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BDPA Corporate Sales Handbook (2012)
BDPA Corporate Sales Handbook (2012)
BDPA Corporate Sales Handbook (2012)
BDPA Corporate Sales Handbook (2012)
BDPA Corporate Sales Handbook (2012)
BDPA Corporate Sales Handbook (2012)
BDPA Corporate Sales Handbook (2012)
BDPA Corporate Sales Handbook (2012)
BDPA Corporate Sales Handbook (2012)
BDPA Corporate Sales Handbook (2012)
BDPA Corporate Sales Handbook (2012)
BDPA Corporate Sales Handbook (2012)
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BDPA Corporate Sales Handbook (2012)

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The purpose of this handbook is to provide a comprehensive guide on the BDPA Corporate Sponsorship Programs that is used by BDPA on a local, regional and national basis. Several views are presented …

The purpose of this handbook is to provide a comprehensive guide on the BDPA Corporate Sponsorship Programs that is used by BDPA on a local, regional and national basis. Several views are presented for clarity. The intended audience is BDPA members who engage in corporate sales activities and BDPA leadership on the local, regional and national level. This handbook is the responsibility of the Corporate Sales Department Director and should be reviewed for updates on an annual basis.

In order for corporate sales efforts to be effective, all individuals selling BDPA sponsorship should have an understanding of the overall program as provided by this document and are required to work in a united, cooperative effort toward acquiring funding.

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  • 1. “One BDPA”Corporate SponsorshipProgram Handbook Revision: August 28, 2012 Version: 5
  • 2. BDPA Corporate Sales Handbook Revised: August 2012Table of ContentsBDPA Corporate Sales Handbook Overview ........................................................ 2An Overview of the Organization ..................................................................................................... 2BDPA Corporate Sponsorship Program Rationale.......................................................................... 3Benefits to Corporations Who Invest and Partner with BDPA ......................................................... 4Reasons Corporations Invest .......................................................................................................... 4Ways That BDPA Provides Return on Investment .......................................................................... 4 Technical Development and Skill Enhancement .................................................................. 4 Opportunities for Employee Development ............................................................................ 4 Recruiting Mechanism .......................................................................................................... 5 Community Recognition and Public Relations...................................................................... 5 Networking Opportunities and Technology Exchanges ........................................................ 5 Assist in Closing the Digital Divide ....................................................................................... 5Benefits to the Chapters and Regions for Participating in the BDPA Corporate Sales Program .... 5Corporate Participation Continuum ............................................................................................. 6BDPA Corporate Sponsorship Program .......................................................................................... 6BDPA Corporate Sales Strategy ..................................................................................................... 7Who Makes BDPA Corporate Sales ................................................................................................ 7Corporate Sales Documentation ..................................................................................................... 8Corporate Sales Process Flow ........................................................................................................ 8Corporate Sponsor Meeting Talking Points ..................................................................................... 9BDPA Account Manager Roles and Responsibilities ...................................................................... 9Shared Responsibility with Corporate Champion .......................................................................... 10Corporate Champion Roles and Responsibilities .......................................................................... 11Homework Assignment for the Corporate Sales Team ................................................................. 11Your Feedback is Welcome........................................................................................................... 11 Page 1
