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

Been There, Done That! Nat’l Membership Committee Chair (1989-1990) Chartered almost 25% of current chapters (10 of 45) Nat’l BDPA Vice President (1991-1992) Served under President Vivian Wilson BDPA Cincinnati Chapter President (1999-2001) Grew membership from 6 (Jan 1999) to 229 (Nov 2001) Won Chapter of the Year Twice (2000 and 2001) National BDPA President-Elect (2002-2003) Served under President Milt Haynes National BDPA President (2004-2005) Profitable annual conferences All-time record in corporate sales All-time record in BDPA membership totals BETF Executive Director (1993, 2006 – Present) Over $400,000 in grants for BDPA (local & National) since 2006. Increased grant activity in 2009

Nat’l Membership Committee Chair (1989-1990)

Chartered almost 25% of current chapters (10 of 45)

Nat’l BDPA Vice President (1991-1992)

Served under President Vivian Wilson

BDPA Cincinnati Chapter President (1999-2001)

Grew membership from 6 (Jan 1999) to 229 (Nov 2001)

Won Chapter of the Year Twice (2000 and 2001)

National BDPA President-Elect (2002-2003)

Served under President Milt Haynes

National BDPA President (2004-2005)

Profitable annual conferences

All-time record in corporate sales

All-time record in BDPA membership totals

BETF Executive Director (1993, 2006 – Present)

Over $400,000 in grants for BDPA (local & National) since 2006.

Increased grant activity in 2009

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.”

Where is BDPA Revenue? We only have 3 sources of money! Membership Fundraising Corporate Sales

Membership

Fundraising

Corporate Sales

Where is our ‘hurt’? The biggest revenue challenge that BDPA faces is its low membership numbers. FACT #1: We have seen a steady stream of major-name corporations support BDPA over the years. 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.

The biggest revenue challenge that BDPA faces is its low membership numbers.

FACT #1: We have seen a steady stream of major-name corporations support BDPA over the years.

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.

BDPA Active Memberships (2004-2009) Low Members = Low Revenue!

Low Members = Low Revenue!

Are You Using BETF? We have been your fiscal agent since 1992! Identify Target Funding Source – Internet search, members, sponsors, BETF-YahooGroup, BETF-Blog Draft Grant Proposal – this is joint effort by BETF & local chapter BETF Mails Grant Proposal – sometimes it is online application Grant Request Approved by Funding Source – funds sent to BETF; placed in restricted chapter account IRS Tax Receipt Form BETF sends check to BDPA chapter – based on request in Step #5 Final Grant Report – issued by local chapter

Identify Target Funding Source – Internet search, members, sponsors, BETF-YahooGroup, BETF-Blog

Draft Grant Proposal – this is joint effort by BETF & local chapter

BETF Mails Grant Proposal – sometimes it is online application

Grant Request Approved by Funding Source – funds sent to BETF; placed in restricted chapter account

IRS Tax Receipt Form

BETF sends check to BDPA chapter – based on request in Step #5

Final Grant Report – issued by local chapter

Some Chapters ‘Get It’ BETF Support to Local Chapters (2007-2009) 56 funding requests; $328,930 approved Austin - $8,798 Bay Area - $1,350 Charlotte - $ 1,000 Chattanooga - $ 1,870 Chicago - $ 36,042 Cincinnati - $ 121,758 Cleveland - $ 12,750 Columbus - $ 2,227 Dallas - $ 9,750 Gr Columbia - $ 4,250 Gr Tampa Bay - $ 1,700 Los Angeles - $ 9,775 Middle Tennessee - $ 4,600 Nat’l BDPA - $ 36,475 New Jersey - $ 23,000 New York - $ 3,500 Orlando - $ 850 Philadelphia- $ 1,445 Richmond - $ 33,900 Triangle - $ 5,384 Twin Cities - $ 850

