1

Company Profile

Membership180 was launched April 1, 2012 out of what we felt was a real need in the membership business. Over the last five years, Chambers of Commerce have been forced to look at themselves with new eyes. They have had to look directly and intently at exactly what value they offer to the membership. They have had to come to terms with the reality that it’s not enough anymore to just host great networking events, they MUST be engaging in specific ways that meet the needs of the entire business community even if they AREN’T members of the Chamber. They have had to realize that engagement does NOT equal participation. Conversation after conversation with colleagues resulted in the knowledge that bringing in new members but not getting to the bottom of why they came to the table and losing them again in twelve months, was an outdated model and that it was time to turn in a new direction.

Membership180 brings a team of diverse and very complimentary skills to the table for your organization. Annette Medlin, IOM has a 25 year career in non-profit management with the last 8 as a Chamber CEO. She understands the daily challenges of the Chamber and the importance of presenting real value to its membership. Jay Handler has a significant background in sales, marketing and social media and has spent the last five years as a trainer, consultant and speaker in the Chamber and non-profit space on these topics and many others. Together they have built a business based on content and education that provides real solutions to sustainable growth.

The Membership180 goal for a campaign is not to recruit a huge number of new members and then leave you to deal with them. We are heavily invested in helping you bring them in, but also in arming your team, from professional staff through volunteers, so that when the campaign is complete you know EXACTLY what needs to be done to retain them as permanent members of your organization. It's the difference between renting members for a year (fundraising) and long-term, sustainable growth!! It’s a triple bottom line; recruitment, engagement and retention!!

2 About the Team

Jay Handler

Jay Handler is the co-founder & director of Membership180, and a sought-after speaker, trainer & consultant. Jay’s diverse client list includes State Chamber Associations and SAE’s across the US (WACE, Louisiana, Oklahoma, the Carolinas, Colorado, Pennsylvania, Georgia and Minnesota Associations of Chamber Executives to name a few), small businesses, corporate brands, Associations, and non-profits. He’s spoken for or consulted domestically with Comcast Business Class, the National Kitchen and Bath Association, the North Carolina Water Environment Association, and internationally with the Pakistan-Afghanistan Joint Chamber of Commerce & Industry, the Center for International Private Enterprise and the Engage Mexico social media conference in Puerto Vallarta.Additionally, Jay is a faculty member for the US Chamber’s Institute for Organization Management. Aside from Membership180’s core business, he offers training in sales, marketing, communications, generational shift and social media.

jay@membership180.com(866) 960 9789 ext. 102      

Annette Medlin, IOM

Annette has been in non-profit management for over 25 years; for eight years as a chamber Executive. She has held leadership roles in industry professional organizations as President of the Carolina’s Association of Chamber of Commerce Executives and with the US Chamber Institute for Organization Management as a student, a class advisor, a member of the Board of Regents and now as faculty. Annette was honored by her peers as South Carolina Executive of the Year in 2008.

Annette is a regular speaker, facilitator and coach/consultant to clients in the areas of board development, strategic planning, executive coaching, capitalizing on capacity, feminine leadership and community partnerships. In addition to her successful blogposts on membership180.com, Annette is frequently a guest blogger for Institute.

annette@membership180.com(866) 960 9789 ext. 101    

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Campaign At A Glance

Discovery

Once the contract is executed we begin the process of getting to know you. We use BaseCamp for our project management and provide you with a list of documents to upload that will help us with this discovery. This includes campaign goals, retention rate, membership demographics (geography and industry), achievements, annual report, penetration rate, identified industry targets, and so on.

First Visit

Our first on-site visit is approximately 30-45 days out from the campaign. At this visit we want to meet with your Board, Staff, your recruited Campaign Chairmen and your communications staff along with a newly formed “social media ambassador team”.

Second Visit

Our second on-site visit is approximately 15-30 days out from the campaign. At this visit we will have our Captain’s meeting, Ambassador training (they will serve as “runners” for the campaign) and again with staff. The staff meeting will focus on the actual campaign process and go over individual roles and tasks leading up to and then during the event.

Event Week

Tuesday and Wednesday of event week is divided into four calling shifts. Each of these shifts starts with a training session for volunteers. On Thursday morning we host an Engagement Workshop with staff, Ambassadors, Membership Committee, and interested Board members. The remainder of the day is spent with runners collecting final payments and delivering packets. We conclude the event at 4:00.

ROIA campaign customized for YOUR chamber,

inspired and empowered staff, more engaged volunteers and new members who stay

members!!!

