“Grant Writing Strategies that Win Funding”	

 www.skills4.org	

© 2009 Skills4, Inc.	

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(c) 2009 Stephen Fallon, Skil...
“Grant Writing Strategies that Win Funding”	

 www.skills4.org	

© 2009 Skills4, Inc.	

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(c) 2009 Stephen Fallon, Skil...
“Grant Writing Strategies that Win Funding”	

 www.skills4.org	

© 2009 Skills4, Inc.	

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(c) 2009 Stephen Fallon, Skil...
“Grant Writing Strategies that Win Funding”	

 www.skills4.org	

© 2009 Skills4, Inc.	

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(c) 2009 Stephen Fallon, Skil...
“Grant Writing Strategies that Win Funding”	

 www.skills4.org	

© 2009 Skills4, Inc.	

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(c) 2009 Stephen Fallon, Skil...
“Grant Writing Strategies that Win Funding”	

 www.skills4.org	

© 2009 Skills4, Inc.	

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(c) 2009 Stephen Fallon, Skil...
“Grant Writing Strategies that Win Funding”	

 www.skills4.org	

© 2009 Skills4, Inc.	

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(c) 2009 Stephen Fallon, Skil...
“Grant Writing Strategies that Win Funding”	

 www.skills4.org	

© 2009 Skills4, Inc.	

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(c) 2009 Stephen Fallon, Skil...
“Grant Writing Strategies that Win Funding”	

 www.skills4.org	

© 2009 Skills4, Inc.	

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(c) 2009 Stephen Fallon, Skil...
“Grant Writing Strategies that Win Funding”	

 www.skills4.org	

© 2009 Skills4, Inc.	

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(c) 2009 Stephen Fallon, Ski...
“Grant Writing Strategies that Win Funding”	

 www.skills4.org	

© 2009 Skills4, Inc.	

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(c) 2009 Stephen J. Fallon, ...
“Grant Writing Strategies that Win Funding”	

 www.skills4.org	

© 2009 Skills4, Inc.	

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(c) 2009 Stephen Fallon, Ski...
“Grant Writing Strategies that Win Funding”	

 www.skills4.org	

© 2009 Skills4, Inc.	

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(c) 2009 Stephen Fallon, Ski...
“Grant Writing Strategies that Win Funding”	

 www.skills4.org	

© 2009 Skills4, Inc.	

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(c) 2009 Stephen Fallon, Ski...
“Grant Writing Strategies that Win Funding”	

 www.skills4.org	

© 2009 Skills4, Inc.	

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(c) 2009 Stephen Fallon, Ski...
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Strategies For Writing Grants

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Strategies For Writing Grants

