Marketing of Voluntary Organizations as Contract Providers of National and Local Government Welfare Services in the UK Export

@article{citeulike:3497916, abstract = {Abstract\ \ Voluntary organisations have become major providers of numerous social welfare services that previously were supplied by the state. In Britain, between 35 and 40\% of the average human services charity's annual income now derives from government (predominantly local government) sources, meaning that the acquisition of fresh contracts to undertake government funded work, in conjunction with the maintenance of good relations with government funders vis-\`{a}-vis current assignments, is increasingly important for ensuring a human service charity's financial survival. An organization that wishes to obtain new contracts and to keep government bodies satisfied with its present activities will need to market itself effectively. This empirical study examined two aspects of charity marketing relevant to this requirement: the extent to which voluntary organizations applied the principles of strategic account management (otherwise known as key account management) to their relations with government funders, and the organizational characteristics (passion and commitment, low wage costs, etc.) that they emphasized to government bodies when making bids. A number of organizational variables (e.g., mission rigidity, strategic intent, short term operational focus) were employed in regression analyses as possible determinants of: (i) the degree to which a charity used strategic account management; and (ii) the genres of the organizational characteristics that it accentuated when tendering for government funded work.}, author = {Bennett, Roger}, citeulike-article-id = {3497916}, citeulike-linkout-0 = {http://dx.doi.org/10.1007/s11266-008-9065-9}, citeulike-linkout-1 = {http://www.springerlink.com/content/1r2843086588281l}, day = {1}, doi = {10.1007/s11266-008-9065-9}, journal = {Voluntas: International Journal of Voluntary and Nonprofit Organizations}, keywords = {government, volunteer, volunteer\_organizations, volunteering\_united\_kingdom, welfare}, number = {3}, pages = {268--295}, posted-at = {2008-11-09 12:17:20}, priority = {2}, title = {Marketing of Voluntary Organizations as Contract Providers of National and Local Government Welfare Services in the UK}, url = {http://dx.doi.org/10.1007/s11266-008-9065-9}, volume = {19}, year = {2008} }

TY - JOUR ID - citeulike:3497916 L3 - citeulike-article-id:3497916 N2 - Abstract  Voluntary organisations have become major providers of numerous social welfare services that previously were supplied by the state. In Britain, between 35 and 40% of the average human services charity’s annual income now derives from government (predominantly local government) sources, meaning that the acquisition of fresh contracts to undertake government funded work, in conjunction with the maintenance of good relations with government funders vis-à-vis current assignments, is increasingly important for ensuring a human service charity’s financial survival. An organization that wishes to obtain new contracts and to keep government bodies satisfied with its present activities will need to market itself effectively. This empirical study examined two aspects of charity marketing relevant to this requirement: the extent to which voluntary organizations applied the principles of strategic account management (otherwise known as key account management) to their relations with government funders, and the organizational characteristics (passion and commitment, low wage costs, etc.) that they emphasized to government bodies when making bids. A number of organizational variables (e.g., mission rigidity, strategic intent, short term operational focus) were employed in regression analyses as possible determinants of: (i) the degree to which a charity used strategic account management; and (ii) the genres of the organizational characteristics that it accentuated when tendering for government funded work. IS - 3 JF - Voluntas: International Journal of Voluntary and Nonprofit Organizations EP - 295 TI - Marketing of Voluntary Organizations as Contract Providers of National and Local Government Welfare Services in the UK VL - 19 SP - 268 KW - government KW - volunteer KW - volunteer_organizations KW - volunteering_united_kingdom KW - welfare AU - Bennett, Roger PY - 2008//01/ UR - http://dx.doi.org/10.1007/s11266-008-9065-9 ER -