What Nonprofits Can Learn from Foundations Investing in Earned Income

Nonprofit leaders are under constant pressure to deliver impact while navigating unpredictable funding environments. On the Nonprofit Thrivability Podcast, host Read Corley speaks with Michael Corley, consultant at The Patterson Foundation, and Meher Shulman, associate director at Greater Hartford Gives Foundation, about a strategy that is quietly reshaping nonprofit sustainability. Both foundations are working with No Margin, No Mission's Mike Oxman and Larry Clark to help nonprofits build social enterprise ventures and earned income strategies that support long-term mission success.

One of the most valuable insights from the conversation is that earned income is not a miracle solution. It is a capacity-building tool. When nonprofits explore social enterprise, they are taught to sharpen decision-making, clarify value propositions, and better understand their audiences. These skills often influence the entire organization, even beyond the earned revenue effort itself.

The episode also highlights the importance of structured experimentation. Through cohort-based programs like Margin & Mission Ignition and the Social Enterprise Accelerator, nonprofits test ideas with guidance, peer support, and accountability. This structure reduces risk and helps leaders avoid costly missteps that can happen when organizations pursue earned income in isolation.

Another key takeaway is the role funders play beyond writing checks. Both foundations view their work as creating the conditions for nonprofits to succeed. That includes providing education, trusted advisors, and opportunities for nonprofits to learn from one another. Over time, this approach builds stronger relationships and more resilient organizations that are better equipped to navigate economic shifts, leadership transitions, and changing community needs.

For nonprofit leaders considering earned income, the podcast offers several practical lessons. Start with mission alignment before exploring revenue potential. Be realistic about internal capacity and leadership commitment. Expect the work to take time and include setbacks. Most importantly, stay connected to peers who are navigating similar challenges. The learning that happens through shared experience often proves as valuable as the revenue itself.

Ripple Effects of Social Enterprise Work
The long-term impact of these initiatives extends beyond individual organizations. Ripple effects discussed in the episode include:

• Stronger cross-organization collaboration that continues beyond formal cohorts
• New unrestricted revenue streams that support flexibility and innovation
• Adoption of a business mindset that shapes broader organizational decisions
• Increased donor, volunteer, and stakeholder engagement through entrepreneurial efforts
• Ongoing learning networks that strengthen the wider nonprofit ecosystem

These ripple effects show how intentional investment in earned income can strengthen not only individual nonprofits but entire communities working toward lasting impact.

Want to hear more? Follow us on Spotify, Apple Podcasts, iHeartRadio, or visit us Beyond The Blog!