Articles, Publications & Presentations
Mills College, Lorry I. Lokey Graduate School of Business - 2015
Stanford University, Graduate School of Business - 2002
All Customers Are Not Alike
This article was written to provoke nonprofit leaders to think about some of the marketing and management approaches that for profit businesses use routinely when thinking about their customers. It could have been named "All Beneficiaries Are Not Alike" or "All Clients..." in deference to the beneficiaries of a nonprofit, but I chose "Customers" because it is often when a nonprofit starts to charge for something that it should consider these proven approaches (such as segmentation) and should also think carefully about pricing.
Click here to read - All Customers Are Not AlikeVolunteerMatch Case Study
For the past decade there has been a growing interest in how nonprofits can generate earned income to support their mission. This case study shows how one nonprofit used a very simple matrix to assess income-generating ideas. While VolunteerMatch has gone on to develop a wonderfully sustaining earned income stream in the years since this case was written, the analytical approach to earned income and the issues of aligning income with impact are applicable to organizations who do not yet have significant earned income streams. One major observation from the case: Accountants may label it "earned income", but it is really "earned revenue." In some cases the cost of generating the revenue leaves little over as "net" income that can be reinvested in the organization's mission. Looking at the costs as well as the revenue generated is also the major theme of an article published by The Bridgespan Group called "Costs are Cool"
Click here to read - Volunteer Match Case StudyZeroing In On Impact
My approach to strategy revolves around two questions: 1. What do you want to accomplish? and 2. How do you intend to accomplish it? This article shares the reasoning behind why focusing on "what you want to accomplish" (your impact) is central to clear strategic thinking. The article shares some key questions anyone should ask when facilitating a discussion on impact. The authors also look at the "How" question, which is often called a "Theory of Change." The work that Bridgespan did with the Harlem Children's Zone (HCZ) is used as an example of the distinctions between mission, impact, and theory of change.
Click here to read - Zeroing In On ImpactBarad Column on Clarifying Impact
In my work as a coach and strategy consultant to nonprofits, I find that the number one thing that I emphasize over and over again is that almost all aspects of great strategy, good management, and top notch governance of nonprofits benefit tremendously by having a very clear, detailed statement of what the organization is trying to accomplish. The best question to facilitate this discussion is: "If the organization is successful, who will be better off in what way?" The more specific the organization can be about the timeframe, the geography, the specific beneficiaries, and how precisely they will be better off, the better!
I wrote this in 2017 and have distributed it widely to clients, students, and others who want some tips how to do this.
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