56 funding requests; $328,930 approved

Austin - $8,798

Bay Area - $1,350

Charlotte - $ 1,000

Chattanooga - $ 1,870

Chicago - $ 36,042

Cincinnati - $ 121,758

Cleveland - $ 12,750

Columbus - $ 2,227

Dallas - $ 9,750

Gr Columbia - $ 4,250

Gr Tampa Bay - $ 1,700

Los Angeles - $ 9,775

Middle Tennessee - $ 4,600

Nat’l BDPA - $ 36,475

New Jersey - $ 23,000

New York - $ 3,500

Orlando - $ 850

Philadelphia- $ 1,445

Richmond - $ 33,900

Triangle - $ 5,384

Twin Cities - $ 850

Fundraising Tips Annual awards banquets or luncheon ( 1Q ) Annual education banquets or luncheon ( 3Q ) Collaborating with BDPA Education and Technology Foundation (BETF) Matching funds Online Fundraising (e.g., Facebook Causes, www.causes.com ) Traditional grant writing Volunteer grants

Annual awards banquets or luncheon ( 1Q )

Annual education banquets or luncheon ( 3Q )

Collaborating with BDPA Education and Technology Foundation (BETF)

Matching funds

Online Fundraising (e.g., Facebook Causes, www.causes.com )

Traditional grant writing

Volunteer grants

Corporate Sales Corporate Sales Roles & Responsibilities Chapter President Account Manager Corporate Champion Corporate Chapter BDPA-BETF Director Corporate Participation Continuum Awareness Involvement Corporate Supporter Corporate Sponsor

Corporate Sales Roles &

Responsibilities

Chapter President

Account Manager

Corporate Champion

Corporate Chapter

BDPA-BETF Director

Corporate Participation

Continuum

Awareness

Involvement

Corporate Supporter

Corporate Sponsor

Corporate ROI Decision National Programs/Services – Resume database, digital library, IT Institute, newsletter ads, web banner or Bemley Scholarship fund. Local Chapter Programs/Services – Monthly program meeting, quarterly workshops, newsletter ads, web banner or memberships. Annual Conference – Career Fair, Speaking Opportunity, Receptions, Conference Guide advertisements or workshop presenters.

National Programs/Services – Resume database, digital library, IT Institute, newsletter ads, web banner or Bemley Scholarship fund.

Local Chapter Programs/Services – Monthly program meeting, quarterly workshops, newsletter ads, web banner or memberships.

Annual Conference – Career Fair, Speaking Opportunity, Receptions, Conference Guide advertisements or workshop presenters.

Corp Sales Talking Points Has company realized benefits from BDPA sponsorship? What are your business challenges? Is there more that BDPA can do to help company meet corporate objectives? Any BDPA opportunities for improvement? What are good areas for collaboration (hot buttons)? Is the corporation interested in supporting multiple chapters? National BDPA? National Conference? Will Company sponsor and at what level? What are the next steps?

Has company realized benefits from BDPA sponsorship?

What are your business challenges?

Is there more that BDPA can do to help company meet corporate objectives?

Any BDPA opportunities for improvement?

What are good areas for collaboration (hot buttons)?

Is the corporation interested in supporting multiple chapters? National BDPA? National Conference?

Will Company sponsor and at what level?

What are the next steps?

Other Helpful Hints Get covered in the press Get into the budget cycle Learn to fly in under the radar Organize a CIO Reception Partner with ITSMF, SIM, Urban League and others Pick the low hanging fruit Seek investments , not donations Start a Corporate Advisory Council Understand your product offering Use our CRM tool (SF.com)

Get covered in the press

Get into the budget cycle

Learn to fly in under the radar

Organize a CIO Reception

Partner with ITSMF, SIM, Urban League and others

Pick the low hanging fruit

Seek investments , not donations

Start a Corporate Advisory Council

Understand your product offering

Use our CRM tool (SF.com)

Contact Information Wayne Hicks, CEO Hicks Enterprises [email_address] (513) 284-4968 http://betf.blogspot.com http://electronicvillage.blogspot.com

Wayne Hicks, CEO

Hicks Enterprises

[email_address]

(513) 284-4968

http://betf.blogspot.com

http://electronicvillage.blogspot.com