The End of Fundraising: Raise More Money by Selling Your Impact

Preface ix

Introduction: The End of Fundraising as We Know It 1

Part I CAPTURING YOUR IMPACT: FROM ‘‘WHAT’’ TO ‘‘SO WHAT?’’ 27

1 From Accountability to Value 33

2 Measurement 47

3 Creating a Product Called Impact 59

Part II MARKETING YOUR IMPACT: HOW TO CONNECT YOUR VALUE TO THE MARKET 79

4 New Market Stakeholders 87

5 Not All Outcomes Are Created Equal 115

6 How to Increase Your Value 131

Part III SELLING  YOUR IMPACT: CREATING AND CLOSING DEALS IN THE SOCIAL CAPITAL MARKET 143

7 It’s Not About You, It’s About Them 145

8 The Art of the Deal 161

9 The Seven Immutable Laws of Selling Your Impact 173

Conclusion: Implications of the Social Capital Market 177

Epilogue: Frequently Asked Questions 183

Notes 189

Acknowledgments 209

Index 211