Chief Executive Officer

GOODWILL SAN FRANCISCO/ SAN MATEO/ MARIN www.sfgoodwill.org ORGANIZATION BACKGROUND: Goodwill of San Francisco, San Mateo, and Marin Counties was established 97 years ago to help individuals facing significant barriers to employment -- usually under-educated, formerlyincarcerated, or under-skilled -- to become employable by providing transitional work, skill training, and long-term job placement. The Goodwill business model, collecting rummage that could be resold through Goodwill-operated thrift stores, has made it possible for many Goodwills to thrive on earned retail income alone, while also providing temporary jobs and training to the Goodwill client. Always at the heart of the Goodwill business model were assumptions about healthy human development, emphasizing the importance of work to individual thriving, and the importance of workforce participation to the amelioration of poverty and social injustice in our society. Goodwill Industries International is the umbrella membership organization of 165 independently-operated local Goodwills, among the larger of which is the Goodwill serving the three counties comprising the San Francisco West Bay. Those clients, now known as participants, experience in todays Goodwill an assessment of their personal strengths, being matched with the types of work that will enhance their employability outside of Goodwill, and then being prepared by the work itself, supportive skills development, and eventually job placement to join the workforce beyond Goodwill in permanent jobs. The assessment also bears on internal employability, as Goodwill as a job creator permanently employs a fairly large number of former participants as unsubsidized regular employees. The Goodwill credo is to create solutions to poverty through the businesses we operate, embedding in all of Goodwill business enterprises opportunities for participants to move toward permanent employability. Goodwill SF sees the good and grows it, as being at the heart of its brand. This message applies not only in the identification and

development of personal strengths of Goodwill participants but the goods and materials recovered and then sold for reuse. Consistent with 21st century concerns about conservation of dwindling resources and of sustainability, Goodwill is a huge recycler, focused on value recovery in all of its activities. Value recovery describes the present and potential business activities of Goodwill in resale, recycling, and repurposing, employing a workforce whose unemployability has kept them in poverty and whose employment preparation is a key to poverty alleviation. And, because Goodwill has such extensive experience in the resale, recycling, and repurposing of the millions of pounds of donations that are diverted from landfills each year, Goodwill has the capacity to become a leader in a green economy. Thus, part of the business of Goodwill is the business of developing businesses, which in themselves create new jobs, reflecting the commitment to value recovery in participants, in Goodwill programs, and in society at large. Goodwill has considered expanding its social enterprise activities in directions resonant with these values and operational strengths. Goodwill SF has a complex financial model. Last year, 684,000 donations of goods to Goodwill were completed at 32 convenient locations. Most of these donations are transported by truck to the distribution facility, sorted, evaluated, and if reusable placed in inventory. Inventories from all but two store locations are centrally warehoused and then distributed to 19 retail stores, 2 asis stores, and 1 e-commerce locations for resale. Donations not suitable for reuse in their present form are mostly sold to vendors who aggregate them for resale in flea markets or overseas markets, and the remainder is wherever possible converted into a reusable form and sold to those employing recycled materials in their manufacturing. In all service delivery functions at any point in time, Goodwill is serving 7000 people annually through its different levels of service, roughly 1,200 individuals in its intensive career pipeline, with about 640 people on the Goodwill payroll. These participants, whose strengths and capabilities have been assessed prior to a Goodwill job assignment, are trained in retail sales and management, in warehouse operation and management, in inventory control and management, in trucking, etc. Industry job placement is very high in retail, but extremely varied in wholesale, waste management, warehousing, transportation, real estate, public administration, etc.

In the past decade, Goodwill SF has moved beyond the traditional model, attracting contracts from government to provide a complex variety of workforce development opportunities for populations facing barriers to work formerly incarcerated (reentry), at-risk young adults, dislocated workers, limited-English speakers, homeless, welfare-to-work. While these special populations have always been present among those served by Goodwill, government or foundation funding policy has identified these break-out populations as of special concern. Currently Goodwill SF has some 13 contracts to provide a variety of special services to these break-out populations. The recent augmentation of services funded by government (or foundation) contracts has enabled Goodwill SF to grow in the depth of some of its services, an institutional-development process whose most significant fruits are yet to be harvested. But any new Goodwill service paid for in large part by restricted funds is not without stresses: for example, the One-Stop Center offers employment assessment services for anyone who wishes to use its services, not just for Goodwill participants; as a separate example, the frequent reporting to an external funder employing the metrics required as a condition of funding augments administrative costs. The overall budget of Goodwill SF is close to $42 million, about $35 million generated by the traditional operation, about $5 million from government and foundation contracts/grants. Because such restricted monies rarely compensate adequately for overhead, this latter budget requires a budget subsidy of about 20% from surpluses generated by the traditional operation, which are also required to cover the expense of general administration and overhead. Grants and contracts require special accommodation, are not inexpensive to administer, and have fixed terms. If it is true that todays grant is tomorrows overhead, these government and foundation funded activities will not be sustainable in the long run without it being demonstrated that they enhance overall Goodwill effectiveness so significantly as to deserve long term subsidy. Total contributed income to Goodwill SF is about $400,000 annually and growing. While it is tempting for many Goodwill organizations to operate simply as recycling businesses, Goodwill SF realizes that a growing contributed income program will not only build financial resources, but will enhance visibility and credibility throughout the region, will promote donations in-kind

