The End of Fundraising: Raise More Money by Selling Your Impact
Author: Jason Saul
Book Summary
"The End of Fundraising: Raise More Money by Selling Your Impact" emphasizes the importance of value-based propositions when soliciting funds. The proposition should meet the needs of the buyer, be compelling, and be substantiated. To do this, one must know the customer, their pain points, and opportunities. The book also outlines a five-step strategy for selling impact: find a champion, map out a strategy, locate funding sources, build a business case, and overcome channels of resistance. Finally, the book provides seven immutable laws for selling impact, including going through the front door, using value pricing, and selling outcomes, not programs.
How did the book change me?
Reading "The End of Fundraising: Raise More Money by Selling Your Impact" changed my perspective on fundraising. Instead of solely asking for donations, it's about articulating the value that the organization brings and selling the outcomes that its programs create. Understanding the social capital market and knowing the inventory of the organization's impact is key to selling impact. The book outlines a five-step strategy for selling impact, which includes finding a champion, mapping out a strategy, locating funding sources, building a business case, and overcoming channels of resistance. Additionally, the book provides seven immutable laws for selling impact, such as selling outcomes, not programs, and making a strong business case for the value of the impact. By focusing on the value-based proposition, the organization can meet the needs of the buyer, be compelling, and be substantiated.
Who should read it
nonprofit leaders, fundraisers, and anyone interested in learning about value-based propositions and effective fundraising strategies.
My top 3 quotes
“valuing an outcome” means someone attaches economic value to it and has the ability to pay."
"Value is quantified by the direct benefits to stakeholders that are produced by social change."
"Success Equation starts with the outcomes"
