Cover image for Generating and sustaining nonprofit earned income : a guide to successful enterprise strategies
Generating and sustaining nonprofit earned income : a guide to successful enterprise strategies
Oster, Sharon M.
Publication Information:
San Francisco : Jossey-Bass, [2004]

Physical Description:
xxxvii, 311 pages ; 25 cm
General Note:
Includes index.
Key issues in business planning for nonprofit enterprise -- Putting nonprofit business ventures in perspective -- Building organizational capacity for nonprofit enterprise -- Leadership strategies for managing a nonprofit enterprise -- Targeting the market and developing a marketing plan -- Techniques and challenges of pricing goods and services -- A primer on legal and tax considerations -- Nonprofit ventures and governance issues -- Finding and attracting capital -- Securing financial capital for nonprofit enterprises -- Pitching your venture -- Strategic alliances -- The truth from the trenches -- Growing a nonprofit enterprise with a high engagement funder -- Capitalizing and supporting nonprofit enterprise in -- Emerging market countries -- Turning the business plan into action -- Fundamental of implementation -- The real world of implementing your venture's business plan -- Deploying resources effectively in nonprofit ventures -- By thinking at the margin -- Using performance metrics to assess social impact and -- Financial return -- Going to scale.
Format :


Call Number
Material Type
Home Location
Item Holds
HD62.5 .G46 2004 Adult Non-Fiction Non-Fiction Area

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"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.

Author Notes

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.

Table of Contents

Bill BradleySharon M. Oster and Cynthia W. Massarsky and Samantha L. BeinhackerJ. Gregory DeesPaul ConnollyJeffrey A. Sonnenfeld and Maxwell L. AndersonChristopher LovelockSharon M. OsterWilliam H. Heritage Jr. and Timothy J. OrlebekeKatherine M. O'ReganDavid BornsteinAmy Solas and Adam M. BlumenthalRichard SteckelKristin MajeskaLee Davis and Nicole EtchartPatricia Caesar and Thomas BakerKim AlterDennis R. YoungStephanie Bell-RoseRick Aubry
Tables, Figures, and Exhibitsp. xi
Forewordp. xiii
Prefacep. xvii
Acknowledgementsp. xxiii
The Editorsp. xxv
The Contributorsp. xxix
Part 1 Key Issues in Business Planning for Nonprofit Enterprisep. 1
1 Putting Nonprofit Business Ventures in Perspectivep. 3
2 Building Organizational Capacityp. 19
3 Leadership Strategies for Managing a Nonprofit Enterprisep. 29
4 Targeting the Market and Developing a Marketing Planp. 42
5 Pricing Goods and Servicesp. 61
6 Legal and Tax Considerationsp. 77
7 Nonprofit Ventures and Governance Issuesp. 96
Part 2 Finding and Attracting Capitalp. 111
8 Securing Financial Capitalp. 113
9 Pitching Your Venturep. 130
10 Forming Strategic Alliancesp. 147
11 Growing Your Business with a High-Engagement Funderp. 161
12 Supporting Nonprofit Enterprise in Emerging Marketsp. 181
Part 3 The Business Plan in Actionp. 205
13 Fundamentals of Implementationp. 207
14 Real World Challenges of Implementationp. 224
15 Deploying Resources Effectivelyp. 247
16 Using Performance Metrics to Assess Impactp. 269
17 Taking Your Venture to Scalep. 281
Indexp. 303