2. About Stephanie Sample
20+ years in the nonprofit sector
Passions: Entrepreneurship, Fund Generation, Futures Thinking
LevelUP
September 14 - November 18
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3. Fundraising for the Future
Problems We Solve:
Grant Writing, Business/Fundraising Planning,
Growing your Grants program
• Analyze past funding
• Prospect new funders
• Create a grant strategy: ask/contact for
proposal creation
• Create a grant calendar for submission
Grant Writing
• Prospect Binder
• Grant Writing ongoing.
• Grant Reporting
ongoing.
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We find money
4. Social Enterprise Ventures (2006)
Problems we solve:
Renewable, unrestricted revenue creation
Expedition:
• Social Enterprise program is delivered 7
classroom sessions.
• A comprehensive workbook with
worksheets are introduced at each
session.
• Homework is required between sessions.
• Homework is evaluated by
consultant/trainer.
• Consulting as required is offered in
person, via email, Internet
conferencing.
Road Trip
• Program is delivered an
intensive 2 day social
enterprise incubator.
• A comprehensive
workbook with
worksheets are utilized.
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5. What is a Social Enterprise?
Quick Poll
• Which of the following qualifies as a Social Enterprise?
A A nonprofit theater selling tickets for their shows
B A nonprofit meal delivery service that offers catering for businesses
C An unrestricted gift to support general operating expenses for a
nonprofit
D A paid course offered by a nonprofit to train community workers in first
aid
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6. Our Group
Quick Poll
• Who here has a SE in their nonprofit?
• Who doesn’t have a SE and thinks their organization would be a good
candidate for one?
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7. What is so powerful about Social Enterprise?
• It is unrestricted income that creates the path toward sustainability and
enhances your mission.
• It is renewable income!
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8. Profit Mindset
• How many budgets have you seen in your nonprofit tenure?
• How many budget surpluses have you seen?
• Is this by chance or by design?
• What are the internal obstacles to passing a budget with a surplus?
• What are the external obstacles to presenting a budget with a surplus?
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9. Consider planting your garden
Perennials vs. Annuals
You have a garden plot to fill in. Each year you hope to grow beautiful
flowers. You plant salvia, and yarrow and bulbs.
Fundraising for your organization is filling in your budget (your garden plot).
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10. You Want to Start a Social Enterprise but
is your organization ready? 10
11. Timing is Everything
Existing nonprofits:
• Do you have up to date financials? Audits?
• Is your board/ED relationship harmonious and healthy?
• Are you fully staffed and programs are running smoothly?
• Do you have a vision for how the business will be funded?
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12. Timing is Everything
Startup nonprofits:
• Is there a logical place for fee for service or product?
• Ticket sales for a theater?
• Sliding scale fee structure for high demand services?
• Check the discount mentality.
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13. Timing is Everything
Startup nonprofits:
• Is there a logical place for fee for service or product?
• Ticket sales for a theater?
• Sliding scale fee structure for high demand services?
• Check the discount mentality.
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14. Business Language vs. Nonprofit Language
• Revenue………Income
• Business plan……..Fundraising Plan
• Profit………….???
• Marketing………….Communications/Donor Relationships
• Market analysis…….???
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15. Language is Culture: The “P” word
How comfortable is your organization with making a Profit?
Are you conditioned to pass a budget with minimal profit? Or a deficit
budget?
What would your leadership do if you had a moderate surplus? A large
surplus?
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16. Social Enterprise FAQs
▪ Will we confuse our donors or isolate ourselves from allies?
▪ Will we confuse our program staff and send mixed messages
about our priorities?
▪ Who will run the business? We’re all already busy!
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17. Social Enterprise FAQs
Most people start with: “What will our business be?”
But I suggest starting with: 1) “Are you ready?” and 2) What are your
assets?
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19. Powerful Enterprises have Clear Goals
Mission Goals:
What would you accomplish with unrestricted revenue as a result of a
social enterprise?
Let’s play with this!
Financial Goals:
How much net revenue is needed to accomplish the mission goal, and by
when?
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20. The Power of Perennial Earning
Inventory Your Assets
What you do …
What you know …
What you have …
Who you know …
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21. Own your brilliance
What you do, what you have, what you know
is genius to someone who doesn’t
do it, have it or know it.
What are three ways your organization is brilliant?
What are three ways YOU are brilliant*?
*hint: What is it that your friends/community members ask you
for help with?
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23. Social Enterprise curious
Start paying attention to social enterprises and how businesses are
growing and changing around you (and in your sector!).
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24. Three business transfer
conversations in local community
• A gym owner: He founded the business over 20 years ago. No succession
plan. He owns his own building. What is his plan? Doesn’t have one.
• A jerky vendor at the farmer’s market: Bought the 30 year old business
from the founder a few years ago. Expanded to start drying fruit to
attract vegetarians and vegans. Plans to transition to full time in the
next few years.
• An acupuncturist: Founded the business 12 years ago. Wants to retire in
5-8 years. No succession plan. Established clientele and location.
