Selling BDPA: Multiple Streams of Chapter Revenue


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BDPA chapters survive and flourish when there is a steady flow of revenue. BDPA can only generate revenue in one of three ways: membership, fundraising and corporate sales. Wayne Hicks is an experienced BDPA leader who shares his thoughts on expanding revenue flow to BDPA chapters in webinar conducted on November 6, 2009 for BDPA chapter leaders around the country.

This is the slideshow that he used as part of that webinar presentation.

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Selling BDPA: Multiple Streams of Chapter Revenue

  1. 1. 4Q-2009 NBOD Meeting Selling BDPA: Multiple Streams of Chapter Revenue Wayne Hicks Past NBOD Member ( 1989-1993, 1999-2009 ) November 6, 2009 Miami, FL
  2. 2. Been There, Done That! <ul><li>Nat’l Membership Committee Chair (1989-1990) </li></ul><ul><ul><li>Chartered almost 25% of current chapters (10 of 45) </li></ul></ul><ul><li>Nat’l BDPA Vice President (1991-1992) </li></ul><ul><ul><li>Served under President Vivian Wilson </li></ul></ul><ul><li>BDPA Cincinnati Chapter President (1999-2001) </li></ul><ul><ul><li>Grew membership from 6 (Jan 1999) to 229 (Nov 2001) </li></ul></ul><ul><ul><li>Won Chapter of the Year Twice (2000 and 2001) </li></ul></ul><ul><li>National BDPA President-Elect (2002-2003) </li></ul><ul><ul><li>Served under President Milt Haynes </li></ul></ul><ul><li>National BDPA President (2004-2005) </li></ul><ul><ul><li>Profitable annual conferences </li></ul></ul><ul><ul><li>All-time record in corporate sales </li></ul></ul><ul><ul><li>All-time record in BDPA membership totals </li></ul></ul><ul><li>BETF Executive Director (1993, 2006 – Present) </li></ul><ul><ul><li>Over $400,000 in grants for BDPA (local & National) since 2006. </li></ul></ul><ul><ul><li>Increased grant activity in 2009 </li></ul></ul>
  3. 3. Why Does BDPA Exist? “ BDPA advances the careers of African Americans in the IT industry from the classroom to the boardroom” Elevator pitch when people ask what does BDPA do “ We’re a service organization that advances IT professionals’, entrepreneurs’ and students’ careers from the classroom to the boardroom through education, mentoring and business networking that enhance innovation, technical skills, business savvy and personal growth.”
  4. 4. Where is BDPA Revenue? We only have 3 sources of money! <ul><li>Membership </li></ul><ul><li>Fundraising </li></ul><ul><li>Corporate Sales </li></ul>
  5. 5. Where is our ‘hurt’? <ul><li>The biggest revenue challenge that BDPA faces is its low membership numbers. </li></ul><ul><li>FACT #1: We have seen a steady stream of major-name corporations support BDPA over the years. </li></ul><ul><li>FACT #2 : That success will start to falter if these corporations see BDPA as a small organization that is not growing. The value of their investment comes from high numbers. </li></ul>
  6. 6. BDPA Active Memberships (2004-2009) <ul><li>Low Members = Low Revenue! </li></ul>
  7. 7. Are You Using BETF? We have been your fiscal agent since 1992! <ul><li>Identify Target Funding Source – Internet search, members, sponsors, BETF-YahooGroup, BETF-Blog </li></ul><ul><li>Draft Grant Proposal – this is joint effort by BETF & local chapter </li></ul><ul><li>BETF Mails Grant Proposal – sometimes it is online application </li></ul><ul><li>Grant Request Approved by Funding Source – funds sent to BETF; placed in restricted chapter account </li></ul><ul><li>IRS Tax Receipt Form </li></ul><ul><li>BETF sends check to BDPA chapter – based on request in Step #5 </li></ul><ul><li>Final Grant Report – issued by local chapter </li></ul>
