Instructor Guide

1. Introduction
   1. Introductions - Instructor, Students
   2. Training Concepts
   3. Terminal Learning Objective
   4. Enabling Learning Objectives
   
   
2. Proposal Evaluator Simulations
   1. Instructions
   2. Simulation 1
   3. Simulation 2
   4. Simulation 3
   5. Simulation 4
   6. Simulation 5
   7. Simulation 6
   8. Simulation 7
   9. Simulation 8
   10. Simulation 9
   11. Simulation 10
   
   
3. Proposal Writer Simulation
   1. Instructions
   2. Simulation 11
   
   
4. Resources

1. Introductions - Instructor, Students
   1. Name
   2. Occupation
   3. Proposal writing experience

[Instructor introduces self and asks participants to do likewise. Some informal chitchat before doing this will help relax everyone.]

2. Training Concepts
   1. Research (Select the symbol that appeals to you the most)

   [This is an icebreaker. Ask the participants to pick the symbol that appeals to them the most. Then ask for those who picked the square to raise their hands. Tell the participants that the square is a symbol of intelligence. Then ask for those who picked the triangle to raise their hands. Tell the participants that the triangle is a symbol of leadership. Then ask for those who picked the circle to raise their hands. Pass out handout #1.]

   2. Simulation Learning - People learn best by doing. So, in this training program, that's what we do!

   [Tell the participants that research has consistently shown that people learn best by doing. Therefore, this program uses the latest in adult learning techniques - task simulations.]

   [In this program, participants will have the opportunity to simulate tasks performed by grant proposal writers and grant proposal evaluators. Most task simulations concern grant proposal evaluation because the developers of this program believe that if you can look at a proposal through the eyes of the evaluator when you are writing a grant proposal, you are more likely to win the grant. This belief is supported by the program developers' success rate (100%) in writing grant proposals for non-profit organizations.]

3. Terminal Learning Objective
   1. Upon completion of this program, the participant will be able to write grant proposals according to the lessons learned in this program. Mastery of the objective will be demonstrated by successfully completing the evaluator and writer simulations.

   [Review in detail both the terminal and enabling objectives. "You didn't think we were going to let you slide by without objectives, did you?"]

4. Enabling Learning Objectives
   1. Identify grant writing terms:

      [Cover the key grant writing terms. Adjust as needed for the audience.]

      1. grant - a gift (usually money or land) to an organization for a particular purpose
      2. evaluation criteria - specifications used to determine the worthiness of a grant proposal
      3. query letter - initial correspondence sent by an organization to a grant provider
      4. RFP - request for proposal
      5. proposal - written document submitted by an organization to a grant provider requesting funding for a particular purpose
   2. List sources of grants

      [Customize this for the participants if possible.]

      1. state governmental agencies
      2. federal governmental agencies
      3. companies
      4. private foundations
      5. associations
   3. List sources of grant information.
      1. libraries
      2. the Internet
      3. parent organizations
   4. Evaluate proposal responses.
   5. Identify lessons learned in proposal evaluation.
   6. Write a proposal response.

1. Instructions for Proposal Evaluator Simulations

[Have one of the participants read the instructions.]

You are serving as an evaluator of proposals for a $100,000 government grant to teach supervisory skills to the owners of small businesses. On Saturday morning, you meet in a hotel conference room to select the winner from 42 entries. By noon, you have narrowed the field to 20. By 5:00 p.m., the field has narrowed to two organizations: the Lindbergh Chamber of Commerce and the Lincoln Department of Development. All of the evaluators are tired and cranky, but you all agree to make one more pass through these two proposals.

The following pages contain grant criteria along with the corresponding write-ups from the two non-profit organizations. Working on your own, evaluate the write-ups listed in Simulation 1. For each write-up, assign a score and record strengths and weaknesses. When everyone is finished, the instructor will lead a discussion concerning the lessons learned from the simulation. This process will be repeated for each of the 10 proposal evaluator simulations.