Campaign Structure4

Each campaign, regardless of size, is organized in the same manner. Once your contract is signed and your goals have been established, we will determine the number of shifts you need to accomplish those goals AND the number of volunteers it will take to succeed.

You will recruit Shift Chairmen who will lead their team throughout the process AND during the actual shift they have chosen to work. The number of Chairmen we need will depend on goals established for the campaign. The estimated conversion rate we use is about 1.2 new members per volunteer. Over recruiting by AT LEAST 20% is a must to compensate for last minute absences. This ALWAYS happens. So we take the goal number divide by 1.2 and then multiply by 20% for a realistic number of volunteers. NOTE: If you do not follow this formula and the total volunteers for a shift are fewer than 20, your estimated conversion rate will go down to .85%.

For Example:You have a goal of 200 new members.We need AT LEAST 166 callers for the event to reach the goal.Over recruit by 20% for an additional 33 callers.This gives us a total of 199 recruited volunteers (they WILL NOT all show up).There are four, three-hour shifts.

Below is a generic flow chart for each shift. If you have more than one Chairman and if you over recruit at the other levels, the numbers will change accordingly.

Shift Chairman Recruits5 Team Captains TOTAL Volunteers: 5 (per Chair)

Team Captains Recruits5 Team Members EachTOTAL Volunteers: 25 (per Chair)

Total Shift Volunteers =31 (Chair + Captain + Team)(Multiply this by 2 if you have 2 Chairmen for each shift)

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Roles and Responsibilities

CHAMBER• Visible, engaged CEO.

• Assign staff to roles outlined in manual.

• Determine a goal for the campaign (Goal = “X”).

• Recruit and manage total number of volunteers determined by the campaign goal (Volunteer Total = “X”/1.2).

• Print and supply all materials as outlined.

• Providing adequate facilities with outlined parameters for all designated events.

• Make travel arrangements for M180 team.

• Follow M180 manual guidelines.

Membership180 Team• Provide a manual and ongoing communication regarding tasks and

timeline as described in the manual.

• Conduct campaign meetings and provide training to include:

Discovery phase; analysis and conversations with organization CEO and leadership .

First visit meetings with the Board of Directors, Staff and Chairmen, set up Social Media Ambassador Team.

Second visit meetings with Staff, Ambassadors, Chairs and Captains.

Three day campaign.

Engagement Workshop (day 3).

• Provide CHAMBER with follow up report.

• Follow up calls to check on post campaign results and goal activity.

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Fee Structure

Client is responsible for all Membership180 team travel expenses (air fare, hotel, car rental; or mileage reimbursement for drivable destinations, at the federal rate of 55.5 cents/mile)

Revenue share paid at the end of the campaign is 33% of total revenue.

Your fee includes:

Program customized to your organization

Board presentation

Staff training

Volunteer training

Development of a “social media ambassador” team

Ambassador training

Retention Workshop

Final Report with campaign results and workshop details and goals

Follow up support from Membership180 team

Retention Packages

At Membership180 we believe in helping you keep the new members you are recruiting during your campaign. It is typical that if you retain a member for three years you are positioned to keep them long term. With that in mind we offer a one or two year partnership to assist you in that success!!!

Plan A: Additional 3% (total 36% of total revenue at the end of the campaign) +travelIncludes:Regular follow up on retention goals with membership staff during the 8 months following the campaign.9 months after membership campaign, Membership180 team returns for a retention event before the campaign recruits first renewal.

Plan B: Additional 5% (total 38% of total revenue at the end of the campaign) +travelIncludes:Regular follow up on retention goals with membership staff during the 8 months following the campaign.9 months after membership campaign, Membership180 team returns for a retention event before the campaign recruits first renewal.Continued follow up with membership staff.21 months after membership campaign, Membership180 team returns for a retention event before campaign recruits second renewal.

In addition to expenses the client is responsible for a minimum of $5000 on the campaign. A $2500 deposit is invoiced along with the contract. This deposit is subtracted from your final invoice at the end of the campaign.

Whichever program you choose, your percentage is calculated on the campaign and an invoice issued at the end of day three for your payment. The Chamber is not responsible for any commission on members that come in after the campaign. With the retention packages you basically have M180 on retainer for the length of your contract per the outline above at no additional cost except for travel.

This is a sample timeline. We establish this timeline with the Chamber when the contract is signed. The design of the meeting schedule is determined by what works best for each organization.