  1. 1. “Grant Writing Strategies that Win Funding” www.skills4.org © 2009 Skills4, Inc. 1 (c) 2009 Stephen Fallon, Skills4 Strategies for Writing Grants! That Win Funding Stephen J. Fallon, PhD August 2009 update For today’s slide handouts: www.skills4.org •  Click on button for Fact Sheets •  First download the file Intro to Grant Writing •  Then go to Links, then click on Steps to Grant Writing (c) 2009 Stephen Fallon, Skills4 •  This short quiz will help you to assess your current experience level. •  Don’t worry if you don’t know the answers to some or even all of these questions. After all, we’re here to learn together. •  Just answer as best you can from what you already know. Experience Level Assessment (c) 2009 Stephen Fallon, Skills4 •  This training will familiarize you with strategies for writing a winning grant proposal. •  The skills you learn will help you to write your own grants, or work more effectively with a grant writer. By the end, you will be able to Learning Objectives 1.  Perform an ROI analysis to select best grant target prospects; 2. Divide grant preparation into a working timeline and staff assignments for completion; 3. Adapt language to fit a funder’s stated objectives / assumptions; 4. Update epi data, model proofs, and program plans using a Skeptical Eye framework; 5. Recognize when a narrative strays into common forms of grant writing mistakes. (c) 2009 Stephen Fallon, Skills4 Grant Writing Blues? •  Grant writing is writing. •  What causes the anxiety? •  Tips for moving past the blank page.
  2. 2. “Grant Writing Strategies that Win Funding” www.skills4.org © 2009 Skills4, Inc. 2 (c) 2009 Stephen Fallon, Skills4 Standard Elements of a Proposal   Cover Letter   Abstract   Needs Assessment   Organizational History   Program Design   Evaluation Plan   Budget and Budget Narrative   Attachments (If Requested) (c) 2009 Stephen Fallon, Skills4 Sections of a Grant Application Section Target population Justification of Need Proposed intervention Work plan (with timeline) Agency Capacity/History Evaluation & Monitoring Budget & Justification Hints   Use data, and zoom in   Not just scope, but gaps   Know the model thoroughly   Activities = levels of effort   Relevant and memorable   Process and outcome data   Reasonable, and livable (c) 2009 Stephen Fallon, Skills4 Success Stories & Lessons Learned   Who can share a story of a grant application success that “beat the odds”?   Who will boldly share their story of a hard lesson learned when a grant was not funded? (c) 2009 Stephen Fallon, Skills4 Case Studies: Victor or Vanquished? •  Target population’s need. •  Turn to your handouts.
  3. 3. “Grant Writing Strategies that Win Funding” www.skills4.org © 2009 Skills4, Inc. 3 (c) 2009 Stephen Fallon, Skills4 Strategies for Researching Funding (c) 2006 Stephen Fallon, Skills4 Trends in Private Grants •  69% of those who claim HIV/AIDS is an "urgent priority" gave no AIDS grants in the previous year. •  13% of them have never given any AIDS funding at all. •  You’re competing with 18,000 AIDS-related orgs and projects. Philanthropy and AIDS: Assessing the Past, Shaping the Future, Funders Concerned About AIDS, 1999. •  Since 9/11, other societal needs are competing with HIV/AIDS. From 1996-1999 •  # of funders giving at least $50K to AIDS dropped 22%. •  8% expected to decrease AIDS funding further in future. •  # making any AIDS funding at all dropped 21%. (c) 2006 Stephen Fallon, Skills4 Trends in Private Grants (cont’d) The Foundation Center, Foundation Giving Trends, Update on Priorities, 2000. In Voices from the Field: Remobilizing HIV/ AIDS Philanthropy for the 21st Century. Funders Concerned About AIDS, 2002). •  Overall foundation giving was $11.3B in 1994. It rose to $22.8B in 1999. (The Foundation Center, Foundation Yearbook 2000). •  HIV/AIDS Funding declined from $37M in 1996 to $28.3M in 1998. Rose in 1999 to $40.7M. •  But increase was directed to international giving. (c) 2009 Stephen Fallon, Skills4 Performing an ROI Analysis
