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The National Assembly

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earning income in a nonprofit entails making products or ... An excellent credit history. Financial acumen and stability. A record of fundraising success ... – PowerPoint PPT presentation

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Title: The National Assembly


1
The National Assembly
  • Earned Revenue as a strategy for diversifying
    income
  • National Center on Nonprofit Enterprise

2
Earned Revenues
  • What earned income is.
  • Why pursue Earned Revenues as a strategy.
  • Conditions of success.
  • Taking the right steps.
  • The Nonprofit Entrepreneur

3
Earned Revenues terminology
  • Social Enterprise Social Venture

  • Social Entrepreneur
  • Nonprofit Business
  • Commercial Venture
  • Affirmative Business

  • Social Business
  • Earned Income Initiative

  • Pricing a Service

4
Earned Revenues definition
  • …………earning income in a nonprofit entails making
    products or services available to organizations
    or individuals, who pay a price that covers some,
    all of or more than, the costs of these products
    or services…..

5
Earned Revenues range of activities
  • Price for a service Healthcare, counseling
  • Current service delivered to new audience (stress
    counseling to for-profit employees)
  • Leveraging value of assets
  • - reputation cause related marketing
  • - land parking lot or natural gas
  • Unrelated business activity Ben and Jerrys

6
Ben and Jerrys
7
The National Park Service
8
Computer recycling
9
Charging for a service
10
Earned Revenues a different type of income?
  • Needs
    Wants
  • Clients
    Customers
  • Volatility
    Stability
  • Dependency Autonomy
  • Charity
    Interdependence

11
Earned Revenues Why?
  • More !
  • More unrestricted
  • - management capacity
  • - independence……advocacy
  • To Manage Risk
  • - general diversification
  • - protecting particular activity

12
Earned Revenues Why?
  • To Do more Mission
  • To Do Mission better
  • To Develop the skills and culture of the
    nonprofit
  • To attract more of current types of revenue

13
Earned Revenues range of activities
  • John Hopkins Listening Post Project
  • Commercial income t e
  • Improved/expanded Marketing 63 11
  • Introduction of/raised fees 56 15
  • Borrowed money 27 lt5
  • Profit-making subsidiary 5 ?

14
Earned Revenues Why Not?
  • Too Expensive
  • Mission Drift
  • Management Drift
  • Other revenue crowd-out
  • Culture clashes/Divisions

15
Earned Revenues How?
  • The Nonprofit Entrepreneur……..
  • …………who thinks economics

16
Earned Revenues How?
  • Nonprofit readiness 1
  • Clarity of Mission
  • Client Focus
  • Strategic Mind-Set
  • Experience of Change
  • Effective and Adaptable business systems
  • Financial Health

17
Earned Revenues How?
  • Nonprofit readiness 2.
  • Leadership
  • - commitment
  • - consistency
  • - communication
  • - awareness of risks and
    opportunities

18
Earned Revenues How?
  • Nonprofit readiness 3.
  • Marketing approach to work
  • - focus on the 4 Ps
  • - ability to identify nonprofits
    assets
  • and their value

19
Ben and Jerrys criteria
  • Nonprofit status
  • Annual operating budget of more than 5,000,000
  • More than 5 years in operation
  • Job training and life skills development programs
    for youth and young adults, ages 15 - 21
  • Experience operating a social purpose business
  • Knowledge of the retail foodservice industry
    and/or franchising
  • The desire and capacity to operate a social
    enterprise business
  • A staff and board with small business expertise
  • An excellent credit history
  • Financial acumen and stability
  • A record of fundraising success
  • The willingness and the capacity to manage the
    complexities of developing a new business

20
Earned Revenues How?
  • Feasibility of strategy 1.
  • Clarity of purpose
  • Understanding of customers
  • Customer focus
  • Marketing approach
  • Clear business model
  • A product or service people are prepared to pay
    for enough to ensure achievement of purpose.

21
Earned Revenues How?
  • Feasibility of strategy 2.
  • People with appropriate experience
  • Clarity of accountability
  • Appropriate place in structure
  • Planning
  • Management
  • Review and learning

22
10 steps to earned income heaven
  • Clarify what your nonprofit program and revenue
    priorities.
  • Assess how well you raise and use resources now
    are your revenues diverse do you spend the right
    amount on different types of fundraising have
    you assessed the efficiency of your program
    staffing?

23
10 steps to earned income heaven
  • Identify the most cost-effective changes that
    support program and revenue priorities……and make
    these happen.
  • Not enough unrestricted revenue…assets still
    underused…..
  • Generate and select strategies
  • - engage people for ownership
  • - work on criteria first
    assets customer needs
  • revenues relate everything
    back to mission,
  • program and revenue
    priorities risks and rewards.

24
10 steps to earned income heaven
  • Assess feasibility and risk in detail, and select
    options for business planning
  • Address structural and legal issues
  • Clarify accountability and reporting protocols
  • Do the Business Plan
  • Find and secure money required for implementation

25
10 steps to earned income heaven
  • ……….DO ITgtgtgtgt
  • Incremental steps
  • Testing and review
  • Roll-out
  • Communication, Communication, Communication

26
Earned Revenues How?
The Nonprofit Entrepreneur…….. …………who
thinks economics
27
……to achieve mission
28
The National Assembly
  • Earned Revenue as a strategy for diversifying
    income
  • National Center on Nonprofit Enterprise
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