There is probably nothing more important to a funder. How do you know this particular piece of work is needed, wanted and valuable for the future?
Do you know from people in need? Do you know from statutory partners? How have you found that out? If you are guessing or presuming (or looking like you are) then you may not compete well.
Maybe you know because you are part of that community yourself – funders like self-help and grass-roots connections. But you have to tell them about it.
You may have been doing this work for a long time but do you have evidence it is worthwhile? Do you regularly evaluate it? Perhaps you can quote thankyous from clients or referrers? Perhaps you could do questionnaires?
ACVO Funding A-Z