How can I convince a health care entity to pay for my organization’s services?

Focus on your CBO’s value proposition.  Determine what the MCO needs and identify the service offerings your CBO can provide to address those needs. And remember that this is marketing and you are entering a competitive space. Packaging, pricing and people are three critical ingredients.  Focus on these to ensure that you are offering and effectively communicating a serious value proposition that addresses a key need for the MCO.