How can we learn more about what funders want in a proposal?

Send a brief letter describing your organization and requesting
guidelines. If the directory shows that a foundation publishes an annual
report, ask for it, too. Some foundations will respond (in polite
language) that you haven't a chance with them; some will ignore your
request; and some will send very helpful information. Study it
carefully. Many foundations welcome phone calls and will give you a
frank estimate of your chances. Be prepared to answer pointed questions
about your organization, your project, and your plans.