to Goodwill, will attract customers to Goodwill retail locations, will create more meaningful linkages with the corporate, government and nonprofit community of employers, will provide political leverage when community decision makers are asked to approve Goodwill requests, will enhance the prestige of Goodwill in recruiting employees, and will positively reinforce the brand of Goodwill throughout the community. Goodwill leadership is strongly committed to building charitable giving, a responsibility that the Board readily accepts, knowing that the effectiveness of the next CEO in making and partnering in the ask and in all forms of outreach, promotion, and advocacy will be critically important to Goodwill SF. The challenges and opportunities for the exceptional Goodwill leader are considerable. Foremost is the opportunity to ensure that Goodwill is guided by the most effective and efficient business practices found in the manufacturing/retailing for-profit or nonprofit sectors, including: creating new sources of and outlets for reusable product, creating state-of-the-art inventory controls and periodically recreating information technology infrastructure to support those controls, ensuring efficient systems of collecting, storing, preserving and preparing for reuse recyclable goods and materials, maintaining a high level of internal control in a complex system staffed heavily with those not easily employable elsewhere, and, at all times operating as a mission-driven organization whose bottom lines are threefold to enhance the lives and future employability of Goodwill participants; to maintain a sustainable and healthy enterprise with surpluses sufficient to support the development of new programs, new facilities, new management systems and to carry Goodwill SF through the occasional rainy day; to do what is best for a healthy environment. The triple bottom line: people, performance, planet. Also of importance is the opportunity to: identify strategies for improving the workforce preparedness of Goodwill participants by identifying external sources of funding, restricted contracts/grants and unrestricted contributions, that will help underwrite initiatives that, if successful, can be sustained long-term with internal financial

resources, and project the name and services of Goodwill, with Board and staff help, to the greater community as inspiring spokesperson and advocate for workplace development of at-risk populations as a key means of addressing issues of poverty and social justice. This business challenge, marrying vision and execution, in a mission-driven nonprofit institution will be relished by the quality of leader that Goodwill SF seeks. For the right chief executive officer, this position offers the opportunity to lead an organization with high quality services, a powerful, compelling brand, in a unique region, with all the resources to set a course for strong growth over the next decade and beyond.

REPORTING RELATIONSHIPS:

The Chief Executive Officer reports to the Board of Directors.

RESPONSIBILITIES: The Chief Executive Officer is responsible for the management and operation of all programs and services provided by Goodwill San Francisco/San Mateo/Marin, and for implementing all policy decisions of the governing Board. Over and above all else, s/he will be a gifted business executive with expertise in the oversight of purchasing, inventory control, information systems, manufacturing, distribution, and retailing; s/he will have the compassion to work with employees who participate in workforce development so as to qualify outside of Goodwill for permanent employment; s/he will have the commitment to social service that is necessary in an effective leader of a high visibility nonprofit organization, a staff dedicated to public service, and a volunteer board of community leaders who value the benefits of Goodwill to the disadvantaged; s/he will be entrepreneurial in envisioning the potential for Goodwills increased impacts while at the same time being totally grounded in the day-to-day necessities of effective stable and continuing implementation of programs. S/he oversees the administrative and fiduciary functions of the agency. S/he represents the agency to the community, and builds strong relationships with key stakeholders, agency staff, and the Board.

Specifically, the Chief Executive Officer: Helps determine and ensure, in partnership with the governing Board, that the mission, vision and values of Goodwill are carried out. Represents and is a passionate, charismatic, articulate, persuasive advocate of Goodwill, inspiring trust and confidence in served participants, corporate and small business employers, volunteers, community stakeholders, partnering nonprofit organizations, individual and institutional donors, government, and the media. Will be exceptionally effective in executing on plan and masterful in initiating, monitoring, and maintaining programs. Will never be distracted from seeking effective and efficient operations. Anticipates changing community needs with vision and imagination, initiates long-range strategic and operational planning, and is responsible and accountable for the funding and implementation of all such plans. S/he will be as open to recommending initiatives with calculated risks as s/he is, as an expert at operationalizing, at calculating risks, anticipating how they can be minimized, and helping staff and Board toward a shared understanding of the rationale and risks of programmatic initiatives. Pursues business development opportunities for new or expanded services, as part of a well-conceived and articulated entrepreneurial framework, value-based and strategicallyoriented, while grounding all such initiatives in realistic plans for implementation, capable of being well-executed with available Goodwill resources. Understands the benefits and risks of nonprofit social enterprises. Understands the emerging local, national, and international commitment to sustainability. Demonstrates a high level of business acumen. Works with staff to recommend budgets, oversees revenues and expenditures, monitors and anticipates cash flow requirements, maintains internal controls and financial discipline, and works closely with the Board to ensure the financial wellbeing of the organization. Understands the usefulness of metrics in tracking implementation effectiveness and progress, and the usefulness of qualitative and quantitative dashboards in helping staff and Board assess program performance. Embodies the understanding, sensitivity, sophistication, and high standards that inspire staff colleagues at all levels, command confidence and trust, and promote longevity of service. Recruits,

