2. ~ Earned income refers to revenue generated by commercial exchange
of a product or service between a buyer and seller (Dess et al., 2002)
~ Earned income is distinct from grants and other charitable
donations.
~ An earned income strategy is any coherent plan of action that
generates earned income, even if that income does not cover all the
costs associated with producing it (Dess et al., 2002).
Dr Anis Amira Ab Rahman 2015
3. Not an additional revenues to improve the financial
health of the social organisation. Earned income
strategies require financial stability for successful
execution
It is not inherently stable. Your commercial
activities will not be immune to market forces just
because you are a non-profit
(Dess et al., 2002)
Dr Anis Amira Ab Rahman 2015
4. It can help to diversify your funding base. Not
diverse sources of income but different sources of
income – not costly
Build on some strength or assets of your
organisation
Market discipline is healthy for your organisation
only when the market is well aligned with your
social mission
(Dess et al., 2002)
Dr Anis Amira Ab Rahman 2015
5. Getting paid for what you already do
Launching a new business venture
Building revenue relationship
Dr Anis Amira Ab Rahman 2015
6. o Find people who will pay you for it (common in health
care, education and art sectors)
o 3 options of charging fees:
Charging their primary beneficiaries-eye care
Charging an interested third party-clinic
Creating a hybrid pricing structure that collects
fees from both primary beneficiaries and third
parties- Green saver (Dess et al., 2002)
Dr Anis Amira Ab Rahman 2015
7. Factors influence the non-profit business venture:
Organisation’s competencies – competencies-
based ventures
Assets- asset-based ventures
Relationships - relationship-based ventures
Mission – mission-based ventures
Dr Anis Amira Ab Rahman 2015
8. Building revenue relationship
Non-profit/for-profit revenue relationships categories:
Cause-related marketing – sales trigger a payment to the
non-profit for seller
Joint ventures-collaboration to produce product by
capitalising on the strengths, assets and capabilities of each
Licensing- a partnership-sell right (logo) to corporation to
promote product
(Dess et al., 2002)
Dr Anis Amira Ab Rahman 2015
9. Case: running a homeless shelter for teens and have
decided to provide job training to your residents.
EIT: Charge fees to the corporate employers who
benefit from your training, placement, and retention
services
Dr Anis Amira Ab Rahman 2015
10. Seek a government contract to provide training for teens who have
been in court system
Start your own business that will serve as a training ground and as an
income generator at the same time
Partner with establish brand to open a franchise that would provide
training and employment opportunities for your clients and income to
your agency
Cut a deal with a credit card company that wants to use your
organisation’s good name and reputation to market its cards to socially
conscious people
(Dess et al., 2002)
Dr Anis Amira Ab Rahman 2015
16. Founder, Family and Friends
Use of saving, redundancy package, mortgage the
family home, continue in employment, personal network
of friends
Adv: security unlikely to be required
Disadv: can strain family relationships if repayments are
not made as expected
Dr Anis Amira Ab Rahman 2015
17. ~ Strapped for cash, look to other ways of acquiring the necessary
resources
~ Harrison et al. (2004:308) define bootstrapping as involving,
“imaginative and parsimonious strategies for marshalling and
gaining control of resources”
~ Two strategies:
using creative ways of acquiring finance without recourse to
banks or raising equity from traditional sources
Minimising or eliminating the need for finance by securing
resources at little or no cost
Dr Anis Amira Ab Rahman 2015
18. Adv: spend wisely and learn to manage money efficiently
Disadv: typically takes a much longer time to grow a
company without an investment, which could mean that
you will not be earning any money for quite a while
Dr Anis Amira Ab Rahman 2015
19. A foundation is a legal categorization of non-profit
organisation that will typically either donate funds and
support to other organisation or provide source of funding
for its own charitable purpose
Adv: donors are able to make tax deductible donations
Disadv: ongoing effort
Dr Anis Amira Ab Rahman 2015
20. A grants is an amount of money given to an individual or
business for a specific project or purpose
Grants are non-repayable funds disbursed by one party
Get the grants funding through grant writing
Adv: do not have to pay back the grant or interest
Disadv: lot of competition
Dr Anis Amira Ab Rahman 2015
21. Business angels are high net-worth individuals seeking
capital and social gains over the life of their investment in
a company
Adv: investment based on business plan rather than
security
Disadv: Hands-on expertise may be seen as
interference in the business
Dr Anis Amira Ab Rahman 2015
22. Form of venture capital investing that provides capital
to business deemed socially and environmentally
responsible
Investor and social return
Adv: not normally involved in day to day running of
business
Disad: investors will want to sell on their stake in the
business at some point in the future to realise their
profit
Dr Anis Amira Ab Rahman 2015
23. Ability to tell your stories in clear, simple and compelling
fashion
The ability of the individuals undertaking project
Who is giving your guidance, what resources and
experience you are drawing on
Dr Anis Amira Ab Rahman 2015
24. Whether you can present a sound, realistic,
understandable business case
That you have considered ways to mitigate risk to investor
That you have multiple and sufficient sources of capital
That you have mapped out all aspects of the business/
operations, and that they are getting the attention that they
need. Dr Anis Amira Ab Rahman 2015