  • 3. BDPA Corporate Sales Handbook Revised: August 2012BDPA Corporate Sales Handbook OverviewThe purpose of this handbook is to provide a comprehensive guide on the BDPA CorporateSponsorship Programs that is used by BDPA on a local, regional and national basis. Severalviews are presented for clarity. The intended audience is BDPA members who engage incorporate sales activities and BDPA leadership on the local, regional and national level. Thishandbook is the responsibility of the Corporate Sales Department Director and should bereviewed for updates on an annual basis.In order for corporate sales efforts to be effective, all individuals selling BDPA sponsorship shouldhave an understanding of the overall program as provided by this document and are required towork in a united, cooperative effort toward acquiring funding.An Overview of the OrganizationNational Black Data Processing Associates, (NBDPA), is a non-for-profit professional associationfounded in 1975 in Philadelphia, PA. NBDPA has grown into a national organization with over 40chapters chartered throughout the United States. Organization membership is open to all withexpressed interest in the information industry regardless of race, sex, religious beliefs, or nationalorigin.Our MissionNBDPA is a global member‐focused technology organization that delivers programs and servicesfor the professional well-being of its stakeholders.Our VisionTo be a powerful advocate for our stakeholders’ interests within the global technology industry.Our Profile Founded in Philadelphia in 1975 2,100 members in over 50 chapters nationwide 21,000 on‐line community Strong programs “Advancing Careers from the Classroom to the Boardroom” Annual National Technology Conference & Career Fair ExpoOur DemographicsNBDPA members represent all ethnicities, age groups, and income levels. We are geographicallydisbursed across the country with a growing international following in Canada, England, Franceand Ghana. 60% of NBDPA members are IT Professionals (e.g. software developers, business analysts,testers, project managers, etc.) 25% are high school and college students 10% are entrepreneurs and consultants 5% are managers and senior executivesThe National Board of Directors (NBOD) is the governing body of the BDPA. The NBOD meetson a quarterly basis to set the policy and direction of the organization. Implementation of thatpolicy on a national level is the responsibility of the National Executive Committee (NEC) thatmeets monthly.The NBOD is comprised of the National Executive Committee (NEC), the elected regional vicepresidents and elected regional directors. The National Executive Committee (NEC) is comprisedof three elected officers (President, Vice President, VP Finance), appointed Vice Presidents (VPMember Services, VP Membership Management, VP Strategy and Planning), Founder and theoutside directors. Page 2
  • 4. BDPA Corporate Sales Handbook Revised: August 2012BDPA Corporate Sponsorship Program RationaleBDPA realizes its mission and objectives by delivering programs and activities in the local chapterand at the national level. These life long learning programs are designed to take the member fromthe classroom to the boardroom. For example, chapters deliver programs like professionaldevelopment workshops and seminars, monthly program meetings, web sites, newsletters andthey participate in the annual BDPA High School Computer Competition (HSCC) by sending ateam to the Annual National BDPA Technology Conference (national conference). The majorNational BDPA program is the national conference. National BDPA also facilitates communityoutreach programs delivered by the local chapters.There are five (5) main components of a successful program. 1. Money 2. People 3. Facilities 4. Equipment 5. CurriculumThe major funding sources for the chapter are fund raising events like the Annual AwardsBanquet described below, in-kind corporate support, corporate sponsorships, membership dues,and grants from the BDPA Education and Technology Foundation (BETF). The major fundingsources for National BDPA are the national conference, membership dues and the corporatesponsorships.In order to pull together all the components of a successful program, BDPA partners withcorporations, associations and other strategic alliance partners, but by far, corporate support is amajor component of BDPA’s success.The National Corporate Sponsorship “One BDPA” Program was established in February 2002 todevelop formal alliances that involve Corporate America more closely with BDPA programs,activities and goals. Corporate sponsors not only offer financial support but also participate inprograms developed to enhance the technical and professional skills of the community. Theinvestment in BDPA creates positive exposure to a technically diverse membership of AfricanAmerican Information Technology professionals and students.The sponsorship program is designed to offer corporations an opportunity to partner with BDPAto meet corporate goals and objectives for recruiting, employee development, philanthropicendeavors and enhanced image in the African American Community. The program is open to allcorporations with a sincere interest in