mentors, and nurtures a dedicated staff capable of providing high level services efficiently and professionally. Accessible to staff, highly visible and present throughout the organization and perceived as knowledgeable of operations at every level. Is fair and generous in rewarding high performance, while demonstrating the ability to hold all staff accountable for their performance. Able after considerable thought and deliberation to make difficult personnel decisions when necessary. Works closely with all nonprofits, for-profits, and government agencies with shared interests in those served by Goodwill, and promotes inter-organizational partnerships wherever collaboration can enhance such services. S/he is a natural community organizer and will develop such networks as to promote inter-institutional partnerships that enhance the work of Goodwill. Has a working knowledge and experience with real estate sufficient to address the many and various needs for retail, storage, and parking to meet Goodwill needs. Works closely with Board members, community friends of Goodwill, and fundraising staff to identify, cultivate, and solicit private sources for charitable gifts and foundation grants in support of the programs of Goodwill. Takes executive responsibility for agency compliance with all applicable non-profit laws, contractual obligations, and donor restrictions, and maintains appropriate internal policies and procedures to ensure such compliance.

PROFESSIONAL The ideal candidate will have: QUALIFICATIONS: Passion for the work, empathy with those served, capacity to community support, and an appreciation of and resonance with the volunteers who devote themselves to the beneficiaries of Goodwill; A history of institution-building success as a nonprofit chief executive officer, or, a history of success in the for-profit world that would translate well to the operations of Goodwill together with extensive experience in nonprofit governance as a volunteer that evidences commitment to community service and understanding of nonprofit management of board and staff. An open and transparent style in working closely with the

governing Board, commitment to a no surprises policy, and the inner strength to provide unvarnished information and to earn and maintain a high level of Board trust. Profit and loss experience, a strategic perspective, entrepreneurial ability, and proven leadership, with a broad array of financial, human resource, real estate, information technology and other executive management skills transferable to a complex non-profit human services organization. Creative, can-do style a must. No job must be too small to deserve attention, while to be the effective CEO, s/he must be a successful recruiter and mentor of quality managers to whom s/he can delegate high levels of responsibility, freeing her/him to manage down, up to the Board, and out to external stakeholders. A history of effective friendraising and fundraising attributable to a commanding presence and gravitas, an ability immediately to engage others, to win trust as an authentic and persuasive advocate for a compelling cause, to be an active listener sensitive to the interests of others, all combined with strong communication skills, careful preparation and attention to detail, and an infectious dedication to the work; An understanding of how to build networks of friends and community partners, to brand and market the great work of an organization, and to enhance visibility in order to attract funds, volunteers, clients, and broad public support. Familiarity with the San Francisco West Bay is a plus; Ability to work well in trusting relationships with government, corporate, foundation, and individual funders, and to work with political savvy a complex local government political environment; Ability to work closely, in partnership, and in a position of leadership with a governing board, to use mature judgment in balancing board involvement with the maintenance of healthy boundaries between board and staff functions, to earn the confidence of a board in a no-surprises relationship; Ability to develop strong working relationships with longterm staff, to identify and recruit able new staff, and to motivate, mentor, and inspire an effective professional workforce. Ability to communicate performance expectations to staff, to hold staff accountable, to reward successful performance, and to manage underperformance and other sensitive personnel matters with diplomacy, fairness, and firmness; the ability to create a congenial and productive work environment; Ability to inspire, acknowledge, reward, and to be highly

visible and present with volunteers; Ease in working in a highly visible position in a diverse community, and in an organization that greatly values diversity; Self-confident, centered, nothing to prove. Authenticity, persistence, sensitivity, and attention to detail. Exceptional listening skills, high energy, durability, a good sense of humor.

EDUCATION:

Lifelong learning and educational achievement appropriate to the complexity of the position.

COMPENSATION:

Compensation for this position is expected to fall in a range between $225,000 and $280,000, negotiable based on salary history and experience, with good benefits and in a gratifying work environment.

Robert M. Fisher and Michael Loscavio of Rusher Loscavio Executive Search are privileged to provide recruitment counsel to Goodwill San Francisco/San Mateo/Marin. All discussions with prospects for this position will be treated with utmost discretion. We would be grateful to receive inquiries, expressions of interest, nominations and applications at the following address: Robert M. Fisher bfisher@rll.com