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

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