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pacepaceA PUBLICATION OF THE MID-ATLANTIC SOCIETY OF ASSOCIATION EXECUTIVESA PUBLICATION OF THE MID-ATLANTIC SOCIETY OF ASSOCIATION EXECUTIVES

Summer 2012


2/24


3/24

2012 MASAE Board of Directors

EXECUTIVE COMMITTEEPRESI DENT

Erica OGrady, CAEInstitute of Certified Construction

Industry Financial [email protected]

VI CE PR E SI D EN T/ PR ES ID EN T- EL EC T

Dan Lemyre, CAE, IOMAssociation [email protected]

SECRETARY

Timothy Bower, CAEBower Management Services [email protected]

TREASURER

Don Pendley, CAE, APRNJ Hospice & Palliative Care [email protected]

I M M EDI ATE PAST PRESI DENT

Victoria E. Elliott, R.PH, MBA, CAEAssociation [email protected]

DIRECTORSBob BauerAssociation of Food Industries, [email protected]

John Connolly, CAECarlin Management [email protected]

James DOvidioBrown Dog [email protected]

Kristin Hodgson, CAE

Clinical & Laboratory Standards [email protected]

Robert H. Lane. PhDLane Services [email protected]

Todd VonDeak, MBA, CAESociety of Hospital [email protected]

EXECUTIVE DIRECTORPatricia S. Koziol, MBAPeak Management Solutions [email protected]

COMMITTEE/TASK FORCE CHAIRS

AS S OC IA TE ME MB ER /V EN DO RRobert H. Lane, PhD

AW AR D S

Sheri Acconzo, CMP

BRANDI NG

Dan Lemyre, CAE, IOM

BYLAW S

Marlynn Orlando

CA E

Ray Saputelli, CAE

CONFERENCE

Amy Williams, CAE

EDUCATI ON

Heather Evans, CAE

CONTENTS

Distinctions in the Roles of the ChiefElected Officer and the Directors

MASAE AwardsWe Want YOU to Participate!

3rd Annual MASAE Conference &Exhibition

2011 Annual Report

MASAE LeadershipIt is NOT about Warm Bodies

Association Executives- Whats Keeping

You Up At Night?

8

11

12

14

18

20

Summer 2012

PresidentsPerspectiveMASAE-SponsoredCompensationSurveys-Useful Toolsfor AssociationExecutives

ExecutiveDirectorsPerspectiveWhat's Ahead in 2012

MASAEEducationCorner

2012 MASAECalendar of Events

New Members

Ad Index

DEPARTMENTS

FEATURES

4

16 20

7 5

10

6

19

WHAT IS OUR MISSION

MASAE is an organization of individuals who work within and for theassociation community. MASAE seeks to enhance its members knowledge anjob performance abilities to the highest level through peer-to-peer interaction,quality education and events.

PACE

2012

FI NANCE/ I NVESTM ENT

Don Pendley, CAE

GOLF

Robert Kelly, CMP

GOVERNANCE/

OPERATI ONS

Victoria Elliott, R.Ph,MBA, CAE

M EM BERSHI P

Bob Bauer

NOM I NATI NG

Victoria Elliott, R.Ph,MBA, CAE

pace is published by theMid-Atlantic Societyof Association ExecutivesEditor: Lisa Trofe

Published by:

The Publishing Group Intl2170 S. Parker Road, Suite 135

Denver, CO 80231

303.368.4450/fax 303.675.3947

Advertising Sales:

The Publishing Group303.368.4450/fax 303.675.3947

Lisa Heavers, Account Executive

[email protected]


4/24SUMMER 2012

arket competitiveness in terms of salaries for associations is a prime

objective for most organizations, but the approach taken to measure

that competitiveness may differ from one organization to another. Indeed, those

competitive objectives for your organization may change over time. This is espe-

cially true given the fluctuations being felt due to the economic turmoil facing

many of the industries and constituencies our organizations represent.

The Mid-Atlantic Society of Association Executives was pleased to have been

one of a group of 18 state societies of association executives that participated in

a compensation and benefit survey among our professional members conducted

by the ASA with the well-respected firm of Whorton Marketing & Research

(WM&R) providing project support.

WM&R conducted the survey during the period March 1 through March 19,

2012. A total of 42 MASAE individuals responded to a sufficient degree of

completion to be included in the final survey results, for a response participation

rate of 22%.

There are two reports available based on the survey data. The first is a survey

report based on the results specific to the MASAE member data provided; a

second longer, more detailed report providing overall results for nearly 1,100

respondents in all 18 participating societies is also available.

This comprehensive study produced by ASA covers the following areas:

Respondent Profile, Overall Compensation, Leave Policies, Insurance,

Retirement, Other Benefits and Role as a CEO. The information provided in

PRESIDENTS PERSPECTIVE

BY ERICA OGRADY, CAE

EXECUTIVE DIRECTOR OF THE INSTITUTE OF CERTIFIED CONSTRUCTION INDUSTRY FINANCIAL PROFESSIONALS (ICCIFP)

m these areas is key to defining yourorganizations compensationphilosophy and can assist in:

> Benchmarking similar positions

> Interpreting salary survey data

> Determining market rates and

competitiveness of current pay

> Developing salary range consideration

> Communicating compensation plans

In addition to full-time positions

reported, the survey instrument also

asked respondents to note the FTE

(full-time equivalents) represented

by each position. This data was used

to convert actual salaries that were

reported for part-time workers, or

incumbents who were split across

several positions and/or did the same

job for multiple clients within their

association management company

to ensure a true apples to apples

comparison of salary levels. All

compensation data is reported in

the surveys as an annualized salary.

