Every once in a while, I'm surprised at the power of my own techniques.  Recently, I was putting a document together for a new client with a new potential funder.  Following my usual strategy, I started writing the application without doing any research - except interviewing a staff member and a Board member.

 

As I wrote the application, I quickly figured out that it was a much more limited project than what I and the client had expected at first.  In addition, I saw the source was interested in funding only a handful of limited programs. 

 

When I was about 3/4 through the first draft, I noticed the source's website had a lot of the information I was looking for regarding the proposed intervention.  If I had read through their website beforehand, I do not think I would have noticed - or paid much attention - to the valuable information posted there, information that was immediately relevant to the grant application.

 

Since I was already writing the first draft of their application, I was hypersensitive to the exact information I needed and it just jumped out at me when I flipped to their website. 

 

I think you will have this experience too if you trust my experience and give this technique a try.  Often, I find I do not need to do the extensive research as I previously thought the application required from the client. 

 

Moreover, staff experts can often quickly provide me with the most relevant research - once they have read a draft and understand the internal logic of the application and precisely what is at stake.  In a world of limited rationality, it is expensive for the client to figure out the fundamental issues of significance simply by reading the request for proposals.  They and their staff can often be more helpful if they have a fully fleshed out rough draft in front of them.

 

Best of all, I think that if you do your research second, you will sometimes find you already know more than enough to write a tolerable solicitation document.  With this technique, I have been able to avoid losing valuable hours and minutes researching things that may - in the end - have nothing to do with my client's proposed project.