Table of Contents
Preface ix
Introduction: The End of Fundraising as We Know It 1
Part I CAPTURING YOUR IMPACT: FROM ‘‘WHAT’’ TO ‘‘SO WHAT?’’ 27
1 From Accountability to Value 33
2 Measurement 47
3 Creating a Product Called Impact 59
Part II MARKETING YOUR IMPACT: HOW TO CONNECT YOUR VALUE TO THE MARKET 79
4 New Market Stakeholders 87
5 Not All Outcomes Are Created Equal 115
6 How to Increase Your Value 131
Part III SELLING YOUR IMPACT: CREATING AND CLOSING DEALS IN THE SOCIAL CAPITAL MARKET 143
7 It’s Not About You, It’s About Them 145
8 The Art of the Deal 161
9 The Seven Immutable Laws of Selling Your Impact 173
Conclusion: Implications of the Social Capital Market 177
Epilogue: Frequently Asked Questions 183
Notes 189
Acknowledgments 209
Index 211