Synopses & Reviews
Praise for The End of Fundraising
"Jason Saul reinvents fundraising for the twenty-first century. This book gives fundraisers a new set of tools to create real leverage in their work and tap into a totally new source of funding. It should be recommended reading for all development professionals."
—Rhonda Starr, vice president, Education and Training, Association of Fundraising Professionals (AFP)
"I don't want anyone else to read this book—this is the secret to fundraising that everyone wants to know, and I'm buying up every copy!"
—Darrell Hammond, CEO, Kaboom!
"Extremely thought-provoking and well written. Saul offers nonprofits a new language and set of tools for bringing about a more rational allocation of resources. It's something the sector has long been waiting for."
—Jim Williams, president and CEO, Easter Seals
"Saul's book holds great promise for the nonprofit world at a time of shifting dynamics in funding. Large and small organizations have a chance to evaluate fundraising from a different vantage point, opening a new world and a new way to connect with donors."
—Wendy Duboe, COO, United Way of Metropolitan Chicago
"In 25 years working in the social sector, this is the first time all of the knowledge I've gleaned has been captured in one place. This book will really help people!"
—Lisa Nitze, president and CEO, Social Enterprise Alliance
"The End of Fundraising is a must-read for every nonprofit leader. Providing tangible tools to measure and communicate impact, and innovative strategies to engage stakeholders, this book is an indispensable guide to navigating and thriving in today's changing economic landscape."
—Marc Kielburger, cofounder, Free The Children
"The End of Fundraising offers much needed help for nonprofit leaders to re-conceptualize how they think about resources. They finally get good advice on how to make the case for value as the basis for support."
—Christine W. Letts, senior associate dean, Executive Education, Rita E. Hauser Senior Lecturer in the Practice of Philanthropy and Nonprofit Leadership
Strategy guide for nonprofits seeking to fundraise and sell their impact in today's social change marketplace
For too long, nonprofits have had to live off of the waste products of the economy: leftover money (donations) and leftover time (volunteering). But the advent of the social capital market ? where social change now has real economic value ? gives nonprofits the opportunity to sell their impact to a new set of stakeholders: corporations, investors, government agencies, service providers and consumers. Based on years of experience advising the world's leading foundations, corporations, and government agencies, Saul shares key secrets on how funders think and what it takes to convince them. Includes tools for nonprofits to learn how to effectively frame, market, and sell their impact Contains step-by-step guidance on how to create leverage with different types of funders Saul is the author of Benchmarking for Nonprofits, selected as the Independent Publishers Association Best Business Book of the Year This groundbreaking book explodes the old paradigm of fundraising as charity and teaches nonprofits how to create leverage through delivering results to those who value them the most.
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" issueseducation, the environment, health care, the arts, and animal rightsnow 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
Capture and communicate impact in simple, compelling terms
Identify the new market stakeholders that value nonprofit outcomes
Create powerful value propositions to increase leverage
Improve the success of a nonprofit's pitches to funders
The End of Fundraising includes the tools needed to effectively frame, market, and sell a nonprofit organization's impact, and contains step-by-step guidance for creating dynamic new opportunities with a variety of funders.
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.
Table of Contents
Introduction: The End of Fundraising as We Know It.
I Capturing Your Impact: From “What” to “So What?”
1 From Accountability to Value.
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.