The Moery Company is a business development firm that specializes in growing associations through membership sales, sponsorship sales, and business consulting services. They have experience working with over 250 associations and have sold millions of dollars for their clients. The document provides details on their sales and consulting processes, client testimonials, leadership team, and social media presence.

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Business Development
for Associations
2018

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Moery Company Background
• Millions of dollars sold in membership,
exhibits, ads and sponsorship.
• More than 250,000 sales and marketing
contacts annually.
• Advisor to the nation’s top associations for
business growth and management.

3. 3
Associations Hire Us To…..
Market and conduct industry-wide membership sales campaigns for association
growth.
Generate increased sponsorship, advertising and exhibit revenue through direct
sales.
Provide business development consulting services based on an “across-the-board”
data-driven business analysis including membership satisfaction, dues levels and
sponsorship inventory and pricing.
Evaluate, train and guide association sales operations on the methodologies The
Moery Company uses for revenue growth – including utilization of Salesforce best
practices.
Launch of revenue producing podcasting and thought leadership programs.

4. 4
Sales Process
Sales
Infrastructure
• Upload prospects into The Moery Company CRM for sales outreach.
• Develop scripts for email, voice mail and phone appointments.
• Write automated email campaigns for launch of new membership and sponsorship offers.
• Establish weekly reporting system for sales activities.
Industry
Awareness
• Launch meeting regarding administrative procedures, including invoicing.
• Industry knowledge briefing for Moery Company staff.
• Establish differentiation between other associations.
Direct
Sales
• Launch automated email “drip” campaigns to engage prospects and track interests in real time.
• Conduct outbound sales on most interested prospects.
• Respond to all inbound requests and qualify for best membership or sponsorship program.

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Business Consulting Process
Association
Review
• Business model analysis, including all revenue and NDR streams.
• Review of existing sales and marketing process.
• Staff interviews regarding potential barriers to growth.
• Member interviews for candid feedback on membership value.
Industry
Analysis
• Examine business models of competing associations.
• Compare membership dues structure with public information.
• Develop member benefits comparison.
• Examine revenue decline and growth of competing and similar groups.
Custom
Findings
• Custom presentation delivered to association staff regarding findings.
• Multiple scenarios for restructuring or enhancement of programs and processes to generate more revenue.
• Develop and execute sales process, Salesforce training and basic report building.
• “Next steps” plan to implement most relevant scenario or hybrid of options.

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Moery Membership Client Partners
(partial list)
Aluminum Association
American Bakers Association
American Architectural Manufacturers Association
American Composite Manufacturers Association
Association of American Railroads
Association of Pool and Spa Professionals
Consumer Specialty Products Association
Dangerous Goods Advisory Council
Grocery Manufacturers Association
Dangerous Goods Advisory Council
International Safety Equipment Association
Institute of Scrap Recycling Industries
Mortgage Bankers Association
National Air Transportation Association
National Roofing Contractors Association
Society of the Plastics Organization
Textile Rental Service Association

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Moery Membership Client Highlights
• American Coatings Association (ACA) - Helped launch a successful webinar program for ACA doubling
its marketing capacity – enabling increased outreach and engagement with prospective members.
• American Architectural Manufacturers Association (AAMA) – Serve as KEY membership contact for
all membership programs, as well certification sales representative. Have expanded outreach to the
market, including the research of new prospects, leading email marketing campaigns, and day-to-day
sales/closing membership.
• Council of Institutional Investors (CII): Since our partnership began in 2014, we’ve help increase
member by 20% year over year.
• American Bakers Association (ABA): Having sold hundreds of thousands of dollars in membership
revenue for ABA, we enjoy an established, long-term relationship for member development.
• Dangerous Goods Advisory Council (DGAC): Created an extensive onboarding program to help retain
new members year after year. Features include a one-on-one webinar on how to use the website; 6-
month survey of membership; personal invites to upcoming summits – and, the 30/60/90 day “warm
handshake.”

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Moery Sponsorship Client Partners
(partial list)
American Frozen Food Institute
American Fuel and Petrochemical Manufacturers
Associated Builders and Contractors
Consumer Bankers Association
Congressional Quarterly/Roll Call
Consumer Data Industry Association
Council of Manufacturing Associations
Federal Bar Association
Greater Washington Board of Trade
National Association of Federal Credit Unions
National Hospice and Palliative Care Organization
National Association of Manufacturers
Outdoor Power Equipment Institute
Personal Care Products Council
Solar Energy Industries Association
SCG Legal Organization
Textile Rental Services Association

