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Generating and Sustaining Nonprofit Earned Income. A Guide to Successful Enterprise Strategies

  • ID: 2542468
  • Book
  • April 2013
  • 352 Pages
  • John Wiley and Sons Ltd
"This book will provide you with important information on the prerequisites for success, including fit with your organization s mission and distinctive expertise, a skilled management team, board and staff buy–in, market demand, and many other elements. Whether you are a nonprofit practitioner, academic or student, funder or investor, I believe that this information will help you make the right decision for your organization and give you access to the expertise and knowledge you need to get going."

From the Foreword by Bill Bradley, former U.S. Senator

Generating and Sustaining Nonprofit Earned Income is the essential hands–on guide for helping your organization achieve greater financial stability through a diversified stream of revenue. In collaboration with the Yale School of Management The Goldman Sachs Foundation Partnership on Nonprofit Ventures, this important resource identifies best practices for generating a reliable earned income stream and ultimately freeing your organization from excessive dependence on foundations and other donors.

In this book, editors Sharon M. Oster, Cynthia W. Massarsky, and Samantha L. Beinhacker collect the best thinking from the business, nonprofit, and government sectors on how to establish and manage an earned income venture. Generating and Sustaining Nonprofit Earned Income is filled with concrete lessons and sound business strategies that can significantly benefit your organization s internal capacity and financial health. The book covers a wealth of topics, including:

  • Leadership strategies for managing a nonprofit enterprise
  • Targeting the market and developing a marketing plan
  • Techniques for pricing goods and services
  • Legal and tax considerations
  • Securing financial capital
  • Pitching your venture
  • Forming strategic alliances
  • The fundamentals of implementation
  • Deploying resources effectively
  • Assessing social impact and financial return
  • Taking your venture to the next stage of development

If your organization has done its pre–testing and feasibility analysis and is ready to start operating an earned income venture, this is the book for you.

Note: Product cover images may vary from those shown

Tables, Figures, and Exhibits xi

Foreword xiii
Bill Bradley

Preface xvii
Sharon M. Oster, Cynthia W. Massarsky, Samantha L. Beinhacker

Acknowledgements xxiii

The Editors xxv

The Contributors xxix


1 Putting Nonprofit Business Ventures in Perspective 3
J. Gregory Dees

2 Building Organizational Capacity 19
Paul Connolly

3 Leadership Strategies for Managing a Nonprofit Enterprise 29
Jeffrey A. Sonnenfeld and Maxwell L. Anderson

4 Targeting the Market and Developing a Marketing Plan 42
Christopher Lovelock

5 Pricing Goods and Services 61
Sharon M. Oster

6 Legal and Tax Considerations 77
William H. Heritage Jr. and Timothy J. Orlebeke

7 Nonprofit Ventures and Governance Issues 96
Katherine M. O′Regan


8 Securing Financial Capital 113
David Bornstein and The Goldman Sachs Foundation

9 Pitching Your Venture 130
Amy Solas and Adam M. Blumenthal

10 Forming Strategic Alliances 147
Richard Steckel

11 Growing Your Business with a High–Engagement Funder 161
Kristin Majeska

12 Supporting Nonprofit Enterprise in Emerging Markets 181
Lee Davis and Nicole Etchart


13 Fundamentals of Implementation 207
Patricia Caesar and Thomas Baker

14 Real World Challenges of Implemention 224
Kim Alter

15 Deploying Resources Effectively 247
Dennis R. Young

16 Using Performance Metrics to Assess Impact 269
Stephanie Bell–Rose

17 Taking Your Venture to Scale 281
Rick Aubry

Index 303

Note: Product cover images may vary from those shown
Sharon M. Oster
Cynthia W. Massarsky
Samantha L. Beinhacker
Note: Product cover images may vary from those shown