  4. 4. “Grant Writing Strategies that Win Funding” www.skills4.org © 2009 Skills4, Inc. 4 (c) 2009 Stephen Fallon, Skills4 Pick Like Goldilocks •  Rule of thumb: 1 step up at a time. •  Foundation funding  state  region or federal prevention program federal research program. •  Some surprises if you are the perfect niche player. •  Fair match up? (c) 2009 Stephen Fallon, Skills4 Venn Diagram of Deliverables A Pyrrhic victory is a victory with devastating cost to the victor. From: King Pyrrhus of Epirus, whose army suffered irreplaceable casualties when he defeated the Romans during the Pyrrhic War at Heraclea in 280 BC and Asculum in 279 BC. Asian / P.I. (from low income, immigrant neighborhoods) MSM < age 22 (mostly recruited from H.S. LGBT student groups) Diagnosed LWH Healthy Relationships   5 sessions   2 hours each  goes here? (c) 2009 Stephen Fallon, Skills4 (c) 2009 Stephen Fallon, Skills4 Case Studies: Victor or Vanquished? •  Need for program. •  Turn to your handouts.
  5. 5. “Grant Writing Strategies that Win Funding” www.skills4.org © 2009 Skills4, Inc. 5 (c) 2009 Stephen Fallon, Skills4 Practice Session: (c) 2009 Stephen Fallon, Skills4 Community and Program Design (c) 2009 Stephen Fallon, Skills4 Allowable Costs Basic Cost Guidelines-under Federal Issuances OMB A-87, A-122, A-21 & 48 CFR 31, 45 CFR 74 (c) 2009 Stephen Fallon, Skills4 Definitions: Goals vs. Objectives
  6. 6. “Grant Writing Strategies that Win Funding” www.skills4.org © 2009 Skills4, Inc. 6 (c) 2009 Stephen Fallon, Skills4 (c) 2009 Stephen Fallon, Skills4 Practice Session (c) 2009 Stephen Fallon, Skills4 What’s in a Name? A funder issues a •  RFP : Request For Proposals •  RFA: Request for Applications •  GFA: Guidance for Applicants •  RFQ: Request for Quotations •  ITN: Invitation to Negotiate •  All just different terms describing ways of inviting ideas to solve a community problem. •  Usually posted 6 weeks before due date. But much < time if you rely on forwarded announcements. •  Go direct to the funding source for immediate notice. (c) 2009 Stephen Fallon, Skills4 When to Start: Option 1 Grant RFP released  Figure out which program/model has best odds of funding  Scramble to learn that program  Figure out where new program could fit in agency (physical space, and responsibilities)  Start preparing committee to write grant  Oops--out of time.
  7. 7. “Grant Writing Strategies that Win Funding” www.skills4.org © 2009 Skills4, Inc. 7 (c) 2009 Stephen Fallon, Skills4 Case Studies: Victor or Vanquished? •  Goals and objectives. •  Turn to your handouts. (c) 2009 Stephen Fallon, Skills4 Don’t Cross ‘Em: Dead-Lines “One of State's Largest AIDS Clinics Loses Federal Funding” Wayne State University-Detroit Medical Center (DMC) HIV/AIDS program will lose out on more than $250,000 in federal funding because its grant application was 55 minutes late. "We had computer problems. We couldn't get the document to print out…” May 1, 2001 “Arkansas Legislators Ask Congressional Delegation to Help on Lost AIDS Grant” The state lost a $725,760 federal grant for medicines for low-income AIDS patients after the state health department failed to meet a deadline to complete an application for the money. September 24, 2001 (c) 2009 Stephen Fallon, Skills4 How Long Does This Take? •  Community/corporate foundation grant: 10-25 hours •  State grant: 40-60 hours •  Federal grant (program): 80-100 hours •  Federal grant (research): 100+ hours •  Not including budget, support letters, and packaging (adds 5-20 hours!) •  Can you work on this grant non- stop, 80 hours for two weeks? •  Rule of thumb: allow 1 week for every 10 hours grant labor needed. (c) 2009 Stephen Fallon, Skills4 When to Start: Option 2 Community mapping / clients surveyed  Strategic Plan has laid out program growth goals.  Key staff review prevention / care models  Program piloted with volunteers or using administrative time  Agency history & local needs docs drafted  RFP released. Tweak docs; describe pilot program. Finished strong & on-time.
  8. 8. “Grant Writing Strategies that Win Funding” www.skills4.org © 2009 Skills4, Inc. 8 (c) 2009 Stephen Fallon, Skills4 Defend Against Lost Points (c) 2009 Stephen Fallon, Skills4 Centralize Key Documents (c) 2009 Stephen Fallon, Skills4 Plan Ahead •  Revise your organizational history now, before the next RFP. •  Participate in your CPG or planning council. Host town hall w/ clients. •  If possible, keep several needs justification drafts on hand (with different target populations) . •  Plan complementary (rather than competitive) collaborations. •  Pilot a small version of a program that interests you. •  Get agency buy in for desired grant project. (c) 2009 Stephen Fallon, Skills4 Case Studies: Victor or Vanquished? •  Program plan. •  Turn to your handouts.
