Index

accountability, 21, 30, 31, 142

action paralysis, 7

Action Tank, 166–167, 170, 174, 175

adult education services, 69

advertising, 75

Advertising Council, 113–115

ALS research problem, 42–43

American Cancer Society, 187

American Enterprise Institute, 125–135

American Heart Association, 28, 193

American Medical Association, 61–62, 83

American Red Cross, 25, 193

Amnesty International, 72

anti-apartheid movement, 190

antidrug campaigns, 117–119

apathetics, 134

Aravind Eye Hospital, 11–14, 190, 193

Asian Injury Prevention Foundation, 195–196

at-risk youth, employment for, 89–97

Bachelet, Michelle, 136–139

Bangladesh, 107–109, 119–120, 166, 196–197

Bangladesh Rural Advancement Committee, 79–80

Beard, Alison, 53–59, 98–104, 159–163, 177–181

Bell, Katherine, 85–87, 136–139

beneficiaries

identifying, 41

income from, 71–73

self-sufficiency of, 64–65

Bennington College, 77–78

Berea College, 77–78

Berger, Jacques, 166

Better Business Bureaus, 64

bipartisan relationships, 54–56

boards of directors

agenda setting and, 143–144

CEOs and, 25–27, 144–146

challenges facing, 141–142, 156

contribution of, 141

effective, 24–27

expert sources and, 146–147

funding and, 17

institutional priorities and, 149–151

key stakeholders and, 145–146

meetings of, 152–156

new work of, 141–158

performance indicators identified by, 147–148

policy implementation by, 148–149

recruitment to, 154–155

strategic direction and, 144–145

Boston Private Industry Council, 93

Bottom Line, 93, 95

Bouygues, 166, 170

Boys & Girls Clubs, 91

breakthrough initiatives, 183–199

breakthrough innovation, 171–172

breakthrough solutions, 42–43

Brooks, Arthur C., 125–135

bureaucracy, 6

business lessons, from nonprofits, 19–31

business methods, 67–68

business skills, 81–83

business spillovers, 170–171, 174

capitalism, 64, 128

car seats, 190

cash donations, 76–77

cash flow self-sufficiency, 78.

