How Does a Grant Writer Build Client Trust?

I’ve worked as a consultant for many years now and one thing I know is that establishing trust with clients is important. I’ve watched many consultants over the years fail to build trust with their clients and the result has always been that they fail. Critical ways for a grant writer to lose trust with a client are low approval rates and lack of confidentiality.

The problem with grant writing business failure, beyond the obvious trouble for the consultant, is that the client suffers because they’ve worked to get approval for a consulting agreement. The client has demonstrated their trust in an individual who let them down; it damages the client’s reputation within their organization.

Hiring a grant writer is a big decision because it costs money. While a good grant writer can earn an organization large awards, if the consultant is average or poor, their grants will be funded at a low percentage and contracting with them will cost the organization a lot of money with little or no return on investment.

A poor approval rate erodes trust quickly and another key way to lose the trust of a client is to be less than strictly confidential. I’ve witnessed many consultants lose trust with clients because they are unprofessional and share information they shouldn’t. It may be information about themselves, their co-workers, competitors, or their other clients. A grant writer who is inclined toward gossip will never make a good consultant; these people are a liability to an organization, not a benefit. There is no positive return on investment for gossip.

An easy way to identify a consultant that will not be trustworthy is that they share derogatory information about their competitors to make themselves look good. If a grant writer is willing to gossip about competitors, the client has evidence to question the consultant’s confidentiality with regard to their own organization. It is certain the client’s personal and organizational faults and foibles will be gossiped to anyone who gives an ear. As the old saying goes, where there’s smoke, there’s fire.

A grant writer must have a history of writing successful proposals and be capable of maintaining professional confidentiality in order to achieve a successful career. Organizations are wise to hire consultants cautiously and pay attention to the level of professionalism they display.

Whoever gossips to you will gossip about you.  ~Spanish Proverb~

Other posts you may enjoy:

Be a Professional

Is Grant Writing Success Really Just About Luck?

Photo Credits: Israel Papillon & Julia Freeman-Woolpert

Grant Writer Taking a Break

Refreshing your brain is important for anyone who, a) has one, b) must use it to make a living.

Keep close to Nature's heart... and break clear away, once in awhile, and climb a mountain or spend a week in the woods. Wash your spirit clean.  John Muir

So once a year I go to the mountains to camp and to wash my spirit clean. California’s mountains are beautiful in summer and there are yet places to go where few people do, even though these are becoming harder to find.

Writing is always a part of these trips, but not grant writing of course. I take a Moleskine®  with me and make a point of writing each morning while greeting the sun. I sit high on a boulder where I can hear the Marsh Hawk screech and the peeping ground squirrels and where I can watch the coyotes trot home to their burrows after a night of hunting.

I look forward to these times in the mountains from the moment I leave there each year until the moment that I step back into that glorious valley. 

Grant Writing is Part Fiction

In the broadest terms, grant writing is like fiction writing because the grant writer describes a future state that results from delivery of grant services. The details of how the grant will unfold are fictional, based on the best facts at hand, sound planning and demonstrated competence of the organization.  In this post, I compare the key parts of a fiction story to key features of a grant narrative.

Fiction Writing	Grant Writing
The Main Character The main character is the one who has to solve the conflict of the story. A main character has a history that gives depth and makes the characters present actions logical. The main character needs to experience some form change that causes them to grow. It is not necessary to describe as much history about the supporting characters as the main character. A supporting character may support the resolution of the conflict while others may be the cause of the problem.	The Applicant The applicant is the main character and must be described. The writer must detail the history, strengths, accomplishments, plans, etc. The conflict in a grant narrative is the need that has caused the submission of the grant in the first place.  The grant is designed to resolve the needs(conflict) presented. The supporting characters in a grant application are the partners, major donors, etc.  The amount of description to include for each partner depends on their involvement in the grant design. Another type of supporting character in a grant application is the recipients of services who may also grow, change or benefit from the services that the grant provides. It could be people, the environment, or an organization that benefits from the grant services. A grant typically produces changes and/or growth in the application organization that relates to its history and mission in a logical way.
Character Building A fictional character must be defined for the reader. A character must be described thoroughly so it produces a clear picture in the reader’s mind. Many times in fiction a more unique each character makes the story a lot more interesting.	Building the Program Design Character development is similar to development of the project design in grant writing.  The project design needs to be defined, shaped, and described so clearly that the grant reader can “see” the end product with absolute clarity and conviction. Uniqueness can be helpful in grant writing too, but only if it builds the funder’s commitment to giving you the grant.  If the uniqueness of your project just makes it unbelievable, you’re in trouble.
Dialogue	Grants do not have dialogue.  This is a key point of departure between the two writing genres.
Detail Details greatly enhance fiction but using too much detail can ruin a story by bogging down the flow of the action.	Detail While too much detail may ruin a fictional story, detail can only help a grant narrative; in fact, getting enough detail into a grant narrative is the most difficult challenge a grant writer faces. Detail is crucial to the credibility of your narrative.