MASAE-Sponsored

Compensation SurveysUseful Tools for Association Executives


5/24

Perspective

PACE

Used in conjunction with other tools,

salary surveys can provide useful

information to attract, support and

retain employees within the context

of an organization-wide human

resources plan.

A key to successfully using the data

contained in a salary survey is to

understand the assumptions and

criteria used to collect the informa-

tion. Additional considerations in

what makes a salary survey useful for

benchmarking are:

Job descriptions or position profiles in

the survey report

It is important to look at job duties

and responsibilities, not just job title,

when deciding if salary survey informa-

tion is comparable. To be comparable,

the jobs must have a similar level of

responsibility and range of duties.

The positions referenced in the ASA

Compensation Study range from

CEO/Executive Director to

A key to successfully using the data contained in a salary survey is to understandthe assumptions and criteria used to collect the information.

Manager/Coordinator titles; the survey does not cover administrative support.

Geographic focus of data

Appropriate salary comparisons will come from associations with a similar

geographic focus: local, regional, or national. Consideration also needs to be

given to labor market characteristics and cost of living. The ASA survey is

available for the market that MASAE serves, as well as an edition whose data

is national in focus.

Operating budgets of respondent organizations

As a general rule of thumb, larger operating budgets correspond to higher

salaries. Comparable salaries come from organizations of a comparable size. Size is

typically estimated by using the operating budget and/or looking at the number

of paid full-time staff. Regardless of organization size, the ASA study shows that

salary increases continue to be merit-based or cost of living-based.

Types of respondent organizations

Look at the functions, services, membership, and sources of funding of the

organizations in the salary survey. For example, a philanthropic organization that

relies on public funds or fundraising may have very different salaries than a trade

organization whose primary source of income is membership dues. The majority

of respondents to this survey were 501(c)6 (60%) versus 501(c)3 (38%).

Education, experience and employment status of respondents

The level of education required for a job and the type of employment

arrangement (full/part-time/ contract) can have an impact on salaries. The

average response for CEO experience for our region was 9.7 years.

Data collection timing and the date of the report

Economic forces can result in changes, sometimes significant in nature, in

salaries in a short period of time. The more recent the data, the more useful

it will be in using it to establish a compensation program. The ASA data was

collected in March 2012 and reported in May 2012, making the survey data

useful and timely.

Other compensation outside of salary and bonus

Having information on the total compensation package (retirement plan,

bonuses, benefits, etc., in addition to salary) allows for better comparisons. For

example, in a situation where no benefits or retirement plan are provided, higher


6/24SUMMER 2012

salaries or additional perks such as auto allowances or other expense

reimbursements may be provided to offset. The 401(k) plan continues to be the

preferred retirement vehicle for associations, with 67% of respondents indicating

use. The basis on which the benefit is defined is either a matching or percentage

of salary as reported by 85% of respondents; 62% of employees are vested imme-

diately upon participation. Two of the other most popular benefits provided to

the Chief Staff Executive include fully paid professional membership dues (81%)

and smart phone monthly fees (81%).

The goal of market-based pay for salaries is to collect and analyze data that

meets your organizations objective of identifying competitiveness with not only

other associations but with other market jobs within your region. While not

an exact science, market pricing is a sound, practical approach using aggregate

statistics from survey data that can validate and justify your organizations

compensation structure. When designed and used properly, salary surveys can

provide useful benchmarking information for comparing salaries and benefits.

I encourage each of you to use these salary surveys in evaluating your organiza-

tions compensation programs for your professional staff, or for your use in negoti-

ating your compensation agreement with your boards. These comprehensive

surveys are available FREE to those of you who participated in the survey you

should have already received your complimentary copy of the regional report.

If youre interested in learning more about these surveys, or want to get your own

copy, please contact Pat Koziol at [email protected] or 973-283-4347.

MASAE members can get a copy of the MASAE regional report for $100 and

non-members for $200. The full, national report of all 18 allied societies is avail-

able to MASAE member for $150 and non-members for $350. A special package

rate for both surveys is available at $225 for member and $500 for non-members.

| pace |

calendar

Tuesday, August 21

3rd Annual MASAE Golf OutingSea Oaks Golf Club

99 Golf View Drive,

Little Egg Harbor, NJ

See page 14 for details.

September 20, 2012Best Practices for Effective Facilitation

2012 MASAE Calendar of Events: Dont miss out on any of MASAEs excitingevents! Keep your eye on PACE and your email for more information.

MASAE is once again proud toannounce the availability ofscholarships to assist you insatisfying your career goals forthis year.

MASAE is offering a $250Conference Scholarship, spon-sored by Bower ManagementServices, to be used toward theregistration fee for the MASAEAnnual Conference, which will beheld November 28 and 29 at theTrump Taj Mahal and/or a onenight stay at the host hotel duringthe conference.

2012 Scholarship SponsorsBrown Dog Marketing and LaneServices, Inc., are offering one$500 scholarship to be used forCAE certification costs and/oreducation, MASAE seminarsand/or ASAE programs.

November 1, 2012 is the deadlinefor application submission.Go to www.midatlantic-sae.orgfor detailed information regarding

the scholarships or call theMASAE office at 973-283-4347.Application on page 22.

CALL FOR SCHOLARSHIPCOMMITTEE MEMBERS

If you would be interested inreviewing the scholarships,please contact Pat Koziol [email protected].

Now is the time

to apply forMASAEScholarships

Wednesday, November 28

Thursday, November 29, 2012MASAE Annual Conference & Exhibition

Trump Taj Mahal

1000 Boardwalk at Virginia Avenue,

Atlantic City, NJ

See page 12 for details.


