Selling Social Change (Without Selling Out) : Earned Income Strategies for Nonprofits

by Andy Robinson (Tucson, Arizona); Kim Klein

• ISBN13: 9780787965204
• ISBN10: 0787965200
• Format: eBook
• Copyright: 2007-06-01
• Publisher: Jossey-Bass

Summary

In Selling Social Change (Without Selling Out) expert fundraising trainer and consultant Andy Robinson shows nonprofit professionals how to initiate and sustain successful earned income ventures that provide financial security and advance an organization's mission. Step by step, this invaluable resource shows how to organize a team, select a venture, draft a business plan, find start-up funding, and successfully market goods and services. Robinson includes critical information on the tax implications of earned income and the pros and cons of corporate partnerships. The book also addresses when to consider outsourcing, collaborating with competitors, and raising additional funds to expand the business.

Table of Contents

Preface

Acknowledgments

The Author

The Contributors

Selling Your Cause Without Selling Out

We?re all in sales

Commerce, not capitalism

Case Study: Bad Jokes, Great Service: Our Community Bikes

How Earned Income Can Benefit Your Mission

Earned income: It?s a Movement

The value of funding Diversity

The pros and cons of earned Income

Balancing Mission and Money: Resource Center of the Americas

Beyond T-shirts and coffee Mugs

Case Study: Flavors of the Desert: Native Seeds/SEARCH

Creating An Enterprising Nonprofit

The enterprise Advocate

The venture committee, the board, and the Staff

Recruiting for Enterprise: Grassroots Leadership

Finding and using outside help

Knowing what your work costs

Worksheet

Are you ready for Enterprise?

Case Study: Capitalism with a Conscience: Global Exchange

Choosing Your New Venture

The Brainstorming Process

Worksheet

Brainstorming your New Venture

Location, Location, Location: Burns Bog Conservation Society and Plateau Restoration

Selecting the right Venture

Worksheet

Evaluating your earned Income Ideas

Powerful Publications

Think retail Last

How to do Market Research

Worksheet

Market Research

How to think about Pricing

Conducting a Feasibility Study

Getting to ?no?

Case Study: The Power of the Footnote: DataCenter

Developing a Business Plan for Social Change

A matter of Scale

How to use a Business Plan

Who writes the Plan?

Components of a Business Plan

Worksheet

Preparing a Business Plan

Writing the Plan

White Earth Land Recovery Project?

Native Harvest

Case Study: How to Build a Working Neighborhood: Esperanza Unida

Finding Capital to Launch Your Venture

Internal and informal Sources of Funds

External Sources

The coldly Analytical Cheerleader

Creative Financing: Palouse-Clearwater Environmental Institute

Worksheet

Finding Start-up Funding

Case Study Reclaiming History/Reclame La Historia: SouthWest Organizing Project

Marketing Your Mission

Market Segmentation

The Nonprofit Niche: Institute for Conservation Leadership and Technical Assistance for Community Services

Creating and using a Marketing Plan

Sample Marketing Plan: Esperanza Unida

Promotion options for Grassroots Groups

Media Savvy: Melpomene Institute

Worksheet

Creating a Marketing Plan

Worksheet

Marketing Calendar

Case Study Crossing Borders: BorderLinks

Considering Corporate Partnerships

The Nuts and Bolts of Corporate Relationships

Be Wary

Customize your Marketing Plan

Corporate Contracts and Cause-Related Marketing: Melpomene Institute

Do your homework on Potential Partners

Corporations do their Homework, Too

Wholesaling to Businesses:Women?s Bean Project

From plan to Action

Keep the Relationship on Track

A Sampling of Other Nonprofits with Corporate Relationships

Evaluate your results and Share the News

Case Study Off the Streets, Into the Kitchen: FareStart

Navigating the Tax Implications of Earned Income

The Commerciality standard and the notion of unrelated Business Income

Scale of the Venture

Revenue versus Support

Current areas of Scrutiny, Enforcement, and Dispute

Public charity status: The Public Support Tests

Creating a taxable Subsidiary Corporation

Case Study ?Our Profit Is Our Vegetables?: The Food Bank of Western Massachusetts

Managing and Expanding Your Venture

Retaining and Retraining Staff

Outsourcing: Expanding your Talent Pool

Repackaging your work for new Mar

Table of Contents provided by Publisher. All Rights Reserved.