Proposal Writing Short Course5

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Introduction
The Statement of Need

Gathering Background
Information If the grants decision-maker reads beyond the executive summary, you have successfully
piqued his or her interest. Your next task is to build on this initial interest in your project by
enabling the funder to understand the problem that the project will remedy.
Components of a Proposal
The statement of need will enable the reader to learn more about the issues. It presents the
facts and evidence that support the need for the project and establishes that your nonprofit
The Executive Summary
understands the problems and therefore can reasonably address them. The information used
to support the case can come from authorities in the field, as well as from your agency's own
The Statement of Need experience.
You want the need section to be succinct, yet persuasive. Like a good debater, you must
The Project Description assemble all the arguments. Then present them in a logical sequence that will readily
convince the reader of their importance. As you marshal your arguments, consider the
following six points.
The Budget
First, decide which facts or statistics best support the project. Be sure the data you
present are accurate. There are few things more embarrassing than to have the funder tell
Organizational you that your information is out of date or incorrect. Information that is too generic or broad
Information will not help you develop a winning argument for your project. Information that does not
relate to your organization or the project you are presenting will cause the funder to
question the entire proposal. There also should be a balance between the information
Letter Proposal presented and the scale of the program.
Second, give the reader hope. The picture you paint should not be so grim that the
Conclusion solution appears hopeless. The funder will wonder whether an investment in your solution
would be worthwhile. Here's an example of a solid statement of need: "Breast cancer kills.
Printer-Friendly Version But statistics prove that regular check-ups catch most breast cancer in the early stages,
reducing the likelihood of death. Hence, a program to encourage preventive check-ups will
reduce the risk of death due to breast cancer." Avoid overstatement and overly emotional
appeals.
Third, decide if you want to put your project forward as a model. This approach
could expand the base of potential funders. But serving as a model works only for certain
types of projects. Don't try to make this argument if it doesn't really fit. Funders may well
expect your agency to follow through with a replication plan if you present your project as a
model.
If the decision about a model is affirmative, you should document how the problem you are
addressing occurs in other communities. Be sure to explain how your solution could be a
solution for others as well.
Fourth, determine whether it is reasonable to portray the need as acute. You are
asking the funder to pay more attention to your proposal because either the problem you
address is worse than others or the solution you propose makes more sense than others.
Here is an example of a balanced but weighty statement: "Drug abuse is a national problem.
Each day, children all over the country die from drug overdose. In the South Bronx the
problem is worse. More children die here than any place else. It is an epidemic. Hence, our
drug prevention program is needed more in the South Bronx than in any other part of the
city."
Fifth, decide whether you can demonstrate that your program addresses the
need differently or better than other projects that preceded it. It is often difficult to
describe the need for your project without being critical of the competition. But you must be
careful to do so. Being critical of other nonprofits will not be well received by the funder. It
may cause the funder to look more carefully at your own project to see why you felt you had
to build your case by demeaning others. The funder may have invested in these other
projects or may begin to consider them, now that you have brought them to the funder's
attention.
If possible, you should make it clear that you are cognizant of, and on good terms with,
others doing work in your field. Keep in mind that today's funders are very interested in
collaboration. They may even ask why you are not collaborating with those you view as key
competitors. So at the least you need to describe how your work complements, but does not
duplicate, the work of others.
Sixth, avoid circular reasoning. In circular reasoning, you present the absence of your
solution as the actual problem. Then your solution is offered as the way to solve the
problem. For example, the circular reasoning for building a community swimming pool might
go like this: "The problem is that we have no pool in our community. Building a pool will
solve the problem." A more persuasive case would cite what a pool has meant to a
neighboring community, permitting it to offer recreation, exercise, and physical therapy
programs. The statement might refer to a survey that underscores the target audience's
planned usage of the facility and conclude with the connection between the proposed usage
and potential benefits to enhance life in the community for audiences the funder cares about.
The statement of need does not have to be long and involved. Short, concise information
captures the reader's attention.
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The Statement of Need

©2014 Foundation Center

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