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Moery Sponsorship Program Highlights
• National Hospice and Palliative Care Organization (NHPCO) - Overhauled a stale legacy
sponsorship program, more than doubling its sponsorship dollars. Revamped prospectus to roll
out next calendar year.
• National Association of Federal Credit Unions (NAFCU) – Launched a competitive analysis and
comprehensive review of existing opportunities resulting in a more opportune prospectus, which
generated increased sponsorship revenue.
• Federal Bar Association (FBA) – Serving as the sponsorship sales contact for FBA, which has more
than 19,000 members. We’ve been asked to not only revamp their sponsorship prospectus, but to
add the inventory for its “100 Anniversary.”
• SCG Legal Organization (SCG) – Developed a fresh sponsorship program for an existing meeting
with little revenue stream. Increased sponsorship revenue by creating and offering various
“packages” for three additional meetings held throughout the year. Provided on-site support of
the sponsorship program, ensuring new sponsor satisfaction and successfully securing renewal.
• Associated Builders and Contractors (ABC): Helped retool an existing annual meeting to debut a
new annual convention format, yielding more sponsorship dollars ever in its history.

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Client Testimonials
“Associated Builders and Contractors (ABC) partnered with the Moery Company to grow the organization’s sponsorship base. TMC’s
team took a very thoughtful approach to analyze the data, provide strategic guidance, and offer a consultative selling model to
prospective sponsors. They have been an excellent partner for ABC. JP and the team are open, transparent, and committed to
finding a “win-win” for all involved. The company has built a strong team and business model that serves the association market
very well, and I look forward to seeing what’s next from this creative, innovative company.” Sandy Lynch, Vice President Public
Affairs and Member Services, Associated Builders and Contractors
“ABA has worked closely with The Moery Company for a number of years. We needed to supercharge our membership
development efforts and JP and Bethany have achieved positive results. Despite the consolidation in the industry, ABA continues to
grow its membership and hone its value proposition.” Robb MacKie, President & CEO, American Bakers Association
“The Moery Company is more than a vendor – they really have turned out to be partners. From JP on down, they all bring a level of
analysis to what they do. They just don't work hard – they are always looking for ways to work smarter as well.” Anthony
Demangone, Executive Vice President, and Chief Operating Officer
“DGAC partnered with The Moery Company for the recruitment and retention of members, engagement and onboarding strategies,
and to help increase attendance at our annual meetings and training programs. Julie Divine does an incredible job for us and is
basically embedded within our organization – I believe we’ve implemented a really innovative and creative approach by
incorporating a marketing expert within our organization.” Vaughn Arthur, President, Dangerous Goods Advisory Council.
“JP and his team have been fantastic. Their professionalism and responsiveness are unparalleled. It’s a pleasure to work with
them.” Andy Doyle, President & CEO, American Coatings Association.

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Founder and President
JP Moery is Founder and President of The Moery Company. His career within the association space spans
more than 25 years and he serves as a trusted resource for the nation’s leading organizations. He launched
The Moery Company in 2010 and has become a sought-after thought leader, speaker, and advisor to the
association profession.
JP helps nonprofits navigate today’s industry challenges by facilitating strategic meetings, association
roundtables, and organizational retreats throughout the year. He also conducts complimentary monthly
webinars on growth strategies for leaders in the association community. In 2017, he launched his highly
sought 1:1 Association Consulting Program for Senior Executives, which continues to grow. He has published
a number of ebooks, white papers, and industry articles; and, is currently writing a book on the critical need
for “association hustle” in an era where mega-shifts are ahead for the profession as a whole.
Previously, JP served as Senior Vice President at the US Chamber of Commerce where he oversaw the
Association Committee of 100, the prestigious network of association CEOs. He proceeded to expand upon
expertise in communications, as Executive Vice President, Association Relations for the digital
media company, SmartBrief.
Hailing from Hennessey, Oklahoma, JP is a graduate of the University of Oklahoma. An avid sports fan, JP volunteered as a softball coach for
nearly a decade and was recognized as a “Champion of Character” by Fairfax County, VA, for his leadership in youth athletics. His wife,
Diane, and daughters, Grace and Katie Jo live in Alexandria, VA.

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Co-Founder and Operations Manager
The true chameleon of the company, Diane Moery oversees – with extraordinary attention
to detail – the accounting operations, financial reporting, and human resources for the Big
Red “M,” as well as the coordination of roundtable and advisory board activities. Her
experience as a lobbyist on Capitol Hill shows in her exceptional political sensitivity within
our company and she is the foundation of our values: integrity, dedication, and
collaboration.
A co-founder of the Hollin Meadows Partnership for Math and Science, a nonprofit
educational foundation, Diane has more than 15 years of experience in the areas of policy
and government affairs. She served as Legislative Director to United States Senator Don
Nickles and Senior Vice President at Fierce, Isakowitz & Blalock – a strategic government
relations consulting firm.