Related Posts:

Grant Writing is No Mystery

Grant Writing, Fact or Fiction?

Photo Credit - Julia Freeman-Woolpert

A Grant Writer’s Review of “Do the Work” by Steven Pressfield

This post is related to grant writing in that it is related to the work of writing in general.  It is also related to the act of getting to work as a writer which is the topic of the book, "Do the Work" by writer Steven Pressfield.  The book was published through The Domino Project and is available at Amazon (that I am really ticked off at because they fired me as an Affiliate since I am in California, but that's another story).

I like all of the Domino project books I’ve read so far including: “Poke the Box” by Seth Godin; “Anything You Want” By Derek Sivers; and, “Do the Work” by Steven Pressfield. 

Each of these books caused me to think about my work, my work habits, my creative self and why I don't work more diligently to express it.

In “Do the Work,” Pressfield presents his concepts about what prevents us from creating. He labels things that interfere with our work as “Resistance.” I won’t go into detail about resistance, or you won’t need to get his book, and I recommend you do.  It is enough to say that resistance is a universal force that keeps you from working and manifests itself in a variety of forms.

The first time I read the book was on Saturday, April 30. I was inspired by the book and decided to try out Pressfield’s basic writing outline for a book project I’d been contemplating for almost a year. So after church on Sunday, May 1, I went to a discount store and I bought 3 spiral notebooks to use for writing. I was challenging resistance, then it kicked me in the tail end, literally.

On Monday, May 2, I was rear-ended in a violent car accident. I wasn’t hurt badly, but my car was fatally crushed and had to be put down. I decided to ride the bus until the insurance paid out. 

I'd owned a car or motorcycle continuously since I was sixteen so living within the limitations of the transit system is a big change.  I discovered the bus adds two hours a day to my commute, not to mention about 2.5 miles of walking.  This reinforced that the accident was an experience in resistance. I felt like I was “losing” two hours a day to work. I was frustrated and I wanted to find a way to regain the time.

One day I put one of the notebooks into my backpack and carried it on the bus. I used the time that day to outline my book and begin writing.  I soon discovered that the bus rides were too short! In a month, I filled three notebooks and now I am completing the third revision of my book.

The accident that I’d taken for resistance turned into what Steven Pressfield calls “Assistance.” Assistance happens, Pressfield asserts, when you overcome resistance and press into your work.

I am still riding the “bus of assistance.” I enjoy not owning a car and I value my time on the bus because it's so "soupy" (read the book or ride the bus, you'll get it).

Oddly, I found my muse and she’s an angry, middle-aged, union bus driver with no customer relation skills whatsoever.

Related Posts (there are no related posts but you may like these ones):

Grant Writing is No Mystery

Rediscover the Joy in Writing

New Federal Grant Opportunities

The federal government, under the auspices of The Department of Health and Human Services, Administration for Children and Families, Office of Family Assistance, has announced three new grant opportunities. These new grants are announced in the form of a "Funding Opportunity Announcement" for the Pathways to Responsible Fatherhood Grants program.

The programs are well-funded with $52,000,000 available for a Fatherhood program, $57,000,000 for a Marriage program, and $6,000,000 for an ex-prisoner Father's program.

Links to each of the programs are provided below:
Pathways to Responsible Fatherhood Grants Program
Community-Centered Healthy Marriage and Relationship (CCHMR) Grants Program
Community-Centered Responsible Fatherhood Ex-Prisoner Reentry Pilot Project


Call us if you need help writing a grant for one of these opportunities. (530) 669-3600.