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25. Opportunities in Social Enterprise
• DreamTree Taos purchased Ziggy’s from a retiring owner. In the first
year, they turned a profit!
• This nonprofit has both started and purchased an existing business and
they’ve reported that purchasing a business is far easier!
• Now they train youth workers in both businesses, preparing the young
people they serve with life skills and job experience.
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26. Opportunities in Social Enterprise
• The Baby Boomers (about 70,000,000 of them) are poised to make a
great impact on the American economy.
• Retiring Boomer business owners will sell or bequeath $10 trillion worth
of assets over the next two decades.
• These assets are held in more than 12 million privately owned
businesses.
• More than 70 percent of these companies are expected to change hands.
• The sale of almost 12 million businesses over the next 10 to 15 years
represents a significant increase in the annual number of businesses that
will be sold.
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27. Social Enterprise and the years 2022-2042
• These owners of businesses should have a valuation performed by a business
broker, to map out a strategy for selling and structuring the sale of the business
• The 12,000,000 businesses likely to change hands over the next 10-15 years might
involve a large number of boomer-to-boomer sales.
• Baby Boomers ages 45 to 64 form businesses at a higher rate than other age groups.
• 55 to 64 year olds form businesses at the highest rate of any age group.
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28. Nonprofits and SE in the years 2022-2042
Will a Boomer board member bequeath you a business?
Will a Boomer donor bequeath you a business?
Will a Boomer donor bequeath you equipment to start your own business?
Will a Boomer ED lead the way for their nonprofit to buy a business from
another Boomer?
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29. Opportunity Abounds! Anything is possible
The Garden of Your Budget
Perennial plants regrow every spring, while annual plants live for only one
growing season, then die off.
If you know that 40% of your garden is going to return with fragrance,
color and volume, you can focus on cultivating your annuals and “filling
in” the blank spots.
The same is true with your budget development!
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30. Perennial Budgeting: Practice #1
Give Yourself Permission
Operate your revenue generating “buckets” like a business allows for
decreased energy fundraising.
• Give yourself permission to:
• Charge for services that you already provide and aren’t charging for
• Charge MORE for services that you already provide
• Drop your discounts! If you are using this language with your donors,
investors or board, you have permission to stop now! Nonprofits
don’t need to give perks. This is a slippery stewardship slope!
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31. Perennial Budgeting: Practice #2
Turn permission into a humble, clear plan
Set an earned income goal and build a separate business plan for it.
• The museum gift shop that barely breaks even.
• The T-shirt and Swag sales for that one event that always sells out.
• The one part of your website that should live behind the members
only subscription, but is still available for everybody because of it’s
popularity.
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32. Small Changes Add Up
• A DV organization sending an advocate/educator into the field for 200+
corporate trainings annually for FREE! The organization decides to
charge a $500 fee and adds $100,000 to their annual revenue.
• A youth theater changes the tickets for 12 community performances
from free to $5.00 and adds $12,000to their annual revenue.
• A membership based organization drops the 20% “discount” for
returning members and adds $14,000 to their annual revenue.
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33. Draw Inspiration from other Nonprofits
Your mission (should you choose to accept it)
Find a nonprofit who is comfortable with making a nonprofit and pay
attention to how they operate their business.
Start a conversation!
Take Notes.
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34. What is happening in the Social Enterprise
Movement Nationally?
• 2017 a community development corporation (Weseley CDC) designed to
help United Methodist churches in the Carolinas develop or repurpose
church owned real estate.
• 2,400 parcels of real estate in UMC churches in the Carolinas-nearly
7,600 acres.
• Driven by ABCD (asset based community development). Focus on what
you have, not on what you need.
• Conference of the UMC estimates 40-50 of it’s churches will close over
the next 5 years (25% of congregations).
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35. What is happening in the Social Enterprise
Movement Nationally?
• Average church (regardless of denomination) usage is 12%-14% of open
hours.
• WCDC facilitated transformations include:
• Community members renting space in the church for counseling,
music lessons and taekwondo.
• Building townhomes on church property
• Building senior housing apartments on church property
• Renovated classrooms to open a multicultural dual language preschool
for children
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36. Let’s Play with this trend
Consider
• Who in your organization decides how and when buildings are
utilized? What priorities and principles guide those choices?
• What are the needs in the community near your property? Could
assets be used in new ways to address those needs?
• How much are your buildings being used?
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38. LevelUP: Social Enterprise for Nonprofits
Over the course of these sessions you will:
• learn how successful nonprofits navigate social enterprise;
• identify your organization’s assets that could be transformed into revenue
streams;
• understand how to perform key market and feasibility research;
• discover ways to market your social enterprise and drive sales;
• learn the essential components of a complete social enterprise business plan;
and,
• discover how to fund your social enterprise.
Start Date: September 14, 2022
End Date: November 18, 2022
https://grantstation.com/webinar/levelup-social-enterprise-nonprofits-new-0
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39. Let’s Talk!
Find me on LinkedIn
or at Fundraisingforthefuture.com
Level Up
September 14 - November 18
Stephanie@fundraisingforthefuture.com
Stephanie Sample: 505-359-8244
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