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Vice Presidents
Senior Vice President, Mike Thomas, a business development professional with more than 20 years of
association and media experience, leads the winning sales team at The Moery Company. With his
expertise in sales training, he’s developed the very best talent in the association space. His staff breaks
sales goals generating hundreds of thousands of dollars on behalf of our client partners year after year.
With a seasoned understanding of what drives association prospects, Mike excels at creating client
strategies tailored to the needs of their organization – and, effectively sets goals not only to meet but
surpass expectations. Mike is a graduate of the University of Southern California - Marshall School of
Business.
Vice President, Elizabeth H. Johnson, a member of The Moery Company team since its inception in
2010, has led highly successful memberships and sponsorships campaigns throughout her tenure for
some of the top associations in the country. She specializes in conducting a comprehensive review of
existing sponsorship programs and developing fresh opportunities for increased revenue. Her
association expertise also includes her ability to articulate government relations as a key membership
benefit and in delivering presentations to leadership and boards across industries. She is a graduate of
James Madison University.

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Business Development
Senior Business Development Director, Bethany Murphy is a specialist at revamping association
conventions to increase revenue and secure more sponsors. She excels at customer relationship
management and executing sales programs on behalf of our partners. A true pro in “sales
persistence” with sound business acumen – Bethany has helped our clients grow their memberships
year after year. Bethany joined The Moery Company from Bulletin Media in Reston, VA, where she
served as an Account Executive.
Business Development Manager, Jordan Weiss is an expert in rejuvenating legacy membership and
sponsorship programs, which has resulted in unprecedented revenue growth for our client partners.
He specializes in identifying and qualifying prospects, quickly and thoroughly. An exceptional client
representative during live events, Jordan excels at successfully managing vendor and association
relationships. In 2016, The Moery Company recruited Jordan out of Penn State University where he
earned a degree in communication arts and sciences.

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Business Development
Business Development Associate, Julie Divine is an expert in association member relations
and serves as The Moery Company resource for implementing outstanding retention
programs. She employs an extensive onboarding program for clients to help retain new
members, which has proven tremendously successful. An expert in the prequalification of
prospects, she is focused, organized, and brings to bear research skills second to none.
Julie joined the Big Red “M” from 360training.com where she served as an Academic
Partner Advisor/Channel Manager.
Sales Associate, Madeline Trabucco is a recent graduate of UC Berkeley who has brought a
fresh perspective to association outreach. A true strength lies in her ability to craft
communications for a specific audience as she effectively works between the varied client
accounts. The ‘tip of the spear’ for the development of cold prospects, she manages a high
volume of activity with extraordinary success. Madeline’s experience as a Division 1 athlete
shows in her persistence, discipline, and commitment to her work. She can “grind it out”
like no other.

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Executive Assistant to the President and Salesforce Team
Salesforce Administrator and Executive Assistant to the President, Amanda McMahon is JP
Moery’s extraordinary right hand in managing his day-to-day business needs. With an excellent
eye for detail, she serves as the Salesforce Administrator and gatekeeper of all list management
and preliminary prospect data. She collaborates with the Salesforce Manager and sales team on
developing winning email marketing content on behalf of our partners. Prior to joining The
Moery Company, Amanda was employed by Affinity Center International, an association
consulting firm.
Salesforce Manager Kerry Doyle is a Certified Salesforce Administrator. Her expertise lies within
the management of client data for business growth. Kerry effectively manages The Moery
Company’s extensive database to serve client needs and support their goals. She maintains
ongoing communication with client prospects through our automated email campaigns and
message delivery – which guides a sound sales process. A graduate of James Madison
University, Kerry joined The Moery Company in 2013.

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Director of Communications, Kim Gilliam is the Moery “Wordsmith.” She has the ability to
scale content like no one else. She excels at crafting and editing association content for
podcasting, blogging, ebooks, and white papers. She leads our social media initiatives and
promotes Moery content on a daily basis. Kim joined The Moery Company in 2013, with more
than 10 years of association publications experience, having served on the editorial staff of PT-
Magazine of Physical Therapy.
Moery Podcast Consultant, Chris Stemp is the Host and Co-Founder of one of the top
educational podcasts in the world, "Smart People Podcast," which has been downloaded over 5
million times. Chris has been podcasting for over 7 years and has published nearly 300 episodes
during that time. Chris has worked with numerous individuals and businesses to help them
create and grow their own podcast as part of their content marketing strategy.
Communications Digital Media

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Chief Analyst, Patty Leeman, MBA, CAE, is an experienced senior association executive with
more than 20 years of experience developing and leading strategic association initiatives. She
conducts research, analysis, and assessment services projects on behalf of The Moery
Company. Formerly, Patty was a Vice President at Association Laboratory, a strategic research
consultancy specializing in association business strategy.
Business Consulting

19. 19
Social Media and Communications
Twitter: JP Moery / The Moery Company
LinkedIn: JP Moery and The Moery Company
Facebook: The Moery Company
YouTube: The Moery Company
Instagram: The Moery Company
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Mount Vernon - Lee Chamber of Commerce
Small Business of the Year
The Moery Company
6621 Richmond Highway, Suite 201
Alexandria, VA 22306
www.moerycompany.com
Office: 571-814-3443