7/24PACE

hope that you have taken the opportunity to enjoy the summer or have

plans to do so in the last few weeks of August.This has been a busy summer

for your management staff as we gear up for the fall and the Annual Conference

& Exhibition.

The summer started with a very successful 2nd Annual Mid-Year Conference

held at The Inn at Penn in Philadelphia on June 6. Over 70 association and

meeting planner members and guests attended this one day conference jammed

full of great ideas and information. We were fortunate to have ASAE & The

Center for Leadership President, John Graham, as our keynote speaker. John

presented a thought-provoking look at where associations are heading in the

near future. Your Education Committee and Board of Directors were extremely

pleased with the event and hope to continue to provide this type of educational

and networking event every mid-year.

Inside this edition of PACE you will see the preliminary information on the 3rd

Annual MASAE Conference & Exhibition to be held November 28 and 29 at

the Trump Taj Mahal, Atlantic City. The conference will again be one week

earlier than our traditional pattern and we hope this will allow more of you to

join us in Atlantic City. The program theme is Remaining Relevant in a

Changing World and the keynote presentations and workshops will challenge

us all to remain focused and dedicated

to our associations and our professions.

We also have a fall seminar planned

for September 20 on Best Practicesfor Effective Facilitation. Visit

www.midatlantic-sae.org for more

details and to register for this session.

We will also hold a special social

networking event in Wilmington,

Delaware for members and prospective

members on October 17 at the

Sheraton Wilmington South. | pace |

EXECUTIVE DIRECTORS PERSPECTIVE

BY PATRICIA S. KOZIOL, MBA

Whats Ahead in 2012i

MASAE wishes to thank our sponsors signed up to date:Awards Reception/Dinner Sponsor Open Bar (Beer and Wine) Sponsor Closest to the Pin Sponsor At The Turn Drinks Sponsor

Longest Drive Sponsor Golf Cart and Sign Sponsor

Additional Sponsors:

so take advantage of

these events presented by

the Mid-Atlantic Society of

Association Executives

your local resource for

education and networking.

Summer is waning, but fall is waiting


8/24SUMMER 2012

The presidents role is to ensure the

mission is advanced. The mission should

influence every activity, discussion and

assignment. The president will referenceit often, including it in messages and on

agendas, so that others realize its

importance to the organization and the

community served.

A directors role is to understand the

mission and to articulate it. The mission

should serve as a framework for board

meeting discussions.

BY BOB HARRIS, CAE

A mission statement should articulate the

organizations purpose for existence and

the stakeholders it serves. It is the boards

responsibility to create the mission state-ment and review it periodically for validity.

BOARD PRESIDENTS CONCERN DIRECTORS CONCERN

hile it is intended that every director at the board table has an equal

vote, the chief elected officer (chairman of the board or elected

president) has broader concerns and duties than individual directors.

w

Determine and Advance the Organizations Mission

The presidents concern is to fill the

position promptly. The selection process

must be thorough and fair. The president

will appoint a committee to oversee the

process, which can impact the associa-tions success or failure for many years.

If the executive directors position should

become vacant, it will be a board respon-

sibility to search for and fill the position.

Directors may be asked to serve on a

search committee with the board havingfinal say in the selection process.

Boards must reach consensus on the need

for and job description of the executive

director. The board undertakes a careful

search process to find the most qualified

individual for the position.

Select the Executive Director

The president is ultimately responsible

for assessing the executive directors

performance, and most often selects a

subgroup of the board to assess perform-

ance. The president will ensure the

integrity and confidentiality of the process

and lead the conversation about findings

and improvements.

A group of board members or the whole

board may be asked to evaluate perform-

ance of the executive director. A pre-

scribed form to measure the duties will

be provided. While the process can take

various forms or meetings, it is important

to maintain the confidentiality about

personnel issues.

The board should ensure that the execu-

tive director has their support. The execu-

tive director, in partnership with the entire

board, should decide how and when

performance evaluations are conducted.

Other performance measures may include

monitoring the budget, evaluating the

board and agreeing on metrics.

Support the Executive Director and Assess Performance

The president, with the help of the execu-

tive director, ensures that the planning

process is organized to achieve the

desired results. The president will help to

determine who should be included in the

planning meeting (a.k.a. retreat), for

example the entire board, committee

chairs, staff, etc., when and where it will

occur, and if a facilitator will be needed.

The board is responsible for setting a

direction for the organization, often for

three to five years in the form of a

strategic plan. Directors will be asked to

attend a retreat at the time the plan needs

review or development. Every director

should be familiar with the elements of

the plan and be able to articulate its goals

or priorities.

As stewards of an organization, boards

must participate in an overall planning

process and assist in implementing the

organizations goals.

Conduct Organizational Planning

Distinctions in the Roles of the ChiefElected Officer and the Directors


9/24

Feature

PACE

The president has overall responsibility

for understanding and safeguarding the

organizations resources. Working with

the executive director and officers, he or

she should be fully aware of all resources.Members and stakeholders have expecta-

tions that resources will be safeguarded

and used to benefit the members through

programs and services.

Directors have access to information

to determine if the organization has

adequate resources. Resources can take

many forms, including workforce (staff,

consultants, volunteers), finances (rev-enue, savings) and technology (hardware

and software.) By comparing the plan

of work described in a strategic plan,

directors should consider the available

resources or what resources may be

spent if new projects are undertaken.

Resources can also take the form of

committees, of which directors may be

asked to chair, serve or be a liaison.

Directors may be asked to solicit funds

in the forms of membership, advertising

and sponsorships.

One of the boards foremost responsibili-

ties is to provide adequate resources for

the organization to fulfill its mission. The

board should work in partnership with the

executive officer to assist in developingthe annual budget and ensure that proper

financial controls are in place. This is

important in order to remain accountable

to members.


