12 Selling Your Success to Others: 

Getting Support 

Obtaining Resources 

Since	the	mid-1980s,	funders	have	demonstrated	 

a	growing	preference	for	supporting	partnerships	 

rather	than	individual	organizations.	This	is	especially	 

true	when	the	partnership	has	significant,	direct	 

participation	of	the	populations	it	is	intending	to	 

serve.	 

Elements of Getting Support 

•	 Obtaining resources 

•	 Preparation 

•	 Finding funders 

•	 Gaining support for public policy 

initiatives 

One	reason	that	funders	prefer	partnerships	is	their	ability	to	leverage	the	existing	 

resources	of	their	partners.	These	resources	include	areas	of	expertise,	as	well	as	in-kind	 

material	support.	Thus,	it	is	important	to	document	your	partnership’s	areas	of	expertise	 

and	in-kind	support.	 

In	addition	to	approaching	funders	that	address	health	issues	(e.g.,	health	promotion,	 

disease	prevention,	and	health	service	delivery),	a	partnership	allows	you	to	consider	 

funders	emphasizing	community	empowerment	and	volunteerism.	 

Preparation 

When	your	partnership	has	agreed	upon	one	or	more	projects	to	pursue	(see	Chapter	6:	 

Creating a Sense of Ownership	and	Chapter	7:	Making Progress and Making Decisions),	it	 

is	important	to	be	able	to	concisely	describe	the	following	aspects	of	each	project	before	 

soliciting	funding:		 

•	 The	problems	a	project	will	address 

•	 The	consequences	(in	social,	financial,	and	political	terms)	of	failing	to	address	these	 

problems	 

•	 Immediate	and	long-range	project	goals	and	expected	outcomes	 

•	 Who	will	carry	out	the	project,	along	with	a	compelling	argument	for	their	ability	to	 

succeed	 

•	 How	accomplishments	will	be	measured	and	evaluated 

•	 How	long	the	project	will	take	 

•	 How	much	it	will	cost 

•	 How	the	project	can	be	adapted	for	use	in	other	areas	(e.g.,	serve	as	a	pilot	project) 

Finding Funders 

Common	funding	sources	for	partnership	activities	include	government	funds,	 

foundations,	and	company-sponsored	foundations	and	corporate	giving.	 

Forging Partnerships to Eliminate Tuberculosis: A Guide and Toolkit  

Chapter : Selling Your Success to Others: Getting Support 
Government Funds 

Government	funds	may	be	sought	at	the	federal,	state,	or	local	level.	The	Catalog of 

Federal Domestic Assistance	at	www.cfda.gov/	gives	you	access	to	all	federal	programs	 

available	to	state	and	local	governments	(including	the	District	of	Columbia);	 

federally-recognized	Indian	tribal	governments;	territories	(and	possessions)	of	 

the	United	States;	domestic	public,	quasi-public,	and	private	profit	and	nonprofit	 

organizations	and	institutions;	specialized	groups;	and	individuals.	You	can	search	 

the	catalog’s	database	to	find	the	assistance	programs	that	meet	your	requirements	 

and	for	which	you	are	eligible.	You	can	then	contact	the	office	that	administers	the	 

program	and	find	out	how	to	apply.	 

Should	you	decide	to	seek	state	funds	for	your	TB	partnership,	it	is	important	to	 

know	your	state’s	specific	legislative	budget	decisionmaking	procedures	and	timelines,	 

including	state	budgeting	periods	(e.g.,	fiscal	years),	and	the	deadline	for	submission	 

of	the	governor’s	budget	to	the	legislature.	It	also	helps	to	know	the	amount	of	time	 

the	legislature	or	the	appropriations	committee	has	to	consider	the	budget.	 

When	seeking	state	funds,	it	is	important	to	identify	and	recruit	a	key	elected	official	 

who	is	interested	in,	and	supportive	of,	the	TB	partnership.	Such	persons	can	help	 

you	gain	the	support	of	other	legislators	and	your	governor.	People	who	work	for	 

elected	officials	and	legislative	committees	may	also	be	approached	to	help	you	reach	 

influential,	but	very	busy,	officials.	 

Your	chances	for	success	are	greater	when	your	partnership	includes	members	who	 

are	known	and	respected	by	the	legislators	and	elected	officials	you	are	trying	to	reach	 

and	are	their	constituents.	It	may	be	appropriate	for	your	partnership	to	create	a	 

subcommittee	or	a	task	force	to	develop	the	strategies	and	actions	needed	to	gain	the	 

state	funding	you	seek.	The	subcommittee	or	task	force	may	wish	to 

•	 Obtain	endorsements	and	support	from	individuals	and	organizations	that	are	 

not	currently	involved	in	your	partnership 

•	 Develop	the	partnership’s	capacity	to	activate	action	networks	that	will	effectively	 

communicate	widespread	support	for	your	proposed	policy	changes	to	key	 

decision	makers	as	needed 

The	partnership	should	ensure	that	all	of	its	supporters	who	interact	with	legislators	 

are	educated	about	the	TB	problem,	the	partnership	and	its	goals,	and	the	specific	 

objectives	for	the	funding	sought,	as	well	as	the	financial	and	political	costs	associated	 

with	failing	to	fund	your	proposal.	The	information	you	used	to	enlist	the	initial	 

support	of	your	agency	and	potential	partners	(see	Chapter	5:	Determining Your 

Purpose and Choosing Partners)	may	be	adapted	for	use	with	your	legislators.	Since	 

