How to Build a Sustainable Revenue Stream

The funding landscape is shifting, and relying on the same revenue strategies that got you here may not be enough to take your organization to the next level. Many nonprofits and social enterprises struggle to generate enough revenue—not just to sustain their work, but to fully fund their missions and reinvest in long-term growth.

So how do you build a revenue model that works? One that’s not just about survival, but about impact at scale?

In this episode, Eric and Jonathan dive into how funding models are evolving, why earned revenue is becoming a bigger part of the equation, and how leaders can think more strategically about their revenue mix. They also explore the key trade-offs between major gifts, grants, corporate partnerships, and earned income, and how to determine the best fit for your organization.

If you’re feeling stuck in the same fundraising cycle—or wondering how to make your revenue more sustainable—this conversation is for you.

Episode Highlights:
[00:00] Introduction – The funding landscape is shifting. Is your revenue strategy keeping up?
 [00:20] Why many orgs struggle to fully fund their mission – The hidden gap in nonprofit and social enterprise revenue
 [02:44] Earned revenue: The opportunity (and challenge) – Why this model is gaining traction
 [04:37] Is donating profits better than direct impact? – The pros and cons of different funding models
 [06:56] What we can learn from Patagonia – Mission-driven business models in action
 [09:35] Are social enterprises just businesses? – Finding the balance between impact and revenue
 [12:22] Authenticity vs. cause-washing – Why your origin story matters in funding decisions
 [15:30] Nonprofit revenue models: Expanding beyond traditional fundraising
 [18:31] Your revenue model needs to evolve – How to move beyond what’s worked in the past
 [21:25] The small donor vs. major donor dilemma – Who should you prioritize?
 [27:09] Building a stronger donor pipeline – How small donors can turn into major donors
 [30:22] The role of grants, corporate giving, and capital campaigns – Smart strategies for diversification
 [41:44] Five key questions to assess your funding strategy – What to ask before making a shift
 [42:23] Final thoughts – Funding models that drive long-term impact

Resources:

• Article - 8 Successful Give-Back Models for Social Enterprises
• Article - Is the Buy-One-Give-One Model Dead? TOMS and the Future of Social Enterprises
• Article - How to Create the Conditions for Sustainable Revenue

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