Build and Maintain Resources

While the president may rely on consult-

ants (legal, accounting, insurance) and

committees, in the end he or she is

responsible for the organization. An

understanding of safeguards such as

insurance, audits and filing requirements

is important to verify that resources are

managed.

Directors monitor the organizations

resources. A director should readily ask

questions about resources to fully under-

stand their extent and the mechanisms

in place to protect them. For example:

Is a budget adopted and reported upon?

Does an independent financial audit

occur?

The board must safeguard its tax-exempt

status and resources at all times.

Stakeholders may notice excess spending,

mismanagement or loss of resources. The

board should be sure financial controls

exist.

Resource Management

The president ensures that the mission

is carried out through programs and

services. While not a direct responsibility

to develop or oversee programs, it is vital

to affirm that existing and new programs

add value and support the mission

statement.

Development and delivery of programs

and services is a board oversight respon-

sibility. While most of the work will be

done by committees, directors may help

by identifying the needs of members and

how programs can benefit their needs.

Directors should be aware of the needs

of the members they represent.

The boards role is to determine which

programs are the most consistent with an

organizations mission, and to monitor

their effectiveness.

Determine, Monitor and Strengthen Programs and Services

The president is the official spokesperson.

The responsibility can be delegated for

specific instances (i.e. testimony or inter-

views). The public perception is that the

president is always representing the

association; be careful not to confuse

personal opinion with official positions

and duties.

Directors are representatives of the

organization. It is expected that every

director can articulate the purpose and

positions of the association. Directors

must follow established lines of

communication and be careful not to

assume the presidents role as the official

spokesperson. A short description of the

organization is referred to as an elevator

speech.

An organizations primary link to the

community (constituents, members, public

and media) is through the board. Clearly

articulating the organization's mission,

accomplishments and goals to the public,

as well as garnering support from impor-

tant community members, are important

elements of public relations outreach.

Promote the Organization


10/24SUMMER 2012

The president must understand all

applicable laws and governing docu-

ments. Enforcement of policies may be a

requirement of the president, for instanceensuring that directors disclose any

conflicts of interest or avoid violating

antitrust/competition laws.

Directors are expected to uphold all appli-

cable laws and comply with the governing

documents. It is structure such as poli-

cies and procedures - that sustains theorganization through the succession of

boards. A director should study the doc-

uments and promote compliance and

accountability.

The board is ultimately responsible for

ensuring adherence to legal standards

and ethical norms. Solid personnel poli-

cies, grievance procedures and a cleardelegation to the executive director of

hiring and managing employees are key.

The board must establish policies and

adhere to provisions of the organizations

bylaws and articles of incorporation.

Ensure Legal and Ethical Integrity and Maintain Accountability

The president will appoint a nominating

committee that has responsibility for

identifying board members. He or she may

have authority in the bylaws to appoint

committees. There should be processes

in place to determine the qualifications for

board service and to assess strengths and

weaknesses of the board. It is essential to

focus on sustainability and competency of

the board.

Having a full complement of board

members is essential to a successful

organization. It is expected that current

board members will know other members

who may have an interest in leadership

roles. It is important that director skills

are matched with their job descriptions.

Nearly every leaders path starts with a

director asking, Would you be interested

in a leadership role in the organization?

Distinguishing Director from President RolesAssociation Mgmt tools and samples at www.nonprofitcenter.com

All boards have a responsibility to sustain

themselves by identifying new leaders

through a search and nominating process.

The composition of the board should

reflect the membership and be a balance

in skills. Boards must orient new board

members to their responsibilities and

the organizations history, needs and

challenges. By evaluating their perform-

ance, boards can recognize their strengths

and weaknesses.

Recruit New Board Members; Assess Board Performance


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11/24

MASAE Awards

PACE

that time again...

We are now accepting

nominations for the MASAE annual

awards program and we want YOU to

participate.

The annual awards program continues

to be the premier forum to recognize

outstanding achievements within the

Mid-Atlantic association community.

Please consider taking a few moments

to recognize our comrades within the

association management community.

Do you know a shining starindivid-

ual or organizationthat deserves

recognition? If you do, please consider

submitting a nomination!

Every year we are blown away by the

creativity of our members & the inspi-

ration that they spread throughout our

field. The annual awards program

allows us to shine light on the wide

array of creative programming, game-

changing events, and stellar accom-

plishments that take place within our

community. The awards give us the

opportunity to stand together and

recognize the industry leaders and

associations that inspire us all year

long.

The race to get your submissions in is

on! We encourage you to act quickly

in submitting your nominations for

these three very important awards:

Distinguished Service Award, Positive

Impact Award and Points of Light

Award.

Please note that nominations are open to all MASAE members, both profession-

al and associate. Awards recipients will be recognized at the 2012 MASAE

Annual Conference at Caesars Atlantic City.

Below is a description of each award and information on how to nominate a

colleague or organization for these prestigious honors.

Distinguished Service Award

Presented to a dedicated individual who fulfills the "spirit" of the following criteria:

Is an active member of MASAE

Is serving or has served as a volunteer leader

Works in a professional, positive and enthusiastic manner

Puts their own agenda aside to work for the benefit of MASAE members

Possesses the ability to motivate and stimulate others in their volunteer functions

Gives a sense of direction and acts as a catalyst to effect exceptional results that

benefit MASAE

Is a role model for others to follow

Has a demonstrated track record of success and achievements in MASAE endeavors

Points of Light Award

Volunteerism and community service exemplify the best in us: a sense of caring and

responsibility for others, a commitment to service and a display of citizenship. The

Points of Light Award is designed to honor a MASAE member who has demonstrated a

commitment to their community and the needs of others.

