1. Developing Proposals Winning Your Audience

2. Design Activities Need Recognition*Identify basic needs (purpose, reason for design) Problem definitionDefine what the problem really is, identify constraints, identify criteria PlanningDevelop strategy, identify subtasks, establish timetables and milestones ManagementGuide the process and respond to changing conditions Information gatheringSearch for and collect information Idea GenerationDevelop possible ideas for a solution, brainstorm, list different alternatives ModelingDescribe how to build an idea, measurements, dimensions, calculations Feasibility analysisDetermine workability, does it meet constraints, criteria, etc. EvaluationCompare alternatives, judge options, is one better, cheaper, more accurate Selection/DecisionSelect one idea or solution among alternatives CommunicationCommunicate the design to others, write down a solution or instructions ImplementationProduce or construct a physical device, product or system

3. Engineering Behaviors - Technical  Analyst Searches strategically to identify all conditions, phenomena, and assumptions influencing the situation  Problem Solver Examines problem setting to understand critical issues, assumptions, limitations, and solution requirements  Designer Searches widely to determine stakeholder needs, existing solutions, and constraints on solutions Formulates clear design goals, solutions specifications (including cost, performance, manufacturability, sustainability, social impact) and constraints that must be satisfied to yield a valuable design solution Thinks independently, cooperatively, and creatively to identify relevant existing ideas and generate original solution ideas  Researcher Formulates research questions that identify relevant hypotheses or other new knowledge sought

4. Engineering Behaviors – Professional and Interpersonal  Communicator Prepares a message with the content, organization, format, and quality fitting the audience and purpose Delivers a message with timeliness, credibility, and engagement that achieves desired outcomes efficiently  Leader Facilitates and articulates a shared vision valued by targeted individuals, groups, or organizations  Self-Grower Takes ownership for one’s own personal and professional status and growth Seeks out mentors to support and challenge future growth and development  Achiever Accepts responsibility and takes ownership in assignments Maintains focus to complete tasks on time amidst multiple demands  Practitioner Brings responsible engineering perspectives to global and societal issues

5. Proposals as Persuasion  Goal: persuade audiences to act in a particular way: To fund a project (e.g. asking a granting agency such as NSF to fund your research) To approve a project (e.g. asking a manager within your department to approve a process modification) To accept a product (e.g. trying to win a contract for a specific job)

6. Elements of Persuasion  To persuade someone to decide in your favor, you need to convince them of several things: That a need exists (research) or that you understand the need (contract) That your proposed project meets that need That your project is viable That the benefits outweigh the costs That you are capable of completing the project  Bottom Line: Do the benefits (tangible and intangible) outweigh the costs?

7. Expectations: Proposal Structures  Summary – brief statement of the need, the project, the benefits, and the costs  Statement of Need – an explanation of why the work needs to be done Research proposals: Prior work, background information, gaps, impacts Contract proposals: Review of RFP/RFB

8. Expectations: Proposal Structure  Statement of Need – an explanation of why the work needs to be done Research proposals: Prior work, background information, gaps, impacts Contract proposals: Review of RFP/RFB  Your Proposal What can you say about the need? What research is required to support the need?

9. Structure of Proposals (cont’d)  Project Description Overview (what the project is) Deliverables (concrete outcomes) Justification (how it meets the need) Benefits (why it is valuable/better) Implementation or approach (the plan) Schedule  Budget  Qualifications

10. Expectations: Deliverables  Deliverables should be… Concrete Measurable Multi-stage  Final product  Substantial intermediate products leading to deliverable

11. Knowing Your Audience  To persuade an audience to act, you need to first analyze that audience: Who makes the final decision? What is the audience’s knowledge base? Why does the audience care? What is their stake in the outcome? What are the criteria (explicit and implicit) for decision-making? What constrains the decision? Is the decision merit-based or competitive? What biases, values, predispositions, etc. does your audience have?

12. Building Common Ground  To reach your audience, you need to think and write on their terms: Use your audience’s language Explain all unfamiliar terms Read between the lines and address the audience’s values as well as their stated needs or expectations

13. Knowing Your Tools  Winning proposals rely on three types of appeals: Appeals to Logic … support your claims with the “facts” of the case Appeals to Emotion … support your claims by connecting your work to your audience’s value or beliefs Appeals to Credibility … support your claims by helping the audience believe you

14. Tips for Developing Content  Review all relevant documents from your audience  Research information to support both the need and the project description  Brainstorm all possible benefits and costs, and highlight those most important to your audience

15. Effective Research/Design Proposals….  Support the need for the project with a review of the relevant literature  Provide a concrete set of deliverables in response to the need, including “sure bets” as well as “ideals”  Demonstrate a well-thought-out approach to meeting the need  Give the reader confidence in the investigators knowledge and ability  Clearly account for all spending requests

16. Making Your Proposal Readable  Use meaningful headings and subheadings to organize your text Meaningless: Literature Review Meaningful: Curriculum Planning in Engineering Since 1990  Use lists to help highlight key information Deliverables Critical needs Benefits  Use graphics to illustrate key concepts  Use tables and charts to illustrate plans Schedule Budget