The Development Source
One frequently repeated cliché in the proposal profession is that Subject Matter Experts (SMEs) often will not write or will not write well. Unfortunately, this cliché is accurate. SMEs are usually in great demand – their time is very limited. In addition, they frequently believe that it is someone else’s job (yours?) to do the writing. As a result, SMEs have a well-deserved reputation on many grant proposal teams for missed deadlines, poor writing, or no writing at all.
According to Harley Stein of Tenzing Consulting, there are six ways you can get SMEs to provide the information you need.
Provide a fill-in-the-blank template
Provide your SMEs with a very detailed outline and ask them to fill in the blanks. To work, this template must be a paragraph-by-paragraph outline with such headers as “Understanding the Challenge: provide four bullets that highlight key challenges.”
Have SMEs provide detailed bullets that address a proposal outline. Then you can work with the SMEs to expand them.
Let your SMEs create differentiators
SMEs often do not know enough about the proposal effort or the competition to create differentiators. Instead, ask them to describe the strengths of a particular approach or solution.
You craft the text
Have SMEs do a draft of the subject matter content and then you can craft into narrative text for the SMEs to review. The SMEs should be provided with an outline and plenty of direction.
Use a step-by-step process
Provide SMEs with a detailed schedule and process and work with them step-by-step to create your proposal prose. This will take your supervision and the assistance.
Ask your SMEs for information, not prose
Interview SMEs about the content of their proposal sections. A whiteboard and a tape recorder may be useful.
As Stein points out, these six approaches have four benefits:
SMEs often take a lot of abuse in proposal development. Some of the criticism may be justified, but their inability to help may be the result of not being provided with a useful framework from which the proposal team can extract their knowledge.
We all need SMEs to do competitive grant proposals. Find ways to help them work efficiently and effectively. Both you and the SMEs will appreciate the results.