Positive Impact Awards

Positive Impact Awards are presented to organizations that utilized original thinking to

successfully implement a project/activity and produced a positive impact on the organi-

zation, its membership, and/or its vital communities.

MASAE Awards

We Want YOU to Participate!BY SHERI ACCONZO, CMP, MASAE AWARDS CHAIR

its

We look forward to hearing from you and thank you in advance for your participation.

To download the nomination forms, visit the awards page of our website at

www.midatlantic-sae.com/awards/. Submissions must be received by

November 1, 2012. You can submit your forms electronically to

[email protected] or fax to 973-838-7124.

If you have any questions regarding MASAEs awards program, please feel

free to call MASAE at 973-283-4347 or me at (609) 587-4333. | pace |


12/24SUMMER 2012

Trump Taj Mahal and the Chairman

Tower is on the historic boardwalk of

Atlantic City. We have a very special

conference room rate of $59 per night

for rooms in the new Chairman tower.

Join us for an evening of relaxation

and networking on November 28th

at 6:00 P.M. for our reception at the

elaborate Signature Club within the

Taj! Were pleased to partner with

Trump Resorts to host and sponsor our

conference and networking reception.

How can you Remain Relevant in a

Changing World?By listening to dynamic speakers

who will offer strategies and

solutions to your associations

challenges.

By networking with expert suppliers

to help you meet your associations

business needs.

By choosing the professional tracks

that will help you earn valuable

credits toward earning OR renewing

your CAE or CMP designation.

By meeting with your peers to

inspire, ignite, and invigorate you

to meet your associations new

normal.

Go to www.midatlantic-sae.org for

your conference registration brochure.

emaining Relevant in a Changing World is the theme of our 3rd Annual

Conference & Exhibition, and association professionals need to understand

the trends and challenges impacting their ability to lead non-profit organiza-

tions. Some of these trends include:

Multiple generations working side-by-side Sharing leadership across generations and cultures More for-profit organizations seeing the value of doing well by doing good More not-for-profit engaged in for profit activities Challenges to associations ability to thrive in a blended economy

There is a new normal for association managementone not only based on

adapting to social media tools and techniques...but one that also means learning

to apply new ways of networking to allow for deeper, more meaningful collabora-

tion to engage the next group of association members.

The MASAE Annual Conference is your resource for finding new ways to have

impact across networks and programs, and to forge new and/or collaborative

partnerships beyond the traditional association borders.

Were inviting you to join us at the Trump Taj Mahal on November 28 - 29 to

enhance your goals for remaining relevant in a changing world.

r

The 3rd Annual MASAEConference & Exhibition

November 28-29, 2012

TRUMP TAJ MAHALA t l a n t i c C i t y | N J

MASAE


13/24

Conference

PACE

WEDNESDAY, NOVEMBER 2811:00 A.M. 5:00 P.M..............Conference Registration

....................................................Open

12N-1:30pm ...............................Keynote & Membership

....................................................Meeting LuncheonThe End of Membership as We Know It | Sarah Sladek

1:45 P.M. 2:45 P.M. .................Concurrent Sessions:CEO Track | Workshop #1: Maximum Engagement

Association Professional Track | Workshop #2:Updated Trends for Association Managers

Association Professional & MeetingPlanner Track | Workshop #3: Small Staff Issues

2:45 P.M. 3:00 P.M. .................Break and Travel to Next

....................................................Workshop

3:00 P.M. 4:00 P.M. .................Concurrent Sessions:CEO Track | Workshop #4: CEO Roundtable

Association Professional Track | Workshop #5:Great Membership Ideas

Association Professional & Meeting Planner Track | Workshop

#6: Managing Content to Enhance Member Value

4:00 P.M. 5:00 P.M ..................Speed Networking with

....................................................Exhibitors

5:00 P.M......................................Register in Hotel

6:00 P.M. 7:30 P.M. .................Networking ReceptionThe Signature Room, Taj Mahal

THURSDAY, NOVEMBER 297:30 A.M. - 9:00 A.M.................Conference Registration

....................................................Open

9:00 A.M. 10:00 A.M. ..............Exhibits OpenLets Have Another Cup of Coffee with Exhibitors!

PRIZES GALOREMUST BE PRESENTTO WIN. Travel the trade show and collect

KEYS TO THE TREASURE CHESTS

10:15 A.M. 11:45 A.M. ............Concurrent Sessions:CEO Track | Workshop #7:

What Wins-Culture or Strategy?

Association Professional Track | Workshop #8:Free & Low-Cost Technology Tools

Meeting Planner Track | Workshop #9: Maximizing YourRelationship with Convention & Visitors Authorities

12:00 P.M. 1:30 P.M. ...............Lunch with ExhibitorsTravel the trade show and collectKEYS TO THE TREASURE CHESTS

1:30 P.M. 3:00 P.M. .................Quick Sessions

If you missed some of the breakout sessions, were

presenting them again in a quick format! Grand Prize

Drawing at close of Conference.

MASAE ANNUAL CONFERENCE SCHEDULE AT-A-GLANCE


14/24SUMMER 2012

was a great year for MASAE! With the transition-

al year of merging our former organizations behind us, we were focused on

delivering educational content and increasing networking opportunities.

The milestones and accomplishments highlighted below are cause for celebration

as MASAE looks forward to another year of meeting the dynamic needs of

association professionals in todays challenging environment.

