Selling BDPA: Multiple Streams of Chapter Income

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This is the .ppt presentation used by Wayne Hicks during his 2-hour seminar for BDPA Detroit chapter on "Selling BDPA". The focus of the discussion was on revenue streams: Membership, Fundraising and Corporate Sales.

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Selling BDPA: Multiple Streams of Chapter Income

  1. 1. Selling BDPA: Multiple Streams of Chapter Revenue Wayne Hicks Past NBOD Member ( 1989-1993, 1999-2009 ) January 28, 2012 Webinar
  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>BETF revenue is over $1 million in 2001-2011 </li></ul></ul><ul><ul><li>BETF gave out over $344,000 in scholarships </li></ul></ul><ul><ul><li>American Honda Foundation - $25k grant last year </li></ul></ul>Selling BDPA (Jan 2012)
  3. 3. Helpful Handouts <ul><li>2012 National BDPA Strategic Plan </li></ul><ul><li>2012 Chapter Budget </li></ul><ul><li>Access to VPMM Group on BDPA.org </li></ul><ul><li>BETF SOP: SITES Funding Requests </li></ul><ul><li>Access to CRM tool (Salesforce.com) </li></ul><ul><li>Crowdrise.com profile (personal) and project (chapter) </li></ul><ul><li>Facebook Cause to support your chapter </li></ul><ul><li>Corporate Sales Handbook </li></ul><ul><li>Corporate Opportunities Portfolio </li></ul>Selling BDPA (Jan 2012)
  4. 4. Why Does BDPA Exist? Selling BDPA (Jan 2012) <ul><li>“ BDPA advances the careers of African Americans in the IT industry from the classroom to the boardroom” </li></ul><ul><li>BDPA can never succeed if we forget the reason we exist. </li></ul><ul><li>BDPA can never raise money if we don’t have programs. </li></ul><ul><li>BDPA Leaders must create and market its programs. </li></ul><ul><li>BDPA can never grow if nobody know we exist. </li></ul>
  5. 5. 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>Selling BDPA (Jan 2012)
  6. 6. 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>Selling BDPA (Jan 2012)
  7. 7. BDPA Active Memberships (2004-2011) <ul><li>Low Members = Low Revenue! </li></ul>Selling BDPA (Jan 2012)
  8. 8. 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>Selling BDPA (Jan 2012)
  9. 9. Some Chapters ‘Get It’ BETF Support to Local Chapters (2008-2011) <ul><li>69 funding requests; $385,317 approved </li></ul><ul><li>Baltimore - $500 </li></ul><ul><li>Baton Rouge - $2,660 </li></ul><ul><li>Bay Area - $1,417 </li></ul><ul><li>Charlotte - $ 7,500 </li></ul><ul><li>Chicago - $ 21,998 </li></ul><ul><li>Cincinnati - $ 131,758 </li></ul><ul><li>Cleveland - $ 9,039 </li></ul><ul><li>Columbus - $ 2,692 </li></ul><ul><li>Dallas - $ 880 </li></ul><ul><li>Dayton - $4,250 </li></ul><ul><li>Detroit - $ 739 </li></ul><ul><li>Gr Columbia - $1,700 </li></ul><ul><li>Los Angeles - $ 23,502 </li></ul><ul><li>Middle Tennessee - $ 4,600 </li></ul><ul><li>Nat’l BDPA - $ 5,000 </li></ul><ul><li>New Jersey - $ 23,000 </li></ul><ul><li>New York - $ 8,454 </li></ul><ul><li>Orlando - $ 850 </li></ul><ul><li>Philadelphia- $ 7,879 </li></ul><ul><li>Rhode Island - $500 </li></ul><ul><li>Richmond - $ 28,076 </li></ul><ul><li>So Minnesota - $2,250 </li></ul><ul><li>Triangle - $ 5,384 </li></ul><ul><li>Twin Cities - $ 2,791 </li></ul>Selling BDPA (Jan 2012)
  10. 10. 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 (eg. Charlotte member, $5k) </li></ul><ul><li>Online Fundraising (e.g., Facebook Causes, www.causes.com or Crowdrise, www.crowdrise.com/BDPADetroit ) </li></ul><ul><li>Traditional grant writing </li></ul><ul><li>Volunteer grants </li></ul><ul><li>Payroll Pledge or Credit Card Pledge (eg, $500/mon) </li></ul>Selling BDPA (Jan 2012)
  11. 11. 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>Selling BDPA (Jan 2012)
  12. 12. 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>Selling BDPA (Jan 2012)
  13. 13. 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>Selling BDPA (Jan 2012)
  14. 14. 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 (SF.com) </li></ul>Selling BDPA (Jan 2012)
  15. 15. Marketing BDPA <ul><li>It is imperative that BDPA be active in a variety of social media platforms </li></ul><ul><li>BDPA.org </li></ul><ul><li>Crowdrise </li></ul><ul><li>Facebook </li></ul><ul><li>Flickr </li></ul><ul><li>Groupsite </li></ul><ul><li>LinkedIn Network </li></ul><ul><li>Slideshare </li></ul><ul><li>Twitter </li></ul><ul><li>YouTube Channel </li></ul>Selling BDPA (Jan 2012)
  16. 16. Contact Information <ul><li>Wayne Hicks, Executive Director </li></ul><ul><li>BDPA Education and Technology Foundation </li></ul><ul><li>[email_address] </li></ul><ul><li>(513) 284-4968 </li></ul><ul><li>http://betf.blogspot.com </li></ul><ul><li>http://electronicvillage.blogspot.com </li></ul>Selling BDPA (Jan 2012)

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