pursuing the vision, mission, objectives and goals of BDPA.The conceptual and fundamental scope of the program is to: • Develop plans, assign resources and confirm milestones for viewing progress toward the goals • Document mutual understanding, measurements and goals • Dramatically increase BDPA membership and national conference participation • Enhance loyalty in the corporation amongst employees and customers • Increase exposure opportunities to technically competent and diverse IT professionals and students • Link BDPA strategic initiatives to the objectives of the corporation • Provide a forum to interact with other IT and HR industry leaders and professionalsThe national conference is currently BDPAs largest fund raising and professional networkingopportunity of the year. During the 4-day conference, African American IT professionals sharetheir experiences with their peers, while participants from across the country take part in ourCareer Fair, explore the displays at our Technology Expo, and attend seminars and workshopsreflecting leading-edge technologies and strategies for IT professionals. Page 3
  • 5. BDPA Corporate Sales Handbook Revised: August 2012BDPA offers a wide variety of professional development programs in Information Technology,Professional Development, Career Development and Leadership Development to help membersadvance their careers. It doesnt matter whether you aspire to be a technical expert, IT manageror an entrepreneur. BDPA offers programs to take you every step of the way, from the classroomto the boardroom by securing the future through technology.Benefits to Corporations Who Invest and Partner with BDPAThe BDPA Corporate Sponsorship program is designed to offer corporations a standard way toinvest in BDPA and they are predicated on the notion that corporations invest in BDPA as ameans to meet their own corporate objectives.Reasons Corporations Invest 1. Recruit Diverse IT Talent a. Networking Opportunities and Technology Exchanges 2. Retain Diverse IT Talent a. Technical Development and Skill Enhancement b. Opportunities for Employee Development 3. Community Recognition and Public Relations a. Assist in Closing the Digital Divide b. Create future workforce with robust STEM experiences for K-12 students 4. Supplier Diversity a. Increase MBE-spend opportunities thru BDPA business owners 5. Market Share a. Access disposable income of BDPA membershipWays That BDPA Provides Return on Investment Technical Development and Skill Enhancement • Accelerate Professional Development by Sharing Expertise • Annual National BDPA Conference Workshops and Seminars • Certification programs (e.g., BDPA IT Institute) • Develop Web Enabled and eCommerce Expertise • Distance Learning and eLearning Opportunities • Monthly Program Meetings • Professional and Technical Development Workshops • Technical Program Development Opportunities for Leadership Development • Board of Directors Positions • Committee Chair Positions • Department Directors • Develop Management and Leadership Skills • Provide mentoring for all levels of professionals • Publish in Nationally Distributed Newsletter • Program/Project Management Page 4
  • 6. BDPA Corporate Sales Handbook Revised: August 2012 Recruiting Mechanism • Annual National BDPA Conference Career Fair • Face-to-Face recruiting at chapter program meetings • Job Posting and Resume Databases • Provides access to a national pool of qualified information technology professionals in support of a diverse workforce College Interns Entry Level Professional Management/Leadership Community Recognition and Public Relations • Best Companies for Blacks in Technology and Epsilon Awards • Create or support scholarship funding for talented high school students interested in technology careers • Fulfill company values related to supporting community efforts • Identified as “Employer of Choice” within the minority community • Private sector supporting education sector Networking Opportunities and Technology Exchanges • Annual Conference Technology Expo • Business Opportunities • Entrepreneur Programs • Information exchange through our websites, blogs and online communities • IT Senior Management Networking • Knowledge Sharing Assist in Closing the Digital Divide • Annual Youth Conference • Black Family Technology Awareness Week (BFTAW) • College Intern Program • Community Technology Centers • High School Computer Competition (HSCC) Program • Provides opportunity for greater community involvementBenefits to the Chapters and Regions for Participating in theBDPA Corporate Sales ProgramThe BDPA Corporate Sponsorship program is designed to assist chapters and National BDPAwith funding and in-kind support needs as a means to meet the objectives of the organizations.The program provides a standardized way to obtain various levels of sponsorships to achieveyear round results benefiting all parties. Page 5
