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As we continue through this period of uncertainty and challenges, many are asking if they should hold off on submitting proposals. I'm not going to get into that too much here, but the short answer is no; there are reasons why it's advantageous to submit. Program officers have said that if they don't get enough submissions that might not bode well for their programs. Without submissions, the argument can be made that there is too little interest in the topic, which would make it easier for it to be cancelled completely.

Yes, it's reasonable for you to make decisions for yourself and not assume that you’re responsible for sustaining these programs. However, consider that as one reason why, collectively, it makes sense to keep things moving forward. Under the assumption that you do want to continue submitting, I will briefly discuss a topic that is important at any stage of the funding process -- something that will benefit you personally now and into the future. It’s something you can and should work on even with no deadline on the horizon.

That is the topic of building rapport. What is rapport? It comes from the French language and means relationship or connection. (BTW, most of you know that, when spoken, the “t” is silent.) When you build rapport with funders and potential collaborators, you're building trust, and trust supports collaboration and effective communications.

When someone trusts you, they are going to be more likely to share opportunities, to support your ideas, and to recommend you to others for opportunities. Trust also allows you to achieve stronger collaboration: people are more open to sharing ideas, feedback and concerns. Further, with trust you are better able to influence others since your pitches and suggestions will be more positively received.  

Building rapport supports your networking because when you are able to make a strong connection with someone, perhaps even over a brief period, it helps all parties remember the interaction later, which can result in someone reaching back to share an opportunity or make an introduction. Good rapport also leads to feelings of connection, which makes for a more pleasant work environment and experience overall.

How can you start to build rapport with funders?

First, even before you talk to them, research their organization or program so that when you start a conversation, you're starting with information that shows that you've made an effort to learn something about what they do. They are not going to expect that you know as much about the organization as they do, but it’s good to show that you've made an effort.

Secondly, finding common ground is something else that helps to build rapport. Before a meeting, you can look at a person's LinkedIn profile or website and you may find something in their background that you share – perhaps an interest in a certain activity, or maybe you spent time living in a city where the other person has lived. Bring that up as a conversation starter.

Thirdly, when you have the conversation, be curious and ask thoughtful questions. People extend trust when they're able to share something about themselves and sense they're being listened to. However, be sure that when you're in the conversation you are asking questions and not just talking about your own research.

While there are going to be times when it's appropriate for you to present material or give a longer explanation, try to make it as much of a two-way conversation as you can.

Fourth, you can build rapport by doing a good job with follow-up: After you’ve had a conversation or meeting, send an email recapping the discussion. This helps the other party understand what you took away from the exchange. It also supports keeping the door open to potential additional follow-ups in the future.

Rapport building is an open-ended long-term effort -- not something with a deadline. If you are interested in certain opportunities but concerned that they might have been canceled or are in a category you believe may not receive funding, it does not mean you should stop reaching out to peers associated with those fields. Still reach out.

Even as some federal employees shift into new positions, many will continue their careers, possibly by moving into state government, the private sector, or working for themselves with possible return to federal service in the future. Those relationships will still be valuable professional connections. Keep them.

How to find the topics for DOD basic research funding opportunities

Many do not find it straightforward to locate ‘topic areas’ (i.e., the technical topics an organization plans to invest in) from the three DOD basic research offices, Air Force Office of Scientific Research (AFOSR), Army Research Office (ARO) and Office of Naval Research (ONR). For that reason, I recorded a screenshare video that walks you through how to do that. Check it out, and take a look at the topics themselves afterwards, especially if you don’t know if DOD supports research in your area. You may be surprised. Also remember that for the vast majority of DOD basic research opportunities, you do not need to be a US Citizen or Permanent Resident.

When you are ready, here’s how we can help

Need to get your research funded, this year? Check out our 12-week program to get you there.

Ready to book a call to discuss how our program can support faculty at your institution? Let’s chat!