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This is the .ppt deck that I used for a chapter building workshop held in March 17 at the 1Q-2012 BDPA Winter Leadership Training Seminar. I enjoyed the interaction with the audience very much!
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Selling BDPA: Multiple Streams of Chapter Revenue
Wayne HicksPast NBOD Member (1989-1993, 1999-
2009)
March 17, 2012
1Q-2012 BDPA Winter Leadership Gathering
Selling BDPA (Mar 2012) 2
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)
• BETF revenue is over $1 million in 2001-2011• BETF gave out over $344,000 in scholarships• American Honda Foundation - $25k grant last year
Helpful Handouts
• 2012 National BDPA Strategic Plan
• 2012 Chapter Budget
• Access to VPMM Group on BDPA.org
• BETF SOP: SITES Funding Requests
• Access to CRM tool (Salesforce.com)
• Crowdrise.com profile (personal) and project (chapter)
• Facebook Cause to support your chapter
• Corporate Sales Handbook
• Corporate Opportunities Portfolio
Selling BDPA (Mar 2012) 3
Selling BDPA (Mar 2012) 4
Why Does BDPA Exist?
“BDPA advances the careers of African Americans in the IT
industry from the classroom to the boardroom”
1.BDPA can never succeed if we forget the reason we exist.2.BDPA can never raise money if we don’t have programs.3.BDPA Leaders must create and market its programs.4.BDPA can never grow if nobody know we exist.
Selling BDPA (Mar 2012) 5
Where is BDPA Revenue?We only have 3 sources of money!
• Membership
• Fundraising
• Corporate Sales
Selling BDPA (Mar 2012) 6
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.
Selling BDPA (Mar 2012) 7
BDPA Active Memberships (2004-2012)
• Low Members = Low Revenue!
0
500
1000
1500
2000
2500
3000
3500
4000
1Q 2Q 3Q 4Q
200420052006200720082009201020112012
Selling BDPA (Mar 2012) 8
Are You Using BETF?We have been your fiscal agent since
1992!
1. Identify Target Funding Source – Internet search, members, sponsors, BETF-YahooGroup, BETF-Blog
2. Draft Grant Proposal – this is joint effort by BETF & local chapter
3. BETF Mails Grant Proposal – sometimes it is online application
4. Grant Request Approved by Funding Source – funds sent to BETF; placed in restricted chapter account
5. IRS Tax Receipt Form
6. BETF sends check to BDPA chapter – based on request in Step #5
7. Final Grant Report – issued by local chapter
Selling BDPA (Mar 2012) 9
Some Chapters ‘Get It’BETF Support to Local Chapters (2008-2012)
69 funding requests; $385,317 approved (as of Jan 2012)
• Baltimore - $500• Baton Rouge - $2,660• Bay Area - $1,417• Charlotte - $7,500• Chicago - $21,998• Cincinnati - $131,758• Cleveland - $9,039• Columbus - $2,692• Dallas - $880• Dayton - $4,250• Detroit - $739
• Gr Columbia - $1,700• Los Angeles - $23,502• Middle Tennessee -
$4,600• Nat’l BDPA - $5,000• New Jersey - $23,000• New York - $8,454• Orlando - $850• Philadelphia- $7,879• Rhode Island - $500• Richmond - $28,076• So Minnesota - $2,250• Triangle - $5,384• Twin Cities - $2,791
Selling BDPA (Mar 2012) 10
Fundraising Tips1. Annual awards banquets or luncheon (1Q)
2. Annual education banquets or luncheon (3Q)
3. Collaborating with BDPA Education and Technology Foundation (BETF)
4. Matching funds (eg. Charlotte member, $5k)
5. Online Fundraising (e.g., Facebook Causes, www.causes.com or Crowdrise, www.crowdrise.com/BDPAFoundation)
6. Traditional grant writing
7. Volunteer grants
8. Payroll Pledge or Credit Card Pledge (eg, $500/mon)
Selling BDPA (Mar 2012) 11
Corporate Sales
Corporate Sales Roles &Responsibilities
1. Chapter President
2. Account Manager3. Corporate
Champion4. Corporate Chapter5. BDPA-BETF
Director
Corporate ParticipationContinuum
1. Awareness
2. Involvement
3. Corporate
Supporter
4. Corporate Sponsor
Selling BDPA (Mar 2012) 12
Corporate ROI Decision
1. National Programs/Services – Resume database, digital library, IT Institute, newsletter ads, web banner or Bemley Scholarship fund.
2. Local Chapter Programs/Services – Monthly program meeting, quarterly workshops, newsletter ads, web banner or memberships.
3. Annual Conference – Career Fair, Speaking Opportunity, Receptions, Conference Guide advertisements or workshop presenters.
Selling BDPA (Mar 2012) 13
Corp Sales Talking Points
1. Has company realized benefits from BDPA sponsorship?
2. What are your business challenges?
3. Is there more that BDPA can do to help company meet corporate objectives?
4. Any BDPA opportunities for improvement?
5. What are good areas for collaboration (hot buttons)?
6. Is the corporation interested in supporting multiple chapters? National BDPA? National Conference?
7. Will Company sponsor and at what level?
8. What are the next steps?
Selling BDPA (Mar 2012) 14
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)
Marketing BDPA
It is imperative that BDPA be active in a variety of social media platforms
• BDPA.org• Crowdrise• Facebook• Flickr• Groupsite• LinkedIn Network• Slideshare• Twitter• YouTube Channel
Selling BDPA (Mar 2012) 15
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Contact Information
Wayne Hicks, Executive DirectorBDPA Education and Technology
(513) 284-4968http://betf.blogspot.comhttp://twitter.com/BDPA
http://www.facebook.com/BDPAFoundation