Education: In addition to the MASAE Annual Meeting hosted at Caesars

Hotel & Casino in Atlantic City, and the Mid-year Meeting held at the Hub in

Philadelphia, MASAE hosted six educational programs throughout the course of

2011: Legal Update, 60 Ideas in 60 Minutes; Social Media; Human Resources

Best Practices; Legislative & Lobbying; Working with Your Board. Topics were

compiled by the education committee based on recommendations from the

membership and survey results. Your insight continues to help the Board and

committees shape the services MASAE delivers.

Networking: In addition to social events surrounding the Mid Year meeting, and

the Annual Conference, MASAE hosted its annual Golf Outing a the Sea Oaks

Country Club in Little Egg Harbor Township, NJ, and a first-ever Happy Hour

at the Lowe's Hotel.

Annual Budget: Financial results for MASAE are complete; while we did not

meet all of our budgeted revenues for the year, we managed to reduce our expens-

es, resulting in a net change in unrestricted assets of $37,500 for FYE 12/31/11.

Investments: Our overall asset allocation remains conservative and increasingly

diversified as the implementation of the long term reserve investment policy has

maturing CDs progressively cascading through the asset classes outlined in the

policy. All holdings meet the fiduciary criteria outlined in the new Investment

Policy adopted by the Board in June 2010. The Societys total Long Term

Reserve is in excess of one years operating budget, with operating reserves near-

ing that level. The Societys financial health is excellent, and the board will be

focusing on re-investment in delivering services to the membership.

PACE Magazine: MASAE delivered two issues of PACE magazine to the mem-

bership in 2011, highlighting news, best practices, and information relevant to

our profession.

The Officers and Board of Directors of MASAE are committed to fiscally-respon-

sible management, providing strategic direction, and ensuring a solid future for

our members and the organization. We hope that you will continue to support

MASAE and each other in our quest to make MASAE your local resource for

education and networking.

2011MASAE 2011

Ann

ualRe

por

t


15/24

Annual Report

PACE

MASAE Balance SheetDecember 31, 2011 December 31, 2010

Checking 144,427 147,822

LPL Financial Services (CDs) 34,024 114,218

LPL Financial Services (Risk) 106,280 15,376

LPL Financial Services (Cash/Cash Equiv) 42,060 56,633

Petty Cash 115 180

Undeposited Funds 755 355Bank Fees (10) (10)

Total Assets 326,147 337,575

MASAE Statement of Financial PositionM E MB E R S H IP December 31, 2011 December 31, 2010

Revenues 53,031 49,985

Expenses 1,930 1,546

Net Membership 51,101 48,439

P R O G R A MS

Revenues 40,883 32,064

Expenses 23,841 24,155

Net Programs 17,042 7,909

C O N F E R E N C E

Revenues 54,311 43,246

Expenses 31,383 29,939

Net Conference 22,928 13,307

P A C E MA G A Z IN E

Revenues 1,400 5,305

Expenses 536 0

Net Pace Magazine 864 5,305

T E C H N O L O G Y



Net Technology 356 1,702

F IN A N C IA L



Net Financial 4,860 1,989

O P E R A T IO N S & A D MIN IS T R A T IO N

Revenues 0 0

Expenses 56,275 56,996

Net Operations & Administration (56,275) (56,996)

O T H E R

Revenues 2,344 717

Expenses 5,713 16,752

Net Other (3,370) (16,034)

Total Revenues 161,449 139,502

Total Expenses 123,944 133,883

Net Revenue 37,505 5,619


16/24

Education Corner

SUMMER 2012

LEZA RAFFEL

FOUNDER AND PRESIDENT OF

COMMUNICATION SOLUTIONS

DON ISAACSON,

MBA, CPA

VICE PRESIDENT-FINANCE

ASSOCIATION HEADQUARTERS, INC.

GLEN WALTON, CPA

PARTNER, BOWMAN & COMPANY

JAMES DARGUSCH,

CPA

MANAGING PARTNER, NORTHEAST PLANNING

CORP.-PHILANTHROPIC DIVISION

On April 26, MASAE member Fernley & Fernley hosted a breakfast session onManaging the Media in Good Times and Bad. Leza Raffel, founder and president

of Communication Solutions, was an excellent presenter. She offered practical

strategies for handling bad news, publicizing good news and keeping focused on

issues that may have an impact on your associations members.

The presentation opened with a discussion of the external environment and inter-

action among attendees regarding the current state of media. Ms. Raffel continued

the presentation by focusing on actual case studies for association professionals and

sharing best practices.

On May 23, Association Headquarters, Inc. hosted a three speaker presentationon Financial Matters.Managing Risk, Preventing Fraud, and Investment Best

Practices for Your Association.

Don Isaacson, MBA, CPA, Vice President-Finance, Association Headquarters,

Inc., gave an overview on the Value of Risk Management Awareness to Your

Association. Mr. Isaacson explained the risk management process, how to identify

financial risks for your association and implementing strategies to avoid and modify

potential harmful risks.

Glen Walton, CPA, Partner, Bowman & Company, gave an insightful view on

the Prevention and Detection of Fraud in the non-profit environment. Mr. Walton

outlined the reasons why non-profits are vulnerable to fraudulent activities, and the

impact of fraud on the organization and its members.

James Dargusch, CPA, Managing Partner, Northeast Planning Corp.,

Philanthropic Division, described Investment Best Practices for Your Association.

Mr. Dargusch discussed the investment venues associations can enter and how

to monitor portfolios easily and efficiently.

The spring seminar presentations are available to all MASAE members by calling

the office at (973) 283-4347 or by visiting www.midatlantic-sae.org. Our thanks

to all of our speakers and our hosts, Fernley & Fernley and Association

Headquarters, Inc.