  9. 9. “Grant Writing Strategies that Win Funding” www.skills4.org © 2009 Skills4, Inc. 9 (c) 2009 Stephen Fallon, Skills4 Can You Describe It? •  Simple “mission.” Let’s create a work plan. •  Work in pairs. •  Remember: when your application is being reviewed, you can’t be there to clarify. •  Hardest lesson in all of life: to be able to imagine the perspective of someone who doesn’t know and feel what you know and feel. (c) 2009 Stephen Fallon, Skills4 Sketching Your Program Plan (c) 2009 Stephen Fallon, Skills4 Describing Methods (Activities) (c) 2009 Stephen Fallon, Skills4 EBIs: Prevention Program Models Most fact sheets will list the   Core elements   Key characteristics •  Some will also include recommended staffing or budgets. •  But better than the simple web sheets, write to the model originator/principal investigator. •  Many will write back (but not on short deadline).
  10. 10. “Grant Writing Strategies that Win Funding” www.skills4.org © 2009 Skills4, Inc. 10 (c) 2009 Stephen Fallon, Skills4 Don’t Force Square Peg, Round Hole •  Funding is tighter these days, and interventions are hard to implement. •  Don’t succumb to temptation to choose the easy one. (“Hey, let’s use VOICES/VOCES. We’ll just show videos!”) Make sure it fits target population. •  Don’t fudge the #s with existing groups. Reach out to at-risk. •  Don’t impose without checking first. Target population may not be ready for P.O.L. or PROMISE, for example. (c) 2009 Stephen Fallon, Skills4 Practice Session (c) 2009 Stephen Fallon, Skills4 Organizational History (c) 2009 Stephen J. Fallon, Skills4 2006 to 2008 •  “Fusion” program for Hispanic MSM and their partners only. •  Drew in truly needy clients: recently out, recent immigrants involved in survival sex; etc. BUT •  $3M agency had committed to a 12.5% cash match grant for this small program. •  After 2 years, agency concluded program was too expensive, gave the grant back and closed the program. •  No other Latino HIV prevention non-profit in county. •  Staff and core group committed to continue program … if funding could be secured somehow.
  11. 11. “Grant Writing Strategies that Win Funding” www.skills4.org © 2009 Skills4, Inc. 11 (c) 2009 Stephen J. Fallon, Skills4 The Next Chapter: Somos •  Promised community same services in similar location, if funding possible. •  Had just 5 weeks from notice that Fusion was being dropped to  Found corporation (Latinos Salud)  Draft articles, By Laws, P&P.  Assemble B.O.D.  Seek expedited IRS review  Recruit collaborators / linkages  Write state grant application.   Secure strong letter of support from model originator. •  Won state contract, funding allowed launch in January 2009. (c) 2009 Stephen Fallon, Skills4 Updating Boilerplates (c) 2009 Stephen Fallon, Skills4 Letters of Support / Agreement •  Generic or non-specific loses points. We really like agency #1 because it is located on Elm Street. We will refer clients. Signed, Agency X We really like agency #1 because it is located on Elm Street. We will refer clients. Signed, Agency Y We really like agency #1 because it is located on Elm Street. We will refer clients. Signed, Agency Z (c) 2009 Stephen Fallon, Skills4 Evaluation
  12. 12. “Grant Writing Strategies that Win Funding” www.skills4.org © 2009 Skills4, Inc. 12 (c) 2009 Stephen Fallon, Skills4 Best Practices in Evaluation (c) 2009 Stephen Fallon, Skills4 Not Funded? Common Reasons (c) 2009 Stephen Fallon, Skills4 Funding Review Assesses (c) 2009 Stephen Fallon, Skills4 Making Sense of Grant Parts If I come to you (we’ve never met before) to ask for a loan so that I can help out someone I know, what would you want to ask me? •  “Who are you?” •  “Who are you planning to help?” •  “Why do they need this money?” •  “What will they do with it?” •  “How will you know they spent it as planned?”
