The sustainability question

It’s not easy
Writing this article was challenging. I shouldn’t be surprised. Sustaining programs after the grant ends is hard. Convincing funders you can do it may be harder.

The sustainability question in grant proposals gets to the heart of the donor-grantee relationship. What ideally becomes a partnership typically begins as an unequal relationship between the seeker and giver of money. Once the grant is received, success is in the mutual interest of both. Donors are invested in seeing successful programs continue, and there may be ways—besides funding—they can help.

Tips
A strong answer to the sustainability question is paramount to a competitive proposal. There are lots of ways to address it.

• Avoid stock answers. “We will apply to local and national foundations and seek funding from individual donors” does not inspire confidence.
• Be specific. Tell donors how successful aspects of the funded program will be integrated into existing models.
• Diversify funding. Funders like this, so tell them your plan to do this and how their support will help.
• Provide evidence. Tell the grantor about a prior innovation that is now an established program.
• Make connections. For example, link your evaluation plan to donor engagement.
• Be creative. Describe projects in the pipeline, your organization’s role in the community, awards and grants, or other evidence that you can sustain successful programs.
• Put money on the table. Your organization’s contributions of supervision, volunteers, ED and board involvement, overhead, and fundraising all count.
• Commit to change. Show how your program aligns with your strategic plan, a sure sign of commitment, or the potential it offers for new policies or community leadership.
• Include your partners. I don’t think it’s possible to say too much about them.
• Highlight notable events, such as a new ED, location, or expansion. All are relevant.
• Engage donors. Invite them to be part of the sustainability discussion.

About risk
Not all programs work; those that don’t should be discontinued or adapted to models that do. Consider acknowledging risk and present its benefits: the opportunity to launch a new approach and learn from it, gain internal buy-in for a new model, introduce your organization to new donors and the community, and most importantly, to help those who might not otherwise receive it.

The up side
The sustainability question can seem unreasonable. It’s worth the effort. Funders will notice and appreciate the time it takes to prepare a thoughtful response. It can be repurposed for use in other grants. It can jump-start planning for the future and may help avoid, or at least plan for, such challenging outcomes as a layoff. A strong sustainability response can begin to adjust the power imbalance between you and your funder and perhaps help you gain access to their donor networks.