This playbook represents the culmination of two years of work undertaken by the LeadingAge Virginia Middle Market Cabinet, charged with creating a financially viable and mission-consistent model for serving middle market seniors. The playbook details the assumptions made by the authors in performing their analyses and includes examples with financial and other projections based on those assumptions. To make it easier to begin to assess the viability of the proposed middle market model based on your unique situation, the playbook includes an interactive model (Excel) to allow you to test some of your unique assumptions. This playbook is offered as a starting point for organizations that want to accept the challenge of meeting an important and growing need.