  13. 13. “Grant Writing Strategies that Win Funding” www.skills4.org © 2009 Skills4, Inc. 13 (c) 2009 Stephen Fallon, Skills4 Make Your Pitch •  10 minutes to write 2-3 paragraphs. Answer one of the questions on handout page. •  Have neighbor review with their “clueless” hat on.   Squiggly line under any part that “confuses you.”  Strike-through for any part that seems undoable.   Stars in margin for phrases, proofs or plans that win you over. (c) 2009 Stephen Fallon, Skills4 Grant Prospecting •  Local DOH (pass-through funding) •  CDC (direct funding) •  HRSA (Ryan White) •  Foundations (local, pharma, insurance, etc.-- check history) •  USCM (U.S. Conference of Mayors) •  SAMHSA (Substance Abuse and Mental Health Service Admin, CSAT and CSAP) •  OMHRC (Office of Minority Health Resource Center) •  AFC (Administration for Children & Families, Compassion Capital) •  AHRQ (Agency for Healthcare Research & Quality) •  NIH (National Institutes of Health, research grants) •  Mission creep: Unmanageable expansion of services in effort to chase easiest funds. •  Strategic Plan: long-range, board & staff directed blueprint for future growth, with evaluation at all phases. •  Integrated care: wisely expanding menu of services to facilitate one- stop care. (c) 2009 Stephen Fallon, Skills4 (c) 2009 Stephen Fallon, Skills4 Who Moved My Cheese? Holtgrave, DR. Written Testimony on HIV/AIDS Incidence and Prevention For Hearing, U.S Congress, September 16, 2008. Citing Holtgrave DR. “Costs and consequences of the US Centers for Disease Control and Prevention’s recommendations for opt-out HIV testing.” PLoS Med. 2007; 4(6):1011- 1018. AND Chen RY, et al. “Distribution of health care expenditures for HIV-infected patients.” Clin Infect Dis. 2006;42:1003-1010. AND Schackman BR, et al. “The lifetime costs of current HIV care in the United States.” Med Care. 2006; 44(11):990-997. •  U.S. prevention programs have prevented ~ 362,000 infections (200,000 - 1,500,000). Cost per infection averted 4x  than treat. Holgrave, DR. Testimony, September 16, 2008. AND Holtgrave, DR. "Estimating the Effectiveness and Efficiency of US HIV Prevention Efforts Using Scenario and Cost-effectiveness Analysis." AIDS 2002;16(17);2347-2349. •  CDC funding priority shifts  19%  in HIV prev $ in 5 years. Gorman C. “What Ails the CDC?” TIME, Nov 27, 2006. AND Holtgrave DR. J Urban Health. 2007;84(5):648-52. •  42% of 2007 budget went to MSM, though 53% of new HIV cases. Kaiser Daily HIV/AIDS Report. “Public Health & Education | AP/Google.com Examines Efforts To Reduce Spread of HIV Among MSM.” Aug 12, 2008. •  Each HIV infection averted saves … ~ $275,000 in lifetime treatment costs. Or, $385,000 in total medical costs.
  14. 14. “Grant Writing Strategies that Win Funding” www.skills4.org © 2009 Skills4, Inc. 14 (c) 2009 Stephen Fallon, Skills4 Mine Rejections, Rotate Renewals (c) 2009 Stephen Fallon, Skills4 Less Pie? Better Writing! •  Expectations for HIV/AIDS funding becoming more complex. •  Agencies / clinics must adapt, or fade away. •  Good news: generally speaking, well-written grant applications are still much more likely to win funding. •  Policy advocates seek to increase the size of the funding “pie.” •  In the meantime, must work harder to make sure your agency still gets “fed.” (c) 2009 Stephen Fallon, Skills4 Proposal Coordinator/Grant Writer •  Each section of a grant has a distinct focus: •  You can have colleagues work on different sections. •  But only one voice should come through in the final narrative. •  No cut and paste jobs. •  The grant writer is the de facto coordinator:   Drafting key sections of the proposal;   Tracking narrative pieces needed;   Revising boilerplate org sections;   Adding/updating epi, proof of program, and regional/demographic citations;   Creating a logical workplan   Checking budget for red flags. (c) 2009 Stephen Fallon, Skills4 Investing in Grant Writing BARRIERS: 1.  Grant writing labor intensive on staff, grant writers expensive. 2.  Invest significant time or money for app with no guarantees 3.  Staff positions depend upon renewal/replacement funding. 4.  Reporting requirements often tedious. BENEFITS: •  Most grant awards fund for 3-5 years. •  Significant funding: $10,000+ for foundations, $50,000+ for state grants, $200,000-$500,000 for federal grants. •  Beyond $, funds directly contribute to prevention/care mission.
  15. 15. “Grant Writing Strategies that Win Funding” www.skills4.org © 2009 Skills4, Inc. 15 (c) 2009 Stephen Fallon, Skills4 Only Know What You Tell Me (c) 2009 Stephen Fallon, Skills4 Only Know What You Tell Me (c) 2009 Stephen Fallon, Skills4 Only Know What You Tell Me (c) 2009 Stephen Fallon, Skills4 Thank You for Making a Difference! Stephen J. Fallon, Ph.D. President Skills4, Inc. 1712 N. Victoria Park Road Ft. Lauderdale, FL 33305 Sfallon@skills4.org

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