This groundbreaking book applies tested marketing principles to the operation of a wide variety of human-service agencies and other not-for-profit organizations where business practices are typically considered incompatible with the public interest. Arguing that the marketing orientation can be extraordinarily useful in defining, developing, targeting, and promoting virtually any service or program, Armand Lauffer shows how the strategic marketing approach actually "increases the likelihood that professional activity will be responsive to consumer needs and societal concerns." 
 Lauffer emphasizes that the marketing approach to service delivery seeks to reconcile the often conflicting interests displayed by the various consumers, auspice providers, funders, and other publics with a stake in the system. Throughout, he strives to harmonize the traditions of community organizing, social planning, and business marketing with some of the latest, most timely and invaluable techniques available in strategic marketing today. 
 Lauffer begins by defining the marketing terminology central to program and resource development -- especially the five P's of products, publics, price, place, and promotions. Next, he introduces the concept of exchange, in which individuals and/or organizations cooperate to achieve shared or complementary objectives. He then explains that the degree to which an organization's three publics -- throughput (staff, volunteers, and members), input (providers of resources and legitimacy), and output (consumers) -- accept its programs and services determines its niche in the market. 
 The core of the book is devoted to discussing how to: establish and maintain productive exchange relationships; use a strategic marketing approach to assess, design, locate, price, budget, schedule, and evaluate a program; raise money; increase grants, contracts, and allocations power; and spotlight programs and services through print and broadcast media as well as personal appearances and presentations. A final chapter, "The Marketing Audit," demonstrates that taking stock of an organization's total marketing operation brings out the integral connections between the needs and resources of marketing, program development, and the larger environment. 
 Sharing both his own experiences and those of colleagues in a variety of human-service occupations, Lauffer includes a wealth of authentic case vignettes to illustrate successful (and occasionally unsuccessful) marketing practice. He also provides helpful chapter exercises that ask readers to apply what they've learned to their own areas of interest and concern. A challenging simulation game, Compacts II, allows them to test their complete understanding of the range of strategic marketing approaches explored in the book.

Strategic Marketing for Not-for-Profit Organizations

Business & Money

Lauffer, Armand

Management & Leadership

Free Press

Social planning at the community level (Prentice-Hall series in social work practice)

Politics & Social Sciences

Social Sciences

PRENTICE/HALL

Lauffer presents a guide for human service agencies to fund-raising and the systematic management of resources. Step-by-step, Lauffer discusses how to substitute one kind of resource for another, the linking of resources, matching workers and tasks, recruiting volunteers, using informal help, and creative financing.

Getting the Resources You Need (SAGE Human Services Guides)

Sage Publications, Inc.

Book by Lauffer, Armand, Dluhy, Milan, Lawrence, William

Grantsmanship (SAGE Human Services Guides)

Lawrence, William

Dluhy, Milan

Volunteers (SAGE Human Services Guides)

Assessment Tools provides a series of proven techniques for assessing a wide range of activities in human service programmes. Lauffer draws on the experiences of professionals in assessing individuals and families, in organizing voluntary associations at the community level, in training and staff development, in programme planning, and in agency management. Task analysis, the nominal group technique, force field analysis -- all concepts or procedures drawn from the social sciences -- are clearly explained and illustrated in a format that follows case examples with a discussion of the history of each tool and its multiple uses. Lauffer shows the advantages of applying different techniques to the same job. Checklists, glossaries of terms, exa

Assessment Tools: For Practitioners, Managers, and Trainers (SAGE Human Services Guides)

Health, Fitness & Dieting

Psychology & Counseling

Lauffer′s 1977 bestseller has been revised in order to place emphasis on the need to understand your own organization, your clients and your funding options throughout the grant-getting process. Via a series of checklists, vignettes and exercises, the author leads the reader through various marketing strategies to the actual writing of a grant proposal, casting of budgets, and alternatives if the grant is not given. Readable, concise, instructive and practical, Grantsmanship is an invaluable aid to funding in the eighties. ′...we could all learn something from the author′s no-nonsense approach to extracting funds from reluctant agencies...If we are to become more market-orientated, this book can only help.′ -- British Accou

Issues of culture, ethnicity, personality and conflict in the workplace are considered in this volume, which also deals with careers and professionalization, with collegial relationships and with roles and role conflicts. Chapters include a set of exercises designed to promote self-study and analysis, and an extensive bibliography to provide the reader with a guide for further intellectual inquiry.

Careers, Colleagues and Conflicts: Understanding Gender, Race, and Ethnicity in the Workplace (SAGE Human Services Guides)

Working in Social Work is designed to help readers understand the dynamics at play in work environments. It focuses specifically on issues that are addressed on a daily basis by social workers and other human services professionals, such as the commitment to provide services to clients while remaining accountable to the public. @3The author is concerned with culture, ethnicity, personality and conflict in the workplace, as well as with careers and professionalism, collegial relationships, roles and role conflicts. Each chapter includes an extensive bibliography and a set of exercises designed to promote self study and analysis.

Working in Social Work: Growing and Thriving in Human Services Practice (SAGE Sourcebooks for the Human Services)

Lauffer′s book is about more than fund raising. It is also about programme and resource development, and about articulating the interests of an organization′s interests with those of suppliers, consumers, and other parties. Without them organizations would have no resources -- and no business. Lauffer stresses the importance of flexibility of organizational and goal achievement. His book is very practical with checklists, exercises, and worksheets.

Grantsmanship and Fund Raising

See the best price to sell, buy, or rent books by Lauffer, Armand. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Books by Lauffer, Armand

See the best price to sell, buy, or rent books by Lauffer, Armand. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Strategic Marketing for Not-for-Profit Organizations

Social planning at the community level (Prentice-Hall series in social work practice)

Getting the Resources You Need (SAGE Human Services Guides)

Grantsmanship (SAGE Human Services Guides)

Volunteers (SAGE Human Services Guides)

Assessment Tools: For Practitioners, Managers, and Trainers (SAGE Human Services Guides)

Grantsmanship (SAGE Human Services Guides)

Careers, Colleagues and Conflicts: Understanding Gender, Race, and Ethnicity in the Workplace (SAGE Human Services Guides)

Working in Social Work: Growing and Thriving in Human Services Practice (SAGE Sourcebooks for the Human Services)

Grantsmanship and Fund Raising