 Forging Partnerships to Eliminate Tuberculosis: A Guide and Toolkit 

Chapter : Selling Your Success to Others: Getting Support 
legislators	are	very	busy,	it	is	important	for	communication	with	them	to	be	clear	and	 

concise.	The	more	highly	respected	and	influential	supporters	you	have	disseminating	 

the	message,	the	better.	 

The	approaches	described	for	seeking	state	funds	are	also	applicable	when	seeking	 

funds	from	local	government	entities,	such	as	city	or	town	councils	or	county	boards	 

of	supervisors.	 

Foundations 

To	determine	which	foundations	best	match	with	your	partnership,	it	is	important	to	 

know 

• Their	areas	of	interest	and	geographic	focus	 

• The	types	of	activities	they	normally	fund 

• Their	grant	restrictions	and	financial	capacity 

• Specific	projects	they	have	recently	funded 

• Their	funding	cycles 

The	Foundation	Center’s	Website,	www.fdncenter.org	is	a	good	starting	point	for	 

finding	this	information.	The	site	has	over	2,000	annotated	links	to	grantmaker	 

websites.	The	links	are	categorized	as	follows:	Private	Foundations,	Grantmaking	 

Public	Charities,	Corporate	Grantmakers,	and	Community	Foundations. 

Since	the	Foundation	Center’s	mission	is	to	help	grantseekers	succeed,	it	also	provides	 

a	variety	of	tools	and	training	programs	that	may	be	of	interest.	Their	Prospect 

Worksheet (available	online)	will	help	you	organize	the	information	you	gather	on	 

foundations.	 

In	addition	to	the	Foundation	Center’s	resources,	your	state	may	have	a	publication	 

or	central	website	with	information	on	smaller	foundations	serving	your	program	 

area.	A	reference	librarian	or	a	local	bookstore	may	be	enlisted	to	help	you	obtain	this	 

information.	It	is	generally	a	good	idea	to	start	your	search	with	foundations	close	to	 

home,	as	they	tend	to	have	a	greater	interest	in	your	area	than	do	larger	foundations	 

principally	concerned	with	programs	of	national	significance.	Creating	a	good	track	 

record	with	local	foundations	can	increase	your	likelihood	of	success	should	you	later	 

approach	these	larger	national	foundations.	 

State	and	local	grantmakers	in	your	program	area	may	have	a	formal	network	or	 

association.	Should	this	be	the	case,	you	may	wish	to	explore	providing	them	with	 

information	about	TB	at	one	of	their	regularly	scheduled	meetings. 

Forging Partnerships to Eliminate Tuberculosis: A Guide and Toolkit  

Chapter : Selling Your Success to Others: Getting Support 
On	a	national	level,	the	Robert	Wood	Johnson	Foundation	is	an	example	of	a	private	 

foundation	that	has	become	an	invaluable	source	of	funds	for	TB	prevention	and	 

control	programs;	awards	have	gone	to	fund	innovative	projects	to	promote	local	 

partnerships	and	information	sharing. 

Company Sponsored Foundations and Corporate Giving 

The	Foundation	Center	website	includes	a	directory	of	corporate	giving.	Companies	 

tend	to	support	activities	that	take	place	in	areas	where	they	do	business	and	that	 

enhance	their	corporate	image.	Companies	and	local	businesses	can	be	approached	 

for	in-kind	contributions,	including	materials,	facilities,	and	employees	to	serve	as	 

volunteers,	as	well	as	for	financial	support.	 

Companies	usually	provide	financial	support	in	one	of	two	ways: 

•	 A	company-sponsored	or	corporate	foundation:	Though	they	often	maintain	 

close	ties	to	the	parent	company,	these	foundations	function	as	independent	 

organizations	with	their	own	decision	makers 

•	 Corporate	giving	programs:	These	grantmaking	programs	are	established	and	 

administered	from	within	the	company’s	organizational	structure 

Some	companies	have	both	a	corporate	giving	program	and	a	company-sponsored	 

foundation. 

Things to Keep in Mind 

•	 Funding	agencies	usually	have	a	designated	staff	member	who	can	answer	 

questions	and	provide	initial	feedback	about	project	proposals.	Before	you	write	a	 

grant	proposal,	call	the	staff	person	to	briefly	describe	your	project	and	why	you	 

think	it	is	a	good	fit	with	that	funder’s	mission	and	goals.	Then,	ask	for	feedback	 

and	suggestions.	 

•	 It	is	helpful	to	know	the	names	of	those	who	will	make	the	final	decisions	about	 

funding	your	project.	You	or	your	partners	may	know	some	of	these	individuals,	 

which	may	increase	your	likelihood	of	success.	 

