperson, Secretary, Treasurer). Clear roles and responsibilities. Meeting minutes and attendance records. Evidence of community participation and support. --- 2. Identify a Real Problem or Need Donors only fund real, proven needs. The community must: Identify priority issues (e.g. water supply, school building, health post). Discuss them in community meetings. Use simple PRA tools (resource maps, problem ranking). Document the root causes and impact of the problem. --- 3. Prepare a Practical Project Proposal A good proposal attracts donors. It should include: Project title Problem statement Project objectives Activities Budget and justification Timeline Expected outcomes Monitoring plan Sustainability plan Make it simple, clear, and realistic. --- 4. Show Community Contribution Donors want to see the community is committed. Contributions can include: Labour Local materials (sand, stones, bush timber) Land Security Food for workers Even small contributions show ownership. --- 5. Have Transparent Financial Systems Donors worry about misuse of funds. Prepare: A community bank account Trusted signatories Simple record-keeping tools Clear financial procedures This builds donor confidence. --- 6. Provide Evidence and Supporting Documents Donors may ask for: Land ownership or consent letters Committee registration (if applicable) Local government support letters Community meeting minutes Photos of the problem and community Collect these early to avoid delays. --- 7. Build Partnerships and Endorsements Strong backing makes approval easier. Get support letters from: Ward councilors LLG District administration Church leaders NGOs working in the area Partnerships show the project is legitimate. --- 8. Demonstrate Sustainability Donors want long-term impact. Show: How the community will maintain the facility Who will be responsible after project completion Local skills available Cost-sharing arrangements A sustainability plan increases approval chances. --- 9. Engage in Communication With the Donor Before sending the proposal: Ask the donor about their priority areas Check their funding guidelines Meet or communicate with them to clarify expectations This avoids wasting time on unsuitable proposals. --- 10. Show Evidence of Past Success (If Any) If the community has successfully completed past projects, show it: Photos Reports Testimonies Letters of appreciation This proves reliability.

🚀 Grantwriting post 🚀 Imagine your reviewer or panel/committee member. It's 9 PM, the night before the review meeting. They've got a toddler on their lap, a glass of wine in one hand, and your proposal in the other. They've been interrupted 5 times while reading and they need to get through 9 more proposals before going to sleep. Can they understand what you want to do? No? Make. It. Simpler. Over the past few months I've been reviewing grants for Cancer Research UK (CRUK), the Research Council of Finland | Suomen Akatemia, and the Lung Cancer Research Foundation. Submitting a grant takes an enormous amount of effort, but so many fail simply because **the reviewers can't understand what you want to do.** A few suggestions applicable to almost any grant ➡️ 1️⃣ Include a sentence saying, "The goal of this project is ________." Ideally make it the first sentence of your abstract and your proposal, but at minimum put it in the first paragraph. If you can't state your goal in one sentence, refine it until you can. 2️⃣ Remove all acronyms. If it's less recognizable than "HIV" or "DNA," then spell it out every time. Acronyms can hopelessly muddle an otherwise strong proposal. 3️⃣ Start with *simplicity* then add *complexity.* First, write a half-length version of your proposal in an extremely simple way that an educated layperson could understand, and test it on a few people. When that's done, use what you wrote as header sentences/paragraphs, and add all the technical details below them. Now, each reviewer can easily skim past the parts outside their field, while still understanding the big picture. 4️⃣ List the central elements of your proposal, then REPEAT THEM. This is important for methods, e.g. - humans or mice? study design? case and control definition? recruitment strategy? sample size? statistical approach? These key facts (without details) can be repeated in the abstract, end of background, methods (here, include the details), and assessment of threats/weaknesses. If you repeat them with perfect consistency, your reviewer will understand what you want to do, and feel reassured that you have a clear plan. Happy grantwriting ✍ 😊

My first 5 grant applications were rejected. Every single one. Here's how I went from £10k to £10m in research grant funding: I remember opening that fifth rejection email and thinking maybe my research just wasn't good enough. Maybe I wasn't cut out for this. Then a panel reviewer told me something that changed everything. She said: "I stopped reading on page 2." Not because the science was weak. Because the way I presented it was. I had buried the real-world impact on page 3. I led with the literature gap instead of the problem. My methodology was sound but my narrative was invisible. I was writing for academics. I should have been writing for funders. So I rebuilt my entire proposal structure around three principles. I now call it the 3P Proposal Structure. P1: Problem Framing. Lead with the real-world problem and its cost. Not the gap in the literature. Funders don't fund gaps. They fund solutions. "This problem costs the NHS £2.3 billion annually" hits harder than "this area remains under-explored." P2: Path Innovation. Show what you will do differently. Not just what you will study. Every applicant studies something. Very few explain why their approach is the one that will actually work. P3: Projected Impact. Connect your outcomes to the stakeholders who fund research. If the funder can see themselves in your story, you win. Same research question. Completely different proposal structure. The next application secured half a million pounds. Then a million. Then over the course of my career, more than £10 million in research funding. Grant writing is storytelling. Your research is the plot. The funder needs to see themselves in the story. What's the most frustrating feedback you've received on a grant application? Save this framework. Repost for anyone applying for funding. #GrantWriting #AcademicFunding

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!