IPRA PROFESSIONAL SKILLS WEBINAR

CHEERS FOR PEERS, CHEERS FOR YOU

1.Please sign in with your

Agency Name and the number

of people attending the webinar

from your agency today.

2.Have you downloaded and

printed a copy of your

handouts?

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Cheers For Peers,

Cheers for YOU

TODAY’S WEBINAR FORMAT

2014 Webinar Recap

Your Year in Review… Month by Month

Share successes

Examples from your Peers

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CUSTOMER SERVICE AND RETENTION

– 1 MINUTE

If I were to poll your customer

asking them to compare 2014 to

previous years, would they say

your customer service has been:

A. Better

B. Worse

C. About the Same

In your chat box, give one

example of how your customer

service has improved this past

year.6

KEYS TO RELEVANCE -

1 MINUTE

How strongly to you agree with this statement”

In the eyes of our community leaders, our agency has become more valued and relevant in 2014.

In your chat box, explain your answer.8

THE BETTER BUSINESS MODEL–

1 MINUTE

How strongly do you agree with this statement?

In 2014 our agency has begun to change the way we “do business” over the past year.

In your chat box…

Give one or more examples of how your agency has changed its financial or business practices over the past one or two year.

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SOCIAL MEDIA

STRATEGIES–

1 MINUTE

How strongly to do you agree with this statement:

Our social media marketing has become an extremely

important part of our agency’s communication strategy.

In your chat box…

Give an example of how you have used social media

successfully in the past year.

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MANAGING MILLENNIALS – 1 MINUTE

We are doing a good job meeting the needs of

millennial staff and millennial customers.

A. Definitely

B. Sort of

C. Not really

D. Not sure

In your chat box…

List some changes you have made in order to better

reach and serve millennial staff or customers.12

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BUILDING CONSENSUS –

1 MINUTE

How strongly do you agree with this sentence?

In 2014 we have done a good job building bridges

between a variety of groups or individuals in order to

move forward with projects, policies, programs,

changes, etc.

In your chat box…

Share an example of consensus building successes (or

attempts).17

SPONSORSHIP STRATEGIES – 1 MINUTE

How strongly do you agree

with this sentence?

We have done some

innovative things to increase

our sponsorship success.

In your chat box please

share…

What have you done?

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Please welcome Nicole Engelbart,

Corporate Partnership Manager

Rockford Park District

NicoleEngelbart@rockfordparkdistrict.org

Rockford Park District – 3 Successes

Three Rockford Park District Sponsorship Sales Success Stories

• Needs Analysis – How can the RPD help YOU?

• Relationships to Results – The Partner/Group Sales Approach & Nic’s Picks

• Identify Easy Assets to Fulfill

Prospective Sponsor Needs Analysis

• Who is your target market?

• How do you like to reach them?

…then create a proposal to match the answers…

Meet with Prospect & Conduct Needs Analysis –Two Important Questions

“Relationship to Results”

Relationships to Results – the RPD Way

A phrase found throughout the Rockford Park District culture to remind us that it all begins with relationships.

Relationships to Results is a two-pronged approach in the RPD Sponsorship system:

• Partner/Group Sales Approach

• Nic’s Picks

Live your culture! My first day at the RPD, I was handed the bracelet above.

Partner/Group Sales Approach

Relationships to Results – Partner/Group Sales Approach

Lockwood Park Pro Rodeo: In June 2013, approached by a facility manager to find sponsors for a new event (a rodeo!) happening in August

Limited time…needed to mobilize the troops and FAST!!

• Brought Friends of Lockwood Group together

• Prepared proposal & list of prospects

• Divided and conquered!

• 32 Sponsors generated $7050 in 6 weeks!

Relationship – Focused Systems Implemented

Changes to System in 2014:

• Partner/Group Sales System Formalized• Step One: Pre-Planning Meeting – Nicole &

RPD Manager• Step Two: Pre-Sponsorship Sales Planning

Meeting – Nicole, RPD Manager, Sales Team• Step Three: Pitch - All• Step Four: Fulfillment – Sponsorship

Department

• Nic’s Picks System Implemented• Ask each facility or program manager to

prepare a list of 5 contacts who could be a prospective sponsor – i.e. Insurance King

Relationship Successes

2014 Success using a “Relationships to Results” approach:• Lockwood Park Pro Rodeo – Friends of

Lockwood • Therapeutic Recreation and Sounds of Summer

Guide Ads• Jr. Chariots Wheelchair Basketball Tournament• NFL Flag Football Training Camp • Facility Manager’s Nic’s Picks

Sponsorship Revenue: $31,050 in 2014

Relationships to Results in Photos

Take a look at what you have to sell…

• Identify assets that are low-cost, easy to fulfill

• Example: Rockford Park District banner advertising (right)

• Banner Advertising Revenue: Generated $1300 cash and $1050 in-kind in 2014 with $0 fulfillment cost!

Identify Easy Assets to Fulfill

Summary of the 3 Successes:

• “Help Me, Help You!”

• Relationships to Results

• “Throw a banner ad in!”

Take-Aways

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POLITICAL SAVVY –

1 MINUTE

Which answer best fits your group:

A. All of us have become more politically savvy this past year.

B. Some of us have become more politically connected and

respected this past year.

C. None of us has improved our political clout this past year.

In your chat box…

Share one example of how one of the people in your

group has improved their political savvy in 2014.30

ALIGNING SERVICES WITH COMMUNITY

NEEDS – 1 MINUTE

Select the best answer:

A. We have done specific things to measure constituent needs AND have made changes to align ourselves with these needs.

B. We have done specific things to measure constituent needs BUT have not done much to align our programs/facilities to match these needs.

C. We haven’t done much to measure community needs but we try to change/add programs to meet assumed needs.

D. None of those answers fits our agency.

In your chat box… Please explain your response… 32

ROCK ISLAND

PARKS AND

RECREATION

MORE LIKE A

MAGAZINE, LESS

LIKE A CATALOG

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GOLF OUTING AND

BEER TASTING

ROCK ISLAND

PARKS AND

RECREATION

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ROCK ISLAND PARKS AND RECREATION

WHODUNIT?- MURDER MYSTERY DINNER

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ROCK ISLAND

FIRST TEE

GROWTH

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Park District of

Highland ParkPhotos submitted by

Cathy Fiori, Recreation

Supervisor, CPRP

847.579.3121

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Judge a man by his questions rather than his answers.-Voltaire