SAMPLE TIMELINE

EVENT TIMELINE DATE TIME ATTENDEES

Discovery Begins with execution of contract.

Ongoing Via Phone/email/support documentsCEOM180 Team

First Visit May 14, 2014 8:30-9:3010:00-11:0011:30-1:00

1:00-2:00

BOD Chamber StaffChair Meeting Chairmen, Chamber Staff, CEOSocial Media Team, Campaign Program Mgr., Communications staff member

Second Visit June 2 , 2014 8:30-10:00

10:30-11:3012:00-1:00

Captain Meeting Chairmen Captains Chamber Staff, CEOAmbassador TrainingCampaign staff (Chamber + M180) working lunch

Event Day 1 & 2 June 17-18, 2014

Shift 1: 8:30-11:30Shift 2: 1:30-4:30

Shifts made up of Chairmen, Captains and their teams.Ambassador runners for each shift.

Event Day 3 June 19, 2014 9:00-10:30

Runner Shift 1: 10:30-1:00Runner Shift 2: 1:00-4:00

Retention Workshop Ambassadors Staff Membership Committee Interested BOD membersAmbassador Runners continue to pick up remaining payments and drop off new packets in shifts.

Final Report Two weeks following campaign

Emailed to Chamber CEO for dissemination

M180

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Retention

We believe that the actual campaign is only the beginning of this process. We want to see you keep the members you have recruited during the campaign. Sustainable growth does NOT happen if you keep filling the bucket, but there is hole in the bottom. In order to set you on the path to engaged and retained membership, we host an Engagement Workshop at 9:00 am on the third day of the campaign. We spend about an hour and a half deciding just what will happen next! This is truly one of the most powerful components of the campaign.

Who Attends?

• All Staff

• Ambassadors/Diplomats

• Membership Committee

• Interested Board Members

What do we cover in the workshop?

• What do we currently do for retention?

• What are we willing to do to keep them engaged?

• What does engagement mean?

• Who is responsible for membership retention?

• Are we effectively using collected data?

• What’s missing?

• What are industry best practices?

• What are our top priorities going forward?

We wrap all of the work from this event into your final report and then in three months we are on the phone with you to make sure you are working the plan!

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Added Value

Recruitment Strategy

We employ a strategy that we feel creates a culture for success in your campaign. We ask staff to generate a spread sheet of businesses that should be a member, but currently aren’t. This list may already exist or be in process. Because our campaigns are built on relationship marketing, we use the relationships of our campaign volunteers to leverage these member prospects. We take your spreadsheet to the Captain’s meeting and have them rate their connection to the owner or decision maker of businesses they recognize on the list. We then take that list and assign the volunteer who has the strongest relationship to make the call on that prospect. This list is protected in the weeks leading up to the campaign allowing them time to work on their assignments. Anything not completed by the actual campaign will be opened up at that time.

Social Media Ambassador Team

This has become a very successful tool for our clients. We coach you through recruiting a team of social “sneezers” in your community who can take the Chamber’s message and share it in their own voice which broadens your footprint in the community!

Return on Investment is Multi-level

• Your message is articulated to Board, Ambassadors, Staff and volunteers.

• There is a renewed sense of pride and ownership in your Chamber.

• A huge group of volunteers are educated on just what your Chamber does for your community and efforts that support and encourage a healthy local economy. Many of these volunteers had absolutely NO idea.

• We have seen anywhere from 40 to as high as 70% of campaign volunteers who have never worked for the Chamber before.

• Volunteers share this message that now has new meaning to them, with hundreds of area businesses.

• We collect volunteer data and you are left with a new pool of volunteers for your program of work.

• We collect all leads with the volunteer caller’s information attached. This allows you to go back to these as HOT prospects. We have left as many as 200 of these lead sheets after a campaign.

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Client References

Past Campaigns:

Todd Murphy, President/CEOJefferson Chamber of Commerce3421 N. Causeway Blvd., Suite 203Metairie, LA   70002todd@jeffersonchamber.org(504) 835-3880

Doug Peters, President/CEOFayetteville Regional Chamber1019 Hay StreetFayetteville, NC 28305dpeters@fayettevillencchamber.org910-484-4242 Ext 228

Bill Sproull, President/CEORichardson Texas COC411 Belle Grove DriveRichardson, TX 75080bill@richardsonchamber.com972-792-2801

We are currently running campaigns for:Midland TXLoudoun County VADeKalb County GACalgary Canada