Recap of Second Quarter

he MASAE Education Committee was pleased to offer two education sessions

in April and May of 2012 focusing on the operational issues of public relations/

communications and financial matters.

t

Education Events


17/24

NEXT SESSION: SEPTEMBER 20, 2012

BEST PRACTICES FOR EFFECTIVE FACILITATION.

2nd Annual

Mid-Year

Meeting

MASAE WOULD LIKE TO THANKTHE MID-YEAR PLANNINGCOMMITTEE OF HEATHER EVANS, TIM BOWER, BOB WALLER, ANDPAT KOZIOL AS WELL AS BRENDAN MORRISSEY OF THE INN ATPENN FOR HOSTING THE CONFERENCE.

THANKS AS WELL TO OUR GENEROUS SPONSORS:PHILADELPHIA CONVENTION AND VISITORS BUREAU FOR SPON-SORING THE BREAKFAST AND KEYNOTE, AFFINITY INTERNATIONALFOR SPONSORING LUNCH, PERFECT PRINTING, LANE SERVICES,

ATLANTIC CITY CONVENTION & VISITORS AUTHORITY, ANDWEBLINK INTERNATIONAL FOR THEIR SPONSORSHIPS OF EACHOF OUR WORKSHOPS. THANKS ALSO TO THE EXHIBITORS FORTHEIR SUPPORT OF MASAE AND ITS EDUCATIONAL EVENTS.

MASAE Education Corner

PACE

Mr. Deeses presentation illuminated

the slippery slope many association

executives and board members

encounter in managing day to day

operations. His presentation focused

on the best practices and ethical

imperatives that impact all organiza-

tions structure and governance.

MASAEs attendees were treated to a

closing general session entitled Small

Budget, Big Impact: Affordable

Technology Solutions presented by

Kristin Brammell, CMP and Shannon

Fagan, CMP, both of Association

Headquarters, Inc. This session

showed attendees specific examples of

affordable technology solutions that

they can start using right away includ-

ing: online survey tools, smart-phone

apps, QR codes and more. | pace |

On June 6, the MASAE Education Committee presented the secondfull-day, mid-year conference at The Inn at Penn in Philadelphia, featuring

over 15 exhibitors and sponsors and 70 attendees.

The event opened with a keynote presentation by John H. Graham IV, CAE,

President and CEO of ASAE/The Center for Association Leadership. This being

his first appearence at an MASAE event, Mr. Grahams presentation, entitled

The Future of Associations: Trends Shaping the New Normal, focused on top

trends impacting associations including: demographic shifts, technology

advances, sector blurring, volunteerism, networking and collaboration. Key

demographic shifts are seen in multiple generations working side-by-side, as well

as when leadership roles are shared amidst different generations and cultures.

Two breakout sessions geared toward meeting planning professionals were also

held. Negotiating Hotel Contracts in Real Time, by Joshua L. Grimes, Managing

Attorney of Grimes Law Offices, LLC. Mr. Grimes specializes in serving the

hospitality and association industries and he discussed the post-recession envi-

ronment for best practices in negotiating and managing association meeting and

conference contracts.

The second meeting planner workshop entitled Creative Ways to Stretch Your

Food and Beverage Budget featured Dave Dvorak, Vice President of Conventions

Services and Catering for Starwood Corporation and Demetrios Haronis,

Executive Chef, Tropicana Hotel & Casino. Both identified numerous ways

meeting planners can maximize their conference budgets while still presenting a

first-class event.

Association management professionals attended workshops on Growing Non-

Dues Revenue Using Social Media as a Platform for Research, Prospecting and

Networking, presented by Sabina Gargiulo and Kim Karagosian of Association

Headquarters, Inc. and Association Management Ethics and Professional Practices,

with C. Michael Deese, partner in Howe & Hutton, Ltd.

This session was very informative and provided thought-provoking insight. I was

impressed by Johns presentation at MASAE, commented Amy Drum Caruso, CAE,

CMP of Drum Consultants.

I thought the social media workshop

with Sabina and Kim offered new and

valuable information and tips that I can

bring back to the office today, said

Don McDermott of DGM Associates.

Presenters Kristin Brammell and ShannonFagan with MASAE President Erica OGrady

Conference attendees


18/24SUMMER 2012

his may be a strange title for a magazine dedicated to the association profes-

sion, but it may be a fitting one to address the annual recruitment of members

to serve in the top leadership roles for MASAE. Since most of us, as association

professionals, are involved in the recruiting process for our own organizations, we

know and have seen different types of leaders at the extreme ends of the spectrum:

Those that truly lead the organization by being prepared, focused and

providing vision for the organization, and

Those that are not too engaged and rarely contribute to the organization, hence

the term Warm Bodies.

MASAE is now in its third year and I can truly state that the leaders I have had

the pleasure to work with over the past year have been dedicated, passionate and

have provided the vision that has made MASAE the successful organization that it

is today.

Now on to you! There are many benefits to be reaped from serving in a leadership

role for MASAE, all of which can have a positive impact on your own career. You

will have the opportunity to:

t give back to your profession

network with peers and colleagues

in the industry

grow professionally

make a difference in the organiza-

tion of which you are a member

make new friends

develop and use your communica-

tion, leadership and creativity skills

If you identify with one or more of the

benefits above, you owe it to yourself

to get more involved in the leadership

of MASAE. The MASAE leadership

roles I have served in have been and

continue to be important to my profes-

sional growth as a leader and

association management professional.

MASAE Leadership

It is NOT about Warm Bodies

MASAE 2012 CANDIDATE/VOLUNTEER INTEREST FORMPosition Applying For: (Indicate your choice by checking the appropriate boxes. You can apply for more than one position.)

