Writing a funding bid

Writing a funding bid

Alan LawrieMellor & Lawrie Management


Aims• To develop skills,

knowledge and expertise in bid writing skills.

• To highlight new trends and developments and their implications.


Aims• To develop skills,

knowledge and expertise in bid writing skills.

• To highlight new trends and developments and their implications.

Programme• Context• Key issues• Your project• Putting the bid together• Bid writing • What works

Key issues

Key issues

• Need to be strategic

Key issues

• Need to be strategic• A lot of fund raising effort is wasted

Key issues

• Need to be strategic• A lot of fund raising effort is wasted• Its getting tougher!

Key issues

• Need to be strategic• A lot of fund raising effort is wasted• Its getting tougher!• Relationship building rather than grabbing

funding.

Key issues

• Need to be strategic• A lot of fund raising effort is wasted• Its getting tougher!• Relationship building rather than grabbing

funding.• “Funders” are changing how they operate.

Trends in funding…


• Funders operating to clearer and transparent criteria.



• Concerns about the boundary between statutory and charitable.




• More project funding… concerns about sustainability.





• Interest in outcomes and evidence.





• Interest in outcomes and evidence.• Shift from being a donor to being an investor.

Two types of bids

Needs led Funder led

Two types of bids

Needs led• Organisation spots need or

gap.• Organisation develops the

idea for the project.• Organisation aims to

persuade the funder to recognise the need and back the idea.

Funder led

Two types of bids

Needs led• Organisation spots need or

gap.• Organisation develops the

idea for the project.• Organisation aims to

persuade the funder to recognise the need and back the idea.

Funder led• Funder has identified need • Funder looks for an

organisation that can meet the need.

• Funder has a clear idea of what they want or need.

Learning the Language

• Added value• Additionality• Approved list• Business case• Business plan• Best value• Commissioning• Evaluation• Inputs• Indicators• Milestones• Monitoring

• Outputs • Outcomes• Procurement• Project exit strategies• Performance measures• Quality assurance• Service level agreement• Specification• Strategy• Targets• Tender• Value for money

Planning your project




The bid as a project.

• Think of the bid as a project.• See it as a new and fresh piece of work.• Create a project team.• Clarify roles and responsibilities.• Identify key tasks and decisions.• Plan and manage time.• Not a one person show!

Developing a bid

4 stages:Stage Key tasks/decisions

Analysing the bidDeciding to bid

Should we bid? Criteria for bidding? Does it fit with us? Work involved?

Research and bid development

Why do they want it? Past record? Our USP? Outcomes?

Drafting and costing the bid

Putting the bid together. Evidence? What’s the full cost? Styling the bid.

Final checks and submission

Edit and final check. Bid approval. Submit within bid rules.

Developing a bid










Developing a bid










Developing a bid










Developing a bid










Skills needed to write bids

• Ability to sell an idea or concept.• Ability to use their language.• Ability to think objectively about your project.• Ability to be solution or outcomes orientated.• Ability to accurately cost and price bids.• Ability to highlight your success• Attention to detail and deadlines.

Common mistakes in bid writing


• Not fully reading the material


• Not fully reading the material• Bidding for what you want to do rather than

what is being commissioned.



what is being commissioned.• Assuming prior knowledge



what is being commissioned.• Assuming prior knowledge• Using a different set of language or jargon



what is being commissioned.• Assuming prior knowledge• Using a different set of language or jargon• Not following the prescribed format

How to irritate a funder

• Don’t read their guidance – apply anyway.• Try to make them feel guilty.• Overload them with information – they can

sort it out.• Ignore their format• Over use informal approaches• Don’t follow up

Watch out for JUSWAG

Watch out for JUSWAG

• Just• Us• Saying• We • Are• Great

Making your pitch

• We run a debt counselling service

• We facilitate peer and emotional support to vulnerable people

• We intervene to tackle homelessness

Making your pitch

• We run a debt counselling service

• We facilitate peer and emotional support to vulnerable people

• We intervene to tackle homelessness

• We help people to get out of debt and to develop skills to avoid future debt

• We help people not to be lonely

• We help people to get and keep their own homes.

Bid style• Use an active style and language• Keep to the prescribed format• Don’t oversell• Identify key points• Stress:

– Fit with your aims – Shared vision and values– Partnership working– Competence and sound management– Fit with other projects – Added value

• Be able to back up any statements or claims.

Typical bid structure:

Bid writing

Bid writing• 1. Follow any prescribed format

Answer each and every questionCheck all points are covered



• 2. Use a positive style and active tone.Make it feel lively and confidentFocus on success



• 2. Use a positive style and active tone.Make it feel lively and confidentFocus on success

• 3. Show that you want to do this serviceHow does it fit with your vision and role?Show how it fits in with your other activities

Bid writing• 4. Don’t oversell.

Highlight key points What’s the key message of your bid?



• 5. Don’t use jargon…unless they do…Decode the jargon Use plain English



• 5. Don’t use jargon…unless they do…Decode the jargon Use plain English

• 6. Show that you understand the issuesAcknowledge what is driving the bidStart at the need

Bid writing• 7. Avoid cut and paste bids.

Don’t use a standard bidStart with a fresh approach



• 8. Be able to back up and evidence any statement Collect evidenceAvoid generalisations



• 8. Be able to back up and evidence any statement Collect evidenceAvoid generalisations

• 9. Do not assume prior knowledgeBid as if you are new to themSet out your stall

Bid writing• 10. Keep it focused – about them not you.

Focus on the needRelate it to the user



• 11. Check that all specific requirements are fully coveredDouble checkMake sure that you comply with specific requirements



• 11. Check that all specific requirements are fully coveredDouble checkMake sure that you comply with specific requirements

• 12. Highlight benefits and gainsFocus on results not just processLink it into key targets or requirements

Bid writing• 13. Stress added value

What do you contribute to it?Focus on your knowledge, expertise and access to resources



• 14. Try to understand their marking system ensure that key issues are covered

What is essential?What is desirable?



• 14. Try to understand their marking system ensure that key issues are covered

What is essential?What is desirable?

• 15. Check any contractual issuesAre there any implicit or implied termsAre expectations clear?

Bid writing• 16. Show that you have the organisational capacity

to deliver the projectEvidence of sound managementEvidence of similar projects



• 17. Highlight the organisation’s experienceShow your track record Competence in this area



• 17. Highlight the organisation’s experienceShow your track record Competence in this area

· 18. Be able to explain cost structure · Logical basis· Use a business plan

Bid writing• 19. Proof read it -Ask someone else to read it and check

for clarity of message.Does it read well? Spot any errors or unproved statements.

Bid writing• 19. Proof read it -Ask someone else to read it and check

for clarity of message.Does it read well? Spot any errors or unproved statements.

20. Ask for feedback What worked or did not work Learn for next time

What works!

• Ask for help and advice before bidding.

• Analyse the funders guidance and criteria.

• See the bid as a project –manage it!

• Be able to show how it has been costed.

• Identify your key points.

• Be able to evidence and back up claims.

• Use plain English.• Keep it positive, active

and solution focused.• Double check it.• Get someone else to

read it – critical friend.• Always ask for feedback

ALAN LAWRIE

Mellor & Lawrie [email protected]

Documents

Writing a funding bid