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Generating and Sustaining Nonprofit Earned Income: A Guide to Successful Strategies, Yale School of Management-The Goldman Sachs Foundation Partnership on Nonprofit Ventures / Edition 1

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Overview

"Bringing together the best experts in the business, Generating and Sustaining Nonprofit Earned Income offers up critical advice and insights to help even the most experienced social entrepreneurs improve upon enterprise performance; A critical addition to any practitioner resource library."
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.

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Editorial Reviews

From the Publisher
"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

"Bringing together the best experts in the business, Generating and Sustaining Nonprofit Earned Income offers up critical advice and insights to help even the most experienced social entrepreneurs improve upon enterprise performance; A critical addition to any practitioner resource library."
—Jed Emerson, Lecturer in Business, Stanford Business School andSenior 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

"State-of-the-art advice from a stellar collection of experienced voices in the field of nonprofit social venturing. Nonprofit managers, students of social enterprise, philanthropists and social venture competition entrants, take note: you need to read this book."
—Catherine H. Clark, Director, Research Initiative on SocialEntrepreneurship, and Faculty Advisor, Global Social Venture Competition, Columbia Business School

"You've got questions? This book has the answers. It is thorough, practical and chock full of practitioner's wisdom. It's a great resource."
—Edward Skloot, Executive Director, The Surdna Foundation

"You wouldn't take a long trip without a plan. Neither should you start an earned income venture for your nonprofit organization with out this book. Having been there myself, I can say with great confidence that this book will provide the framework for the planning, launch and operation of a successful and sustainable nonprofit enterprise. Whether you are an investor, manager or board member you need this book to guide you on what can be a very challenging, but rewarding journey."
—Gary G. Mulhair, Managing Partner, Global Partnerships, and previous President and CEO, Pioneer Human Services

"This book cuts through the rhetoric about social enterprise. It provides clear and sober advice as well as practical tools for navigating the launch, challenges and financing of mission-driven businesses."
—Betsy Biemann, Associate Director, The Rockefeller Foundation

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Product Details

  • ISBN-13: 9780787972387
  • Publisher: Wiley
  • Publication date: 4/16/2004
  • Edition description: New Edition
  • Edition number: 1
  • Pages: 352
  • Product dimensions: 7.10 (w) x 9.40 (h) x 1.10 (d)

Meet the Author

Sharon M. Oster is the Frederic D. Wolfe Professor of Management and Entrepreneurship and director of the Program on Social Enterprise at the Yale School of Management, and serves as the co-faculty director for the Yale School of Management—The Goldman Sachs Foundation Partnership on Nonprofit Ventures.

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.

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Table of Contents

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

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