The Grant Writing Mistake That's Costing You Funding (And How to Fix It)
Last month, I started to work with a cohort of 14 environmental and agricultural NGOs. They are all looking to raise more money.
I looked at their websites. I looked at their pitch decks. I looked at other materials they share with funders. And I saw the same thing again and again.
It wasn't their writing. It wasn't their programs. It wasn't even their choice of funders.
They were making the same mistake that 90% of organizations make— and it's costing them (and probably you) funding.
The Mistake That Kills Otherwise Good Proposals
Here's what all but 1 of them were doing wrong— and what most organizations do wrong:
They were leading with their organization instead of the problem.
Their proposals started like this:
"[Organization name] is a nonprofit organization founded in 2015 and registered in Mexico. We bring a regenerative approach to organize aquaculture production chains, generating income for producers and restoring coastal ecosystems. Our team has over 50 years of combined experience working with regenerative solutions..."
What's wrong with this? It sounds professional, right?
The problem is that funders don't care about you until they care about the problem you're solving.
Here's the truth: Funders fund transformation, not organizations.
Why This Mistake Is So Common
We're Taught to Introduce Ourselves First
From childhood, we're taught to introduce ourselves before we start talking. But grant writing isn't a cocktail party. It's problem-solving.
We're Proud of Our Organizations
Of course you want to talk about your amazing team, your years of experience, your innovative programs. You should be proud!
But funders don't start there. They start with: "What problem keeps me up at night, and who can solve it?"
We Think Credibility Comes First
Many organizations believe they need to establish credibility before they can talk about the problem.
The opposite is true. Credibility comes from demonstrating that you understand the problem deeply and have a solution that works.
Have you been starting your proposals with your organization's background? You're not alone— but it's time to flip the script.
The Framework That Transforms Proposals
Instead of starting with your organization, use what I call the Problem-First Framework. Let’s take the example of a youth-focused nonprofit.
Step 1: Start With the Problem (Not Your Organization)
Instead of: "Youth Forward is a nonprofit that serves underserved youth..."
Try: "In our city, 68% of high school students from low-income families don't graduate on time. Without intervention, these young people face a lifetime of limited opportunities, perpetuating cycles of poverty that affect entire communities."
See the difference? The second version makes you care about the problem immediately.
Step 2: Make the Problem Urgent and Specific
Vague: "Many young people face challenges."
Specific: "Last year, 847 students in our district dropped out before graduation— that's 23 students every week who won't have the education they need for economic mobility."
Why this works: Specific problems feel solvable. Vague problems feel overwhelming.
Step 3: Connect the Problem to the Funder's Priorities
Generic: "Education is important."
Targeted: "This graduation crisis directly undermines our community's economic development goals and perpetuates the racial wealth gap that your foundation has prioritized addressing."
The key: Show that solving this problem advances their mission, not just yours.
💡 For more guidance on aligning with funder priorities, check out: "Steal this prompt to find funders that are perfect for you."
Step 4: Then (and Only Then) Introduce Your Solution
Now you can say: "Youth Forward has developed a proven approach that addresses this crisis at its roots..."
Why this works: Now funders are thinking, "Yes, this is a problem I care about. Tell me how you solve it."
The Psychology Behind Problem-First Writing
Funders Are Problem-Solvers
Most foundation program officers and grant reviewers got into this work because they want to solve problems. They're not looking for the most impressive organization, they're looking for the most effective solution.
Attention Spans Are Short
Program officers review dozens of proposals. If you don't grab their attention in the first paragraph, you've lost them.
Starting with the problem immediately signals: "This proposal is about something you care about."
Emotional Connection Drives Decisions
People make decisions emotionally and justify them rationally. A compelling problem creates emotional investment. Then you provide the rational justification (your solution and evidence).
Are you creating emotional investment in your problem before you ask for rational evaluation of your solution?
💡 Ready to transform your grant writing approach? I help organizations restructure their proposals using frameworks that consistently get funded. Let's work together to fix what's not working →
Before and After Examples
Example 1: Youth Development Organization
Before (Organization-First):
"Established in 2010, Rising Stars Youth Center has been serving at-risk youth in the Chicago downtown area. Our comprehensive programs include after-school tutoring, mentorship, and college prep. We have served over 500 young people and have a dedicated staff of 12 professionals..."
After (Problem-First):
"Every afternoon at 3 PM, 200 middle school students in downtown Chicago walk past multiple drug corners on their way home to empty houses. Without safe spaces and structured support, 40% of these students will be off track for high school graduation within two years. Rising Stars Youth Center exists to change this trajectory..."
Example 2: Environmental Organization
Before (Organization-First):
"Green Future Alliance is a 501(c)(3) environmental nonprofit founded in 2018. We focus on sustainable agriculture practices and have partnerships with 15 local farms. Our team includes certified permaculture designers and agricultural specialists..."
After (Problem-First):
"Climate change is forcing farmers across Rwanda to abandon practices their families have used for generations. Last year's drought destroyed 30% of local crops, threatening both food security and the economic survival of rural communities. Green Future Alliance has developed climate-resilient farming methods that are helping farmers adapt..."
See how the second versions immediately make you care about the outcome?
Common Objections (And Why They're Wrong)
"But the Funder Guidelines Say to Describe Our Organization"
The concern: "The application asks for organizational background first."
The reality: You can provide organizational background while still leading with the problem. Start with the problem, then weave in your organizational story as it relates to solving that problem.
"But We're Proud of Our History and Want to Share It"
The concern: "Our founding story is inspiring and shows our commitment."
The reality: Your founding story can be powerful— when it's connected to the problem you're solving. Use it to show why this problem matters to you personally, not just professionally.
How to Implement This Framework
This Week: Audit Your Current Proposals
Review your last 3 proposals
Identify where you start (organization or problem?)
Rewrite your opening paragraphs using the problem-first approach
Test the new versions with a staff member, a board member and someone outside your organization
This Month: Practice the Framework
Apply the problem-first structure to one new proposal
Track funder responses to see if you get different reactions
Refine your problem statements based on what resonates
This Quarter: Make It Your Standard
Create problem first templates for each of your programs
Train your team on the new approach
Document what works and what doesn't
Measure results compared to your old approach
Curious how I learned grant writing? I take you behind-the-scenes and recommend how you can best learn grant writing to get results, in my recent blog post: "How to learn grant writing: The real path from beginner to funded."
Final Thoughts: The Problem First Mindset
Here's what I want you to remember: Funders don't fund organizations. They fund solutions to problems they care about.
Your organization is the vehicle for solving the problem. Your programs are the method. Your track record is the evidence.
But the problem is the reason funders will care about any of it.
Start there. Connect to the problem they care about. Then show them how you solve it.
When you do this, your proposals will finally match how funders think about problems and solutions.
Your mission deserves funding. But that funding will come when you structure your proposals around the problems funders want to solve, not just the organization you want them to support.
You've got this. And now you know exactly how to fix the mistake that's been costing you funding.
Want to hear more insights like this? I recently shared additional grant writing strategies and answered common questions on the Nonprofit SnapCast podcast. It's a great companion to this article if you want to dive deeper into what makes grant applications successful.
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