See also self-sufficiency

cause-related marketing, 75

Cavalli, Benjamin, 169–170

CEOs, 24–27, 142, 144–146, 148

Chait, Richard P., 141–158

challenge-driven innovation, 35–36

charitable giving. See philanthropy

chief executive officers. See CEOs

Chile, 136–139

chlorofluorocarbons, 108–109, 121–122

churches, 20, 22–23, 27–28

Citizens United case, 58

clients, 12

Coalition of Immokalee Workers, 194–195

co-branding, 75

collaboration, 184, 186

collective goods, 72

College Advising Corps, 93

colleges, 66, 71, 77–78

commercialization

business skills needed for, 81–83

cultural conflicts and, 81–83

full-scale, 80

of nonprofits, 61–84

range of, 69–81

resistance to, 66–69

rise of, 62–66

taint of, 20

community-based nonprofits, 68

community hospitals, 20

compensation, 82

competitive forces, 66

congressional testimony, 130, 133

consumer-centered innovation, 171

Cooney, Joan Ganz, 197

coordinated action, 93

corporate partnerships, 61–62, 64–66, 80, 171–172, 175, 179–180

corporate reputation, 172–174

corporations, 73–75

course corrections, 197–198

CPR training, 190, 193–194

Craft, Greig, 195

creativity, 87

cross-sector competition, 69

cultural conflicts, 67–68, 81–83

curiosity, 98–99

customers

See also beneficiaries

exclusivity, 168

idea of, 68

poor, 165–176

potential, 71

target, 113

Daisy Scouts, 24

Dalsace, Frédéric, 165–176

Danone, 166, 169–170, 172, 174, 175, 179–180

day care centers, 71

Dees, J. Gregory, 61–84

Delancy Street Foundation, 64

demand generation, 195–197

demarketing, 122

desired benefits, 42–44

development agencies, 72

development banks, 81

dispute resolution, 53–54

Ditkoff, Susan Wolf, 183–199

donors

See also philanthropists

dependency on, 65, 76–77

development of, 12–13

large-scale initiatives and, 186

shrinking pool of, 126

Drucker, Peter F., 19–31

early adopters, 109, 121

earned income

from beneficiaries, 71–73

indirect sources of, 75–76

from third-party payers, 73–75

Earth Share, 114–115

Eastern Shore Sustainable Development Corporation, 80

education, 90–92, 98–104

Emmaüs, 175

employment

in nonprofit sector, 20

for at-risk youth, 89–97

EnterpriseWorks/VITA, 39–52

Environmental Federation of America, 114

Essilor, 166, 167, 171–172, 175

experts, 146–147

external constraints, 47–48

Faber, Emmanuel, 166, 171

Fair Food Program, 190

Faivre-Tavignot, Bénédicte, 165–176

family planning, 107–108, 119–120

farmworkers, 189, 190, 194–195

fear appeals, 113–114

fee-based work, 64, 71–73

Field Foundation of New York, 198

financial objectives, 76–81

financial sustainability, 65

First Baptist Church, 27–28

Five Whys technique, 37, 40

for-profit companies, 42–43, 62–66, 68–69, 80–83, 126

full philanthropic support, 76–77

full-scale commercialization, 80. See also commercialization

fundamentalism, 136

funding

financial objectives for, 76–81

market-based, 65–69

sources, 6, 12–13, 63–66, 71–76, 83–84

third-party, 71, 73–75

Gawande, Atul, 186

gender parity, 138

Gill, Tim, 189

Girl Scouts, 24, 29

Gmeiner, Hermann, 1–2

goal setting, 178–179, 188–189

Good Friday Agreement, 53

governance, 13–14, 141, 155–156

government agencies, 73–75

government contracts, 64, 65, 74–75

government cooperation, 184, 185, 186

Grameen Bank, 177–181

Grindle, Abe, 183–199

GuateSalud, 74

Habitat for Humanity International, 8

Hans-Bodden, Alana, 95

Harvard University Board of Overseers, 26

health care, 66, 71

Help the World See, 78

higher education institutions, 66, 71, 77–78

Hirsch, Martin, 166

HIV/AIDS prevention, 15

Holland, Thomas P., 141–158

Hooley, Joseph, 89–97

hospice care, 190

hospitals, 66

hostiles, 134

human concentration, 100

Hybels, Bill, 22–23

impact, measuring, 125–135

income-generating activities, 65

indirect revenue sources, 75

information dissemination, 113

in-kind donations, 76–78

InnoCentive, 35–37, 39

innovation, 24

breakthrough, 171–172

challenge-driven, 35–36

consumer-centered, 171

problem definition and, 35

in social sector, 83

strategic and structural, 83–84

institutional charity, 64

institutional failures, 58–59

institutional priorities, 149–151

internal constraints, 46

Japanese companies, 23

jazz music, 86–87

job-creating nonprofits, 65

Jones, Bill T., 159–163

Kanter, Rosabeth Moss, 171

Karim, Sohel, 105–123

Kentucky Highlands Investment Corporation, 79

Khan, Salman, 98–104

Khan Academy, 98–104

knowledge workers, 19, 28–31

Kutin, Helmut, 4

lamppost error, 129

large-scale solutions, 192–195

“last mile” challenge, 188

leadership

of CEO, 144–145

political, 44, 136

lean start-up model, 101

Leeway, 75

LGBTQ rights, 189, 190

libraries, 191

lifelong learning, 99

Lincoln Center, 86–87

Lissy, Dana, 159–163

low-cost business model, 165–170, 173–174

management skills and expertise, 81

market-based funding, 65–69

market development, 12

market discipline, 67

market forces, 5–7

marketing

push, 117–119

of social-change campaigns, 105–123

marriage equality movement, 189, 190

Marsalis, Wynton, 85–87

Martin, Claire, 172

McGinn, Daniel, 32–34

Menascé, David, 165–176

mentorship, 90

messages, honing compelling, 188–189

microfinance, 177–181

milestones, 188–189

mission

clarifying the, 131–134

drift, 2–4

market-based funding and, 66–67

of nonprofits, 21–24

operational, 8–10, 15, 16

program decisions based on, 1

statements, 8, 131

sticking to, 4–7

well-defined, 22–24, 29

Mitchell, George, 53–59

mixed enterprises, 80–81

Mobiliz, 169, 171

Montreal Protocol, 121

moral persuasion, 122

Morrisett, Lloyd, 197

motivation, 172

motorcycle helmets, 191, 195–196

National Endowment for the Arts, 146

National School Lunch Program, 191, 198

Nature Conservancy, 9–10, 14–15, 22, 29, 80

Naugle, Jon, 39, 40, 44, 46–48

need

justifying, 38, 41–45

stating basic, 40

New York Live Arts, 159–163

911 emergency services, 191

nonprofits

boards of directors of, 17, 24–27, 141–158

business lessons from, 19–31

business skills needed by, 81–83

commercialization of, 61–84

community-based, 68

culture of, 67–68, 81–83

demonstrating impact by, 125–135

job-creating, 65

lack of strategy of, 1, 7

management of, 19–31

market forces acting on, 5–7

mission of, 1, 4–5, 21–24. See also mission

pay equity in, 82

program decisions by, 1–4

strategy process for, 7–15

nonprofit sector

employment in, 20

growth of, 20

volunteers in, 27–30

Nutriset, 172–173

Oil Spill Recovery Institute, 42, 48

op-eds, 130, 132

operating expenses, 78, 79–80

operating expense self-sufficiency, 79–80. See also self-sufficiency

operational mission, 8–10, 15, 16

Optique Solidaire, 167, 175

oral rehydration solution, 191, 196–197

organizational development, 13–14

output metrics, 129

partial self-sufficiency, 77–78. See also self-sufficiency

pay equity, 82

pay gap, 138

peer pressure, 122

perfectly competitive markets, 67

performance indicators, 147–148

persuadables, 133–134

philanthropists, 126, 183–186.