  8. 8. Some Chapters ‘Get It’ BETF Support to Local Chapters (2007-2009) <ul><li>56 funding requests; $328,930 approved </li></ul><ul><li>Austin - $8,798 </li></ul><ul><li>Bay Area - $1,350 </li></ul><ul><li>Charlotte - $ 1,000 </li></ul><ul><li>Chattanooga - $ 1,870 </li></ul><ul><li>Chicago - $ 36,042 </li></ul><ul><li>Cincinnati - $ 121,758 </li></ul><ul><li>Cleveland - $ 12,750 </li></ul><ul><li>Columbus - $ 2,227 </li></ul><ul><li>Dallas - $ 9,750 </li></ul><ul><li>Gr Columbia - $ 4,250 </li></ul><ul><li>Gr Tampa Bay - $ 1,700 </li></ul><ul><li>Los Angeles - $ 9,775 </li></ul><ul><li>Middle Tennessee - $ 4,600 </li></ul><ul><li>Nat’l BDPA - $ 36,475 </li></ul><ul><li>New Jersey - $ 23,000 </li></ul><ul><li>New York - $ 3,500 </li></ul><ul><li>Orlando - $ 850 </li></ul><ul><li>Philadelphia- $ 1,445 </li></ul><ul><li>Richmond - $ 33,900 </li></ul><ul><li>Triangle - $ 5,384 </li></ul><ul><li>Twin Cities - $ 850 </li></ul>
  9. 9. Fundraising Tips <ul><li>Annual awards banquets or luncheon ( 1Q ) </li></ul><ul><li>Annual education banquets or luncheon ( 3Q ) </li></ul><ul><li>Collaborating with BDPA Education and Technology Foundation (BETF) </li></ul><ul><li>Matching funds </li></ul><ul><li>Online Fundraising (e.g., Facebook Causes, ) </li></ul><ul><li>Traditional grant writing </li></ul><ul><li>Volunteer grants </li></ul>
  10. 10. Corporate Sales <ul><li>Corporate Sales Roles & </li></ul><ul><li>Responsibilities </li></ul><ul><li>Chapter President </li></ul><ul><li>Account Manager </li></ul><ul><li>Corporate Champion </li></ul><ul><li>Corporate Chapter </li></ul><ul><li>BDPA-BETF Director </li></ul><ul><li>Corporate Participation </li></ul><ul><li>Continuum </li></ul><ul><li>Awareness </li></ul><ul><li>Involvement  </li></ul><ul><li>Corporate Supporter </li></ul><ul><li>Corporate Sponsor </li></ul>
  11. 11. Corporate ROI Decision <ul><li>National Programs/Services – Resume database, digital library, IT Institute, newsletter ads, web banner or Bemley Scholarship fund. </li></ul><ul><li>Local Chapter Programs/Services – Monthly program meeting, quarterly workshops, newsletter ads, web banner or memberships. </li></ul><ul><li>Annual Conference – Career Fair, Speaking Opportunity, Receptions, Conference Guide advertisements or workshop presenters. </li></ul>
  12. 12. Corp Sales Talking Points <ul><li>Has company realized benefits from BDPA sponsorship? </li></ul><ul><li>What are your business challenges? </li></ul><ul><li>Is there more that BDPA can do to help company meet corporate objectives? </li></ul><ul><li>Any BDPA opportunities for improvement? </li></ul><ul><li>What are good areas for collaboration (hot buttons)? </li></ul><ul><li>Is the corporation interested in supporting multiple chapters? National BDPA? National Conference? </li></ul><ul><li>Will Company sponsor and at what level? </li></ul><ul><li>What are the next steps? </li></ul>
  13. 13. Other Helpful Hints <ul><li>Get covered in the press </li></ul><ul><li>Get into the budget cycle </li></ul><ul><li>Learn to fly in under the radar </li></ul><ul><li>Organize a CIO Reception </li></ul><ul><li>Partner with ITSMF, SIM, Urban League and others </li></ul><ul><li>Pick the low hanging fruit </li></ul><ul><li>Seek investments , not donations </li></ul><ul><li>Start a Corporate Advisory Council </li></ul><ul><li>Understand your product offering </li></ul><ul><li>Use our CRM tool ( </li></ul>
  14. 14. Contact Information <ul><li>Wayne Hicks, CEO </li></ul><ul><li>Hicks Enterprises </li></ul><ul><li>[email_address] </li></ul><ul><li>(513) 284-4968 </li></ul><ul><li> </li></ul><ul><li> </li></ul>