  • 7. BDPA Corporate Sales Handbook Revised: August 2012Corporate Participation ContinuumCorporate sponsors not only offer financial support but also participate in programs developed toenhance the technical and professional skills of the community. The investment in BDPA createspositive exposure to a technically diverse membership of African American InformationTechnology professionals and students.Purpose: To be used as a conversation point to help the BDPA and the corporation see wherethey are and where they are going in the evolution of building and maintaining a mutuallybeneficial partnership.InvolvementVolunteer Service Opportunities:• Banquets • Assign Corporate Champion• National Conference • Advertising (for Newsletter & Events)• Program Meetings • Internal Affairs• Seminars and Workshops • Corporate Relationship Building• Audio/Visual Specialists • Communications• Instructors • Graphic Specialist• Membership • Education• Mentors • Printing Services• Program • External Affairs• Program Coordinator • Committee Volunteers• Public Relations • Financial Analysis & Planning• Software Developers • Career Development• Tutors • Speaking opportunitiesBDPA Corporate Sponsorship ProgramThis sponsorship program is designed to: ♦ Coordinate BDPA volunteer resources – local, regional and national – through the Corporate Sales Team ♦ Provide a mechanism for Corporate America to invest in BDPA programs, scholarships and services on a local, regional or national level ♦ Provide a seamless ‘One BDPA’ approach to the corporate sales process ♦ Provide national recognition to any corporation that invests in BDPA at any level ♦ Support the goals and initiatives of our sponsorsCorporate Sales Registration Form: All support must be documented on the CorporatePortfolio Registration Form. Sponsorship can either be financial or in-kind (donation ofequipment, software, services or other non-cash items). Recognition levels are achieved bycollectively adding the amounts from the individual sections to determine the overall sponsorshiplevel.NBDPA Portfolio: For sponsorship opportunities the NBDPA Portfolio is the single documentshared externally with corporations, allowing them to select venues that support the organization.It is a physical demonstration of the "One BDPA" philosophy that drives the corporatesponsorship program. Targeted Financial and In-Kind Support Opportunities are located in theCorporate Sponsorship Opportunities Portfolio. The NBDPA Portfolio is available for downloadonline at www.bdpa.org. Corporate sales support team can be contact by email at(corpsales@bdpa.org) or phone (301.584-3135) for more details on the corporate sponsorshipprogram.Sponsorship Recognition Levels are based on support provided to BDPA at the national and local Page 6
  • 8. BDPA Corporate Sales Handbook Revised: August 2012levels. Sponsorship can either be financial or in-kind (donation of equipment, software, servicesor other non-cash items). Recognition levels provided by BDPA to the corporation are achievedby collectively adding the amounts from all the national and local chapter sponsorships (i.e., a lacarte purchasing): Recognition Level • Platinum Corporate Sponsor $100,000 • Diamond Corporate Sponsor $ 75,000 • Gold Corporate Sponsor $ 50,000 • Silver Corporate Sponsor $ 25,000 • Bronze Corporate Sponsor $ 10,000 • Corporate Sponsor $ 5,000 • Corporate Supporter $100 - $4,999 All Corporate Sponsors and above will receive: • Appropriate onsite signage at National BDPA Events (deadlines apply). • Public accolades on our BDPA Corporate Sponsor lists published in a wide variety of venues including our website, monthly newsletter and all other BDPA publications (deadlines apply).BDPA Corporate Sales StrategyWho Makes BDPA Corporate SalesThere are basically 3 groups within BDPA soliciting funds on behalf of BDPA programs andactivities: 1. National BDPA Corporate Sales Team 2. Local or Regional Sales Team 3. BDPA Education and Technology Foundation (BETF)The National BDPA Corporate Sales Team consists of the President, Vice President, RegionalOfficers, Corporate Sales Director and the Account Managers.BETF also solicits funds to support BDPA programs, scholarships and services. However, BETFclients are primarily philanthropic and corporate foundations. BETF does not solicit funds fromcorporations. The BETF was established in 1992, to address the dilemma that educationaltechnical opportunities still reach the African American and other minority and under-servedcommunities at a slow pace. BETF is a 501(c) 3 not-for-profit organization whose purpose is tofund the youth, educational, technical, and training projects of the BDPA. Since the NationalBDPA and almost all local chapters are established as 501(c) 6 not-for-profit organizations, theBETF becomes an integral part of the corporate sales strategy when a 501(c) 3 letter is requiredby the soliciting organization.Salseforce.com is the official corporate database where all sales activity is captured. All corporatesales activity must be documented in salesforce.com. Corporations are assigned to AccountManagers responsible for developing and managing the relationship. Before any presentationsare made, the three sales groups must develop a strategy on how to best sell BDPA programsand activities to the corporation. This is done by working with the Account Manager and theCorporate Champion. The strategy is based on what best meets the need of the corporation andtheir plans to get involved.Before any corporation is approached the account must be verified in Salesforce.com. Thisdatabase is used to keep BDPA from soliciting funds from multiple sources within the samecorporation. If multiple sources are competing for the corporate relationship then the AccountManager determines via the history of the relationship the best approach to secure the funding. Page 7
