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Increased competition among nonprofits for grants and donations from their respective communities calls for historical institutions to look at ways to increase their sustainability.

Stephen L. Griffin explains what earned income is and its benefits. He provides steps for developing a strategy for increasing earned income that include reviewing the institution’s current situation and facility’s performance, evaluating an organization’s potential, and stating objectives with respect to earned income.

He pays special attention to concession revenue with insights of how to estimate a per-capita sales level and conduct a costs-benefits analysis.

Preparing an Earned Income Strategy: A Blueprint for Change

Technical Leaflet #165 (1988)