What Actually Works in Donor-Funded Work: A Guide for EdTech Organisations

Myth #1:

“It’s a level playing field.”

Reality: Politics, influence, and early positioning matter.

Better approach: Start early. Understand the donor’s priorities and decision-making culture, and build relationships before the terms of reference are finalised.

Myth #2:

“We’ll track funding and apply when it’s live.”

Reality: By the time an RFP is published, the ecosystem is often already shaped.

Better approach: Monitor upstream policy signals and strategy documents. Engage before procurement opens.

Myth #3:

“Our global experience will set us apart.”

Reality: In-country trust and delivery credibility often outweigh global branding.

Better approach: Build local partnerships that reflect lived experience, not just technical capacity.

Myth #4:

“Let’s apply broadly and see what sticks.”

Reality: This leads to diluted focus and misaligned bids.

Better approach: Prioritise well-aligned opportunities where you bring clear value and relevance.

1. Engage Early — Long Before the Tender Is Released

Donor engagement is not transactional. Organisations that win do not wait for procurement — they monitor donor roadmaps, attend stakeholder briefings, and align with education policy shifts across target geographies.

In practice, early engagement takes many forms: attending donor briefings, responding to Requests for Information (RFIs), building relationships with in-country representatives, or joining consortiums that are already aligned with anticipated funding flows. These steps are not about getting ahead of the process — they are the process. The organisations that tend to succeed are those that are already known, trusted, and visible within the conversations that shape program design long before a tender is released.

An EdTech consulting firm like EDT&Partners supports clients in identifying these upstream signals — budget reviews, sector assessments, strategy launches — so they’re not just reacting to calls for proposals, but proactively shaping their positioning in advance.

2. Build Local Credibility, Not Just Global Credentials

In education tenders funded by bilateral and multilateral donors, relevance often trumps reach. Ministries, regional partners, and in-country delivery agencies play a major role in selecting who gets shortlisted — and who doesn’t.

EdTech companies should demonstrate deep understanding of local systems, build in-country partnerships early, and move beyond token collaboration.

One notable example from the sector highlights how strategic partnerships can shape the success of donor-funded work. In a national STEM education reform initiative led by a multilateral donor, the project team chose not to enter the market alone. Instead, they partnered with a well-established local organisation that already had strong relationships with both government stakeholders and the donor community. Together, they conducted large-scale research and consultation across 200 schools — blending international curriculum expertise with deep, context-specific insight.

The outcome was a nationally endorsed plan for interdisciplinary STEM education, complete with localised lesson plans, teacher guidance, technology integration recommendations, and a sustainable approach to professional development. The project’s success wasn’t due to technical quality alone — it was built on trust, relevance, and the credibility that comes from working in genuine partnership with actors already embedded in the system.

A similar approach shaped the success of a multimedia civic education programme implemented across Lebanon, designed to foster inclusion, empathy, and social cohesion among children in vulnerable communities. EDT&Partners supported the initiative not by leading from the front, but by working in close partnership with a locally embedded NGO already recognised by the donor and trusted within the education ecosystem. Together with national education authorities, and through established school and refugee networks, the programme trained nearly 2,000 teachers and reached more than 60,000 children — extending its impact into homes through community screenings and take-home comic books.

EDT&Partners’ role focused on securing government approvals and enabling clear coordination between the donor, the Ministry of Education, and implementing partners. The project demonstrated how even a behind-the-scenes support function — when grounded in trust, clarity, and local alignment — can help unlock large-scale, system-level impact.

3. Focus on Fit, Not Volume

Donor bidding is expensive — in time, talent, and opportunity cost. Applying broadly rarely works. Instead, strong players define clear pursuit criteria and focus their efforts where they’re truly competitive.

Clients should assess:

• Where are we known and trusted?
• Where does our expertise match donor goals?
• Do we lead, support, or observe?

Making confident, strategic decisions about whether to pursue a donor-funded opportunity requires more than a quick scan of eligibility criteria. Rather than applying broadly, successful organisations use a qualification framework that focuses on fit — asking the right questions early: Is the opportunity aligned with your mission and market strategy? Do you have a relationship with the donor or a credible presence in-country? Are you partnered with trusted local actors? Can you meet the technical requirements confidently — and do you have the internal capacity to build a strong proposal?

At EDT&Partners, we support organisations in navigating these questions and, crucially, assessing their competitive position: whether they’re likely to be shortlisted based on influence, timing, and relevance. In many cases, if the answer to several of these is “no,” the better path is to observe or support rather than lead. By applying this kind of framework, organisations can focus their time, resources, and energy on the opportunities they’re truly positioned to win — and avoid spreading themselves too thin.

What we see working across our global client base — from emerging EdTech startups to established service providers — is a shift from transactional bidding to strategic positioning.

This includes:

• Monitoring policy movements, not just bid portals
• Building networks before the project takes shape
• Understanding the full stakeholder landscape — from donors to ministries to local partners
• Showing up early, with credibility and relevance
• Building the right team of partner organisations to successfully respond to proposals and the right experts to deliver the projects.

This shift isn’t about bidding harder — it’s about engaging smarter: aligning with the opportunity before it’s visible, and showing up prepared to add real value when it counts.