•	 Graduate	schools	of	public	health	often	have	courses	in	grant	writing.	It	may	be	 

possible	to	have	a	class	or	an	individual	work	with	your	partnership	to	write	the	 

funding	proposals	you	need.	 

•	 Getting	projects	funded	takes	patience	and	perseverance.	You	may	need	to	submit	 

proposals	to	several	funders	before	you	succeed.	 

•	 When	clear	lines	of	responsibility	and	accountability	are	not	established	in	 

advance,	an	influx	of	funding	can	be	a	source	of	tension	among	partners.	 

4 Forging Partnerships to Eliminate Tuberculosis: A Guide and Toolkit 

Chapter : Selling Your Success to Others: Getting Support 
Sufficient	advance	planning	and	a	clear	partnership	vision	will	reduce	the	 

likelihood	of	such	problems.	Thus,	it	is	important	for	funding	proposals	to	have	 

the	tasks	and	those	responsible	for	completing	them	clearly	defined.	Partners	 

should	agree	in	advance	as	to	where,	when,	and	how	funds	will	be	distributed.	 

Gaining Support for Public Policy Initiatives 

Your	partnership	may	decide	to	focus	on	changing	public	policies	or	regulations	 

associated	with	TB	prevention	and	control.	This	focus	might	include	making	DOT	 

(directly	observed	therapy)	a	legal	requirement	within	your	program	area.	It	is	 

recommended	that	those	partnerships	addressing	public	policy	issues	undertake	efforts	to: 

•	 Educate	policy	makers	and	TB	stakeholders	on	the	problems	caused	by	TB	in	your	 

area. 

•	 Present	scientific	data	and	broad-based	TB	stakeholder	support	for	the	policy	changes	 

you	propose. 

•	 Demonstrate	the	cost-effectiveness	of	your	approach	and	the	political,	social,	and	 

economic	consequences	of	failure	to	enact	your	recommended	policy	changes. 

•	 Work	effectively	with	the	media	and	stakeholder	groups	to	build	support	for	the	 

changes	you	propose	(see	Chapter	9:	Sharing the Message: Working with the Media and 

TB Stakeholders),	as	well	as	with	those	who	will	be	making	the	final	decision	about	 

your	proposed	policy	change. 

The	steps	described	earlier	in	this	chapter	for	seeking	government	funds	are	also	 

applicable	when	seeking	changes	in	legislation	associated	with	TB	regulations	and	public	 

policy. 

Things to Keep in Mind 

•	 Some	TB	programs	and	their	staffs	are	prohibited	from	lobbying	to	change	public	 

policies	or	state	regulations.	Should	this	be	the	case	in	your	area,	you	may	wish	 

to	ask	a	trusted	colleague	agency	with	lobbying	experience,	such	as	a	physicians’	 

association	or	a	lung	association,	to	consider	undertaking	the	effort.	 

•	 Consider	asking	a	trusted	and	experienced	individual	or	partner	to	provide	a	 

partnership	training	session	on	conducting	effective	advocacy,	which	includes	 

identifying	effective	approaches	for	meeting	your	specific	policy	objectives.	 

•	 Changing	public	policy	requires	patience	and	perseverance.	It	may	take	a	few	tries	 

before	the	policy	changes	you	seek	are	made.	 

Forging Partnerships to Eliminate Tuberculosis: A Guide and Toolkit  

Chapter : Selling Your Success to Others: Getting Support 
Related Resources 

•	 Developing and Writing Grant Proposals 

This	6-page	guide	provided	by	the	Catalog	of	Federal	Domestic	Assistance	covers	 

developing	and	writing	a	federal	grant	proposal.	Many	of	its	tips	are	also	applicable	 

when	developing	and	writing	proposals	for	corporations	or	foundations.	This	guide	is	 

available	online	at		 

http://12.46.245.173/pls/portal30/CATALOG.GRANT_PROPOSAL_DYN.show.	 

•	 The Centers for Disease Control and Prevention National Prevention Information 

Network Website www.cdcnpin.org 

This	website	can	help	you	locate	possible	funding	opportunities.	Visit	the	website	 

and	select	“Search	for:	Funding.”	You	will	find	private	and	government	funding	 

opportunities	for	community-based	and	HIV/AIDS,	STD,	and	TB	service	 

organizations.	Included	are	details	about	eligibility	requirements,	application	 

processes,	and	deadlines. 

•	 TB Education and Training Resources Website www.findtbresources.org. 

This	website	is	a	service	of	the	Centers	for	Disease	Control	and	Prevention	(CDC),	 

Division	of	Tuberculosis	Elimination	(DTBE).	You	can	use	this	site	to	locate	funding	 

opportunities,	search	for	TB	education	and	training	materials,	sign	up	for	TB-related	 

listservs	and	digests,	and	locate	TB-related	Web	links. 

 Forging Partnerships to Eliminate Tuberculosis: A Guide and Toolkit 

Chapter : Selling Your Success to Others: Getting Support