  • 9. BDPA Corporate Sales Handbook Revised: August 2012Corporate Sales DocumentationMaterial can be downloaded from: www.bdpa.org and Salesforce.com.1. BDPA Corporate Sales Handbook (this document)2. NBDPA Portfolio3. Collateral Material and Templates in Salesforce.com (e.g. National BDPA Brochure, Conference Flyer, BDPA National Newsletter)4. SOP-Corporate Sales DeliveryCorporate Sales Process Flow1. Account Manager assignment is directed by the Corporate Sales Director.2. Account Manager contacts corporation, verifies contact data and sends NBDPA Portfolio to Corporate Contact.3. Account Manager meets with Corporate Contact to explain options and to gain commitment. Account Manager conveys to the Corporate Contact corporate registration forms to be completed based on anticipated commitment.4. Account Manager documents next steps and commitment in meeting notes and makes status updates in Salesforce.com.5. Corporate Contact submits the completed registration form and sends/faxes them to the National Office. National Office starts a folder for the corporation and consolidates all correspondence and forms. Email: info@bdpa.org6. Registration forms are sent via eFax or email to the President Elect, Corporate Sales Director and Vice President of Finance and others on the corpsales@bdpa.org email alias.7. When a firm commitment (registration and funding) is received in writing and has been verified, the Customer Sales Delivery Manager (CSDM) works with the service providers to ensure the corporate deliverables are achieved. A “Corporate Champion” may be assigned or selected to facilitate the relationship between the corporate sponsor and BDPA to ensure sponsor satisfaction. a. If possible, the corporate champion role should be fulfilled by someone that is internal to the corporate sponsor as they have direct access within the corporation and can rapidly address any concerns and issues raised by the sponsor.8. The Corporate Sales Director should make an introduction between a local chapter President and the corporate contact and champion in order to foster a long lasting relationship between BDPA and the corporate sponsor. This also allows the local BPDA chapter to continually demonstrate BDPA’s commitment to the community, the corporate sponsor and deliver on the benefits listed elsewhere in this document.9. At any point in the process the Account Manager can start the follow-up call process. Page 8
  • 10. BDPA Corporate Sales Handbook Revised: August 2012 Strategy for Account Manager Follow-up Call 1. Based on discussion with ‘Corporate Champions’ determine what additional information is needed to make the sale. 2. Develop an information kit based on questions asked. 3. Be prepared to either email or snail-mail additional information packet within 72 hours of request. 4. Follow up with a thank-you card & the promise to keep individual informed of new developments. This is always an impressive touch. The card should have your business card inside with a nice thank you for listening message. These can be ordered with the business card cutouts. [NOTE: This is good touch for the corporations that say “No” as they may change their mind later in the sales cycle.]At least once a year Account Manager, Corporate Sales Director and or the President willschedule a checkpoint meeting with the corporate sponsor (the Corporate Champion is included)to solicit feedback and seek more opportunities for collaboration. A sample agenda for thismeeting would be: • Review support received for the year and give thanks for participation • Talk about benefits (e.g. exposure, recruitment) gained • Share information about upcoming events • Discuss other corporate participation opportunities • Ask for renewal and for a commitment to increase support • Ask for referrals into other corporationsCorporate Sponsor Meeting Talking Points 1. Some talking points to consider when conducting a corporate sponsorship meeting are: 2. Has your company realized benefits from involvement/sponsorship? 3. What are your business challenges? 4. Is there more that BDPA can do to help company meet corporate objectives? 5. Are there any BDPA opportunities for improvement? 6. What are good areas for collaboration (hot buttons)? 7. Is the corporation interested in supporting multiple chapters? a. Supporting National BDPA? b. Supporting National Conference? 8. Will Company sponsor and at what level? 9. What are the next steps? a. Do we allow time to digest and follow-up with a phone call? b. Do we send a corporate marketing package? c. Do we set up a presentation? d. Do we send an invoice?BDPA Account Manager Roles and ResponsibilitiesThe major duty is to facilitate a mutually beneficial long lasting relationship between BDPA andthe Corporation. The Account Manager works hand in hand with their internal counterpart(Corporate Champion) to make sure that both the corporation and BDPA are meeting theirexpectations. Page 9
