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More About This Title Generating and Sustaining Nonprofit Earned Income: A Guide to Successful Enterprise Strategies
English
—Jed Emerson, lecturer in business, Stanford Business School and senior fellow, William and Flora Hewlett Foundation, David and Lucile Packard Foundation
"We live in a world that begs for the creation of new models of economic justice and opportunities. This book provides valuable information to support the efforts of nonprofit entrepreneurs to succeed in creating and operating ventures that are both sustainable and replicable while meeting economic and societal needs. Go for it!"
—Ben Cohen and Jerry Greenfield, co-founders, Ben & Jerry's
"Nonprofit ventures have few of the traditional supports that are available to other types of organizations. Straddling the for-profit and nonprofit cultures, they inhabit a world not officially recognized, where roadmaps do not exist. Life on the thin strip between one land and another is always a precarious existence, full of trials and tribulations, but also charged with opportunity. This book provides the best thinking to help nonprofits capitalize on that opportunity."
—Bill Shore, chairman, Community Wealth Ventures
In collaboration with the Yale School of Management-The Goldman Sachs Foundation Partnership on Nonprofit Ventures, this comprehensive guide identifies best practices for generating a reliable income stream and ultimately reducing nonprofit organizations' dependence on traditional sources of funding. Edited by renowned scholar and consultant Sharon Oster and Cynthia Massarsky and Samantha Beinhacker, deputy directors of The Partnership on Nonprofit Ventures, Generating and Sustaining Nonprofit Earned Income: A Guide to Successful Enterprise Strategies will teach readers sound business planning strategies that can significantly benefit their organization's internal capacity and financial health.
English
Cynthia W. Massarsky is co-deputy director of the Yale School of Management—The Goldman Sachs Foundation Partnership on Nonprofit Ventures, and president of CWM Marketing Group, a consulting firm specializing in enterprise for nonprofit organizations.
Samantha L. Beinhacker is co-deputy director of the Yale School of Management—The Goldman Sachs Foundation Partnership on Nonprofit Ventures and managing partner of Langbaum Associates, a management consulting firm specializing in new business development and organizational capacity building.
English
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
PART ONE: KEY ISSUES IN BUSINESS PLANNING FOR NONPROFIT ENTERPRISE 1
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
PART TWO: FINDING AND ATTRACTING CAPITAL 111
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
PART THREE: THE BUSINESS PLAN IN ACTION 205
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
