Presenting Winning Proposals

Presented To

St. Louis Fund Raising Summit

March 10, 2009

Carol Moreland Jean Deasy

Bring Your Agency To Life

Most funding organizations report that what’s lacking from proposal presentations is a sense of “passion.”

How do you change lives?

Presenting In Person: A Golden Opportunity

UCLA Study

Words 7%

Sound 38%

Body 55%

Know Your Audience

Types of Causes Why do they fund them?

Giving History Is there a fit with your mission?

Culture of the funding organization Criteria for choosing your proposal Expectations

Before, during and after the award Weight of Verbal and Written Proposals

How Do You Find Out?

Check the Web Site Talk to Board

Members/Colleagues Contact Previous

“Winners” Use Your Network

Success Story:Wash. U. Social Entrepreneurship Competition

Funders: Deaconess Foundation, Incarnate Word, Youthbridge

Elevator Speech 2 Minutes Maximum 16 Judging Criteria Audience: 20 Members of Community

Final Presentation 15 Minutes Maximum 17 Judging Criteria 30 Members of Community

XYZ Foundation

Mission: Learning Center Presenters:

Executive Director Board President Parent (Elevator Speech)

Result: $30,000 for Start-up of Learning Center

Elevator Speech

Organized Around 3 Main Points What XYZ Learning Center Does My Personal Story How XYZ Learning Center Fills a REAL

Need

Final Presentation

Criteria

Presenting a Compelling Case

Clear, Complete, and to the Point

Delivering a Passionate Presentation

Team Involvement in Presentation

Audience Comments

“Excellent presentation. St. Louis needs you!” “Poised Presentation. Could have included a better

description of your services. I had to picture it in my head at the beginning and end of the presentation.”

“Very impressive presentation format.” “The concept of ‘1-stop shopping’ is obviously good.” “I like the integrated presentation approach. Clear team

commitment to this venture.” “Rather than emotionally based description of unmet

need, I’d rather see numbers.”

Funders Want to Know…

What’s exciting about what you do? How have you changed lives? What makes people passionate

about your mission? Success Stories

Build On - Don’t Repeat What’s in the Written Proposal Use Body & Voice to show Confidence and

Credibility Simple, Organized Message

Tell Them Up Front Why They Should Care Use Stories and Analogies

Avoid “Just the Facts, Ma’am” Approach Be Prepared for Questions

Practice How to Respond

Coaching Highlights Elevator Speech

Keep it Simple (2 min.) Speak From Your Own Voice

Tell YOUR Story When you know your story, facts and data fall

into place Remedy for my Nerves:

Practice out loud Self Talk - Think of the kids, not me

Compelling Voice and Body Language

Make Your Case With Body and Voice

Facial Expression Your Audience is Like a

Mirror

Voice Volume / Rate Posture / Gestures

Don’t Hide Behind Podium

Eye Contact Look for friendly faces

Smooth Hand-offs

Prepare the Audience Who’s Up Next Why

Don’t Repeat What Others Said

Practice As a Team Choreograph

Stand? Sit? On Stage Together?

Visual Aids

You are the PRIMARY Visual Aid! Simplify

5 or fewer bullet points per slide Mix Text and Pictures Use Color to Highlight & Emphasize Don’t Read the Slide

“Before” Slide

XYZ Center Solution

Multi-disciplinary and Coordinated Services

One Central Location Establish “Best Practices” model

“After” Slide

The XYZ Solution

Offering Multi-disciplinary and

coordinated services One central location A “Best Practices”

model

“Before” SlideXYZ Center5 Year Sustainability Plan

Fiscal Year (July 1st – June 30th)

Financial Sustainability Position 2007 - 2008 2008 - 2009 2009 - 2010 2010 - 2011 2011 - 2012

Earned Revenue $ 101,500 $ 151,875 $ 191,844 $ 240,305 $ 300,631

Grant Funding $ 50,000 $ 40,000 $ 25,000 $ - $ -

Total Revenue $ 151,500 $ 191,875 $ 216,844 $ 240,305 $ 300,631

Total Expense $ 158,375 $ 185,063 $ 212,742 $ 236,261 $ 266,443

% Yearly Revenue Increase   14% 13% 11% 25%

% Earned Income 67% 79% 88% 100% 100%

% Startup Grants 33% 21% 12% 0% 0%

Annual Surplus $ (6,875) $ 6,812 $ 4,102 $ 4,044 $ 34,188

         

Number of children served 163 204 255 318 398

“After Slide”

The XYZ Center5 Year Sustainability Plan

Fiscal Year (July 1st – June 30th)

2007 - 2008 2008 - 2009 2009 - 2010 2010 - 2011 2011 - 2012

Earned Revenue $ 101,500 $ 151,875 $ 191,844 $ 240,305 $ 300,631

Grant Funding $ 50,000 $ 40,000 $ 25,000 $ - $ -

Total Revenue $ 151,500 $ 191,875 $ 216,844 $ 240,305 $ 300,631

Total Expense $ 158,375 $ 185,063 $ 212,742 $ 236,261 $ 266,443

% Earned Income 67% 79% 88% 100% 100%

% Startup Grants 33% 21% 12% 0% 0%

Annual Surplus $ (6,875) $ 6,812 $ 4,102 $ 4,044 $ 34,188

         

Number of children served 163 204 255 318 398

Find Out More

Want to share these tips with your Board or Development Staff? In person or web-based training available Let’s talk!!

Contact Carol Moreland

Carol@interactionconsulting.com