[Let the participants know that all of the information (criteria and writeups in the simulations came from real RFPs and proposals. Names and other irrelevant information have been changed to protect the innocent and guilty.]

[Tell the participants that they will have about ten minutes to complete each simulation. Now, tell them to begin on Simulation #1.]

2.2 Simulation 1 - Evaluate response to criteria #1

"The proposal clearly describes the need for supervisory training for small business owners (worth 15 points)."

Lincoln Department of Development responds with...

"The primary reason for the proposed activities is that the Lincoln Department of Development believes that education is a key element in the Department's effort to continually improve economic development in Lincoln. Lincoln is committed to use the supervisory training to help all businesses in Lincoln."

Strengths of the Lincoln response...

Weaknesses of the Lincoln response...

[Doesn't answer the question.]

["All" instead of "small."]

Lincoln's Total points: ______/15

[Lincoln gets less than Lindbergh.]

Lindbergh Chamber of Commerce responds with...

"The Lindbergh Chamber of Commerce conducted a small business needs survey in April, 1996. Nearly 90 percent of the small business owners indicated that they needed more supervisory skills to improve their business operations. Nearly 78 percent indicated that they would attend supervisory training if it was offered in Lindbergh."

Strengths of the Lindbergh response...

[Establishes need.]

[Uses statistics effectively.]

Weaknesses of the Lindbergh response...

Lindbergh's Total points: ______/15

[Lindbergh gets more than Lincoln.]

Lessons learned from this simulation:

[1. Address requirements specifically.]

[2. Use statistics effectively.]

[3. Avoid motherhood and apple pie statements.]

2.3 Simulation 2 - Evaluate response to criteria #2

"The proposal clearly describes a schedule for analyzing, designing, developing, implementing, and evaluating the training (worth 10 points)."

(Procedure is similar to that of Simulation 1)

2.4 Simulation 3 - Evaluate response to criteria #3

"The proposal clearly describes the time commitment of the key personnel who will be responsible for carrying out the proposed activities (worth 15 points)."

(Procedure is similar to that of Simulation 1)

2.5 Simulation 4 - Evaluate response to criteria #4

"The proposal clearly describes the involvement of stakeholders (administration, staff, board members, small business owners, and the educational community) will have in the training activities (worth 10 points)."

(Procedure is similar to that of Simulation 1)

2.6 Simulation 5 - Evaluate response to criteria #5

"The proposal clearly describes the experience and training the project director has in strategic planning (worth 15 points)."

(Procedure is similar to that of Simulation 1)

2.7 Simulation 6 - Evaluate response to criteria #6

"The proposal provides evidence of a dedication to the project that indicates that the project will be successful (worth 10 points)."

(Procedure is similar to that of Simulation 1)

2.8 Simulation 7 - Evaluate response to criteria #7

"In a single sentence, the proposal clearly describes the project mission(worth 20 points)."

(Procedure is similar to that of Simulation 1)

2.9 Simulation 8 - Evaluate response to criteria #8

"In 30 pages or less, the proposal clearly addresses all of the required factors defined in the request for proposal (worth 40 points)."

(Procedure is similar to that of Simulation 1)

2.10 Simulation 9 - Evaluate response to criteria #9

"The proposal clearly describes the materials that will be produced during the development phase of the project (worth 15 points)."

(Procedure is similar to that of Simulation 1)

2.11 Simulation 10 - Evaluate response to criteria #10

"The proposal clearly describes what performance indicators will be used to monitor the effectiveness of the program (worth 15 points)."

(Procedure is similar to that of Simulation 1)

1. Instructions for Proposal Writer Simulation

You are writing a proposal for your organization to obtain a $50,000 grant from a federal agency to provide decision-making and problem-solving training to members of your organization and the community. You will be the director for this project. Currently, you are addressing the criterion on the handout.

At the direction of the instructor, address the criterion directly on the handout. Please put your name on the paper. Once you have completed your write-up, pick up a colleague's write-up from the instructor's basket and place your write-up in the basket. Evaluate the write-up. If time permits, evaluate another write-up.

2. Simulation 11 - Use the Handout!