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

By Jason Saul
John Wiley & Sons February 2011

Specifications

ISBN-13
9780470597071
Publisher
John Wiley & Sons
Publication
February 2011
Format
Hardback , 240 pages
Jurisdiction
International or US ? Countri(es) for reference only

Details

Why does it cost nonprofits on average $20 to raise $100, while it costs companies only $4?

Simply put: Nonprofits have no leverage. No one has to make a donation. And since most donors have no direct stake in the organizations they support, they make donations out of the goodness of their hearts. If donors feel like writing a check, they will. If they don't, they won't.

The End of Fundraising turns fundraising on its head, teaching nonprofits how to stop begging for charity and start selling impact.

For the first time, nonprofits have economic power. We live in a new era where consumers, businesses, investors, employees, and service providers attach real economic value to social outcomes. An era where yesterday's "feel good" issues—education, the environment, health care, the arts, and animal rights—now have direct economic consequences and opportunities. Nonprofits now have leverage. To use this leverage, nonprofits must learn how to "sell" their impact to a new set of stakeholders.

Using his fifteen years of experience advising the world's leading nonprofits, foundations, and corporations, Jason Saul reveals the formula for how nonprofits transcend the paradigm of charitable fundraising and reach true financial sustainability. Specifically, this groundbreaking book offers nonprofit professionals a guide to

  • Understand the role of social change in our economy

Table of Contents

Preface.

Introduction: The End of Fundraising as We Know It.

I Capturing Your Impact: From “What” to “So What?”

1 From Accountability to Value.

2 Measurement.

3 Creating a Product Called Impact.

II Marketing Your Impact: How to Connect Your Value to the Market.

4 New Market Stakeholders.

5 Not All Outcomes Are Created Equal.

6 Social Arbitrage: How to Increase Your Value.

III Selling Your Impact: Creating and Closing Deals in the Social Capital Market.

7 It's Not About You, It's About Them.

8 The Art of the Deal.

9 The Seven Immutable Laws of Selling Your Impact.

Conclusion: Implications of the Social Capital Market.

Epilogue: Frequently Asked Questions.

Notes.

Acknowledgments.

Index.

About the Author

Jason Saul is one of the nation's leading experts on measuring social impact. He is the CEO of Mission Measurement, a social impact consulting firm, and serves on the faculty of Northwestern University's Kellogg School of Management. In 2010, Jason was recognized by Bloomberg Businessweek as one of America's most promising social entrepreneurs. He is the author of Social Innovation, Inc. from Jossey-Bass and Benchmarking for Nonprofits.

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