See also donors

philanthropy

audacious, 183–199

decline in, 126

income from, 76–77

Pichler, Richard, 4

Planned Parenthood Federation of America, 4–5

policy implementation, 148–149

polio eradication, 189, 191

political resistance, to commercialization, 68–69

politics, 54–57

poor consumers, 165–176

Population Services International, 15, 119–120

poverty, 165, 167

problem champions, 39

problems

contextualization of, 38, 45–48

defining, 35–52

root causes of, 48

shared understanding of, 187–188

problem statement, 38, 48–51

profitability, 67

program development, 12

programs, choosing, 14–15, 17–18

Project Malin, 169–170, 175

proxy impact measures, 129–133

public libraries, 191

public service, 56

public-service announcements, 105–106, 113, 122–123.

See also social-change marketing

Public Welfare Foundation, 194

push marketing, 117–119

Rangan, V. Kasturi, 1–18, 105–123

Red Cross, 68–69, 72, 169–170, 193

Relief International, 39

Renault, 166, 169, 171

reputation, 172–174

resistance, to commercialization, 68–69

revenue sources, 6, 12–13, 63–66, 71–76, 83

Roberts Enterprise Development Fund, 65

Robert Wood Johnson Foundation, 187

Rouvier, François, 171

salaries, 82

Salvation Army, 20–22

same-sex marriage, 189, 190

Sandberg, Sheryl K., 105–123

Save the Children, 63

Sawhill, John, 9–10

Schneider Electric, 175

self-funding, 65

self-sufficiency, 64–65

cash flow, 78

operating expense, 79–80

partial, 77–78

service delivery, 12, 64

Sesame Street, 191, 197

SFR, 166, 169, 175

Shorebank Corporation, 81

Slim, Carlos, 104

smoking cessation campaigns, 122, 187–188, 191

social businesses, 165–176

characteristics of, 166

hidden payoffs of, 170–174

vs. low-cost businesses, 173

model for, 167–170, 173–175

social change

audacious, 183–199

cost and benefit analysis for, 110–112

on massive scale, 192–195

obstacles to, 107–109

social-change marketing, 105–123

factors affecting, 122–123

obstacles to, 107–109

strategies for, 112–122

social enterprise spectrum, 62, 69–81

social entrepreneurs, 83–84

social goals, 174

Social Marketing Company, 196–197

social sector, 62–68.

See also nonprofits

social services, 66, 71

solar flare problem, 43

solutions

breakthrough, 42–43

constraints on, 46–48

demand for, 195–197

elements of successful, 47

establishing need for, 38, 40–41

evaluation of, 50–51

examining past efforts at, 45–46

implementation of, 44–48

large-scale, 192–195

requirements for, 49

SOS Kinderdorf, 1–4

spillover effects, 170–171, 174

Spradlin, Dwayne, 35–52

stakeholders, 145–146

State Street, 89–97

strategic direction, 144–145

strategy

alignment with, 41

asking questions about, 17

formulation, 7, 15–16

lack of, 1, 7

strategy platform, 10–14, 16

strategy process, 7–15

strategy stairway, 9, 15–16

STRIVE, 5–6

subarctic oil problem, 42

sui generis error, 128–129

Sunbeam Corporation, 61–62, 83

supply-side persuasion, 122

synagogues, 20

Taco Bell, 194

talent, 86

task forces, 151

tax status, 67, 69, 83

Taylor, Barbara E., 141–158

Thai Business Initiative in Rural Development, 115–116

Thailand, 115–116

think tanks, 125–135

third-party payers, 73–75

tobacco control, 122, 187–188, 191

true believers, 133

Tutu, Desmond, 32–34

two-way communication, 145

UAspire, 93

United Nations Environmental Program, 121

United Way, 149

universities, 66, 71, 77–78

unpaid staff. See volunteers

urban education, 90–92

U.S. Agency for International Development, 15

value creation, 128

Venkataswamy, Govindappa, 193

Vietnam, 195–196

Vignaud, Emmanuelle, 174

Viravaidya, Mechai, 115, 116

volunteers

number of, 20

professionalization of, 27–30

recruitment of, 28–29

training of, 29–30

volunteer work, transformation of, 27–31

Willowcreek Community Church, 22–23

winnable milestones, 188–189

Wolfson, Evan, 189

workforce development, 89–97

workforce investment networks (WINs), 90, 93–97

work-life balance, 138–139

world-changing initiatives, 183–199

Year Up, 93

YMCA, 66

Yum! Brands, 194

Yunus, Muhammad, 165–176, 177–181

Zuckerberg, Mark, 126