  • 11. BDPA Corporate Sales Handbook Revised: August 2012The Account Manager: • Serves as an important communication conduit, making sure that information disseminated is passed along to the Corporate Champion and feedback from the corporation is passed on to BDPA. • Provides on a monthly basis, status reports to BDPA Corporate Sale Director on corporate sponsors outlining where the corporation wants to target involvement, the level of corporate sponsorship and specific benefits that the corporation seeks. Provide any updates on the accounts contact information. • Provides a status reports to the Corporation and seeks renewal of annual corporate sponsorship grants. This status includes a report on collaborative efforts, noting successes and opportunities for improvement. It is important for the Account Manager to keep track of statistics and key measures to help evaluate programs and justify continued support. It should include timelines and dollar total along with critical measures of success. • Represents corporate interests in strategic planning discussions. As new initiatives are considered, the role and potential support of corporate sponsors is a key element that the Account Manager helps to bring to light. • Responsible for coordinating requests for corporate participation from a BDPA perspective. This may involve centralizing corporate participation requests, or making sure that local chapter requests are presented to the appropriate regional offices. The method for request coordination is dependent on what is being requested and the internal policies and procedures of the corporation. The Account Manager should determine the best method and engage not only the chapters, but also the National BDPA and the National BDPA Education and Technology Foundation.Shared Responsibility with Corporate Champion • Create and follow-up on funding proposals and corporate sponsorship presentations. • Facilitate Corporate Marketing and Membership Recruitment presentations. • Remind the Corporation about participation opportunities and pass on interests to the appropriate local chapter and National BDPA members. • Updates on personnel assignments, addresses and contact information as well as minutes of meetings.Benefits • Gain experience in high-level business negotiations, relationship building and program delivery. • Help the Corporation meet the business needs of BDPA. • Networking opportunities to pursue career aspirations. • Personal fulfillment that comes from helping in the growth of corporate participation within local chapter geographic area. • Positive exposure and visibility to senior levels of management at a number of corporations. Page 10
  • 12. BDPA Corporate Sales Handbook Revised: August 2012Corporate Champion Roles and ResponsibilitiesThis person is an employee of the corporate sponsor and works to develop a mutually beneficialrelationship between BDPA and the corporationDuties • Facilitate communication between the BDPA and the Corporation. This includes invitations to program meetings, the national conference and local chapter programs or community outreach events.Benefits • Help BDPA meet the business needs of the corporation • Networking opportunities to pursue career aspirations • Personal fulfillment from helping and participating in the BDPA organization growth • Visibility to senior management and employee recognitionHomework Assignment for the Corporate Sales Team 1. Study the NBDPA Portfolio. Be prepared to discuss the ‘benefits’ with each selection. 2. Packages & Selection Combinations. Each member of the Corporate Sales Team needs to understand the advantages of specific packaging and try to package the more difficult to sell items. 3. Perks & Bonuses. a. We need to be flexible enough to offer perks to the Corporate Champion to close the deal as well. Example of perks that can be used would be extra ticket(s) to the Awards Banquet. Another perk that has traditionally been used with the NBDPA conference is to allow the corporate sponsors of an event to name or provide the speaker for that event. In any case, the perk/bonus should be something that has minimal negative impact to our national budget.Your Feedback is WelcomeReaders are invited to share corrections, questions or other updates to this document with theCorporate Sales team via email to corpsales@bdpa.org. Page 11

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