[ ] Officer _________________________________________________________________________________________________(President, Vice President, Treasurer, Secretary)

[ ] Director ________________________________________________________________________________________________

[ ] Committee Member _____________________________________________________________________________________

Name: __________________________________ Title: _________________________________________________________________

Employer: ______________________________________________________________________________________________________

Phone: _____________________________ Email: ____________________________________________________________________

MASAE Board of Directors and/or Committee Service: _______________________________________________________________

_______________________________________________________________________________________________________________

Professional Recognition and Awards: ____________________________________________________________________________________________________________________________________________________________________________________________

Civic or Community Activities:____________________________________________________________________________________________________________________________________________________________________________________________________

Please attach a statement detailing why you would like to be a MASAE Board Member and include the contributions you believe yocould bring to the organization.

Signature: _______________________________________________ Date:_________________________

Please send to Nominating Committee by email at [email protected] or by fax to 973-838-7124. The deadline for completing the CandidateInterest Form is Friday, October 5th.

Mid-Atlantic Society of Association Executives 170 Kinnelon Rd, Ste 33, Kinnelon, NJ 07405 973-283-4347 * 973-838-7124 * [email protected]


19/24PACE

New Members

Ms. Jennifer FridayTampa Bay & Company

401 E. Jackson St., Ste. 2100Tampa, FL 33602

Phone (813) 342-4060Email: [email protected]

Ms. Barbara Kopala

Hilton Hotel1 Hilton CourtParsippany, NJ 07054Phone (973) 267-7373Email: [email protected]

Mr. Bob McIntoshHilton Hotel

1 Hilton Court

Parsippany, NJ 07054Phone (973) 267-7373Email: [email protected]

Welcome New Members

Mid-Atlantic Society of Association Executives

Welcome New Professional Member:Mr. Geoff SnellingNRG Energy

3711 Market St., 10th Floor

Philadelphia, PA 19104Phone (609) 238-2985Email: [email protected]

Welcome New Associate Members:

Ms. Wendy BatenThe Atlantic Club Casino Hotel

Boston Avenue and Boardwalk

Atlantic City, NJ 08401Phone (609) 340-7095Email:[email protected]

Ms. Tanna McTee-PearmanGrand Sierra Resort

2500 E. Second St.

Reno, NV 89595Phone (775) 789-2033Email: [email protected]

Ms. Kelsey RileyHeritage Hospitality

2700 Mount Rose Ave.

York, PA 17402Phone (717) 755-0123Email: [email protected]

Ms. Prudence ShapcottABE Research

2 Redwood Ct.Princeton Junction, NJ 08550Phone (609) 785-1223

Volunteer Opportunities

Officers: Consists of the President,

Vice President, Secretary, Treasurer,

and Immediate Past President. All

are one-year terms with an annual

election of the Secretary position.

Directors: MASAE Bylaws Article

V, Section 2, require that no less

than six (6) directors are elected to

the board, of which no more than

two (2) shall serve from the

Associate Member Category. All

are two-year terms with various

openings annually.

Committee Members: MASAE is

always looking for members to take

that first step into leadership by

serving on one of the nine

Committees that contribute to the

execution of the many valuable

products and services MASAE

has to offer. Committee Chairs are

two-year terms and committee

involvement is on-going.

Whats required?

In order to be considered for any of

the opportunities listed above, you

must be an MASAE member in good

standing. We are looking for people

who are dedicated, passionate about

association management and have the

vision and objectivity to move the

organization forward. For the role of

Director, we are looking for at least 2

years of volunteer leadership experi-

ence in MASAE as a committee or

task force chair. For an officer role

we are looking for at least 2 years of

volunteer leadership experience in

MASAE as a Director. For committee

involvement, we are seeking general

knowledge of association management

and overall knowledge of MASAE.

Call for Action

This is your chance to contribute to

the growth and development of

MASAE! For more information visit

MASAEs web site to read officer and

director job descriptions, a listing of

the committees and their missions, and

to access the candidate interest form.

The due date for submitting the

candidate interest form is October 5th.

There is no time better than now to

make an impact by volunteering for

this vibrant association of

committed and dynamic executives

and associate professionals. | pace |

BY VICTORIA E. ELLIOTT, R.PH, MBA, CAE,CHAIR-MASAE NOMINATIONS COMMITTEE


20/24SUMMER 2012

his was one of the questions asked of senior association executives in a

recent Association Trends survey. It should come as no surprise that one

area uppermost in executives minds is on delivering member value for the

diverse businesses and individuals that make up their membership.

Underpinning that concern is the challenge of membership retention and growth

that many associations struggle with. Despite the array of data and articles on

how to address this, there is no silver bullet. Each association is unique; what

works for one will not necessarily be effective in another.

We know however, that personal recommendation from members is key to

driving growth; and that keeping members just satisfied with the status quo

is not a good long-term strategy for retention. Members need to experience

value as defined from their perspective and find real levels of engagement that

address more than just having the qualifications or letters associated with that

organization.

So the real questions are how engaged are your members and do they experi-

ence real value from their membership to the extent that they become natural

advocates for your organization? As a senior association executive or a member-

ship board, its virtually impossible to answer those questions adequately without

asking your members.

Dont waste your money on membership surveys.

Association Executives WhatsKeeping You Up At Night?

Association Executives WhatsKeeping You Up At Night?

tBY PRUDENCE SHAPCOTT

Seriously, dont waste your

money on membership

surveys, but do conduct

surveys that will help you

address your strategic

concerns.


21/24

Feature

PACE

Seriously, dont waste your money on

membership surveys, but do conduct

surveys that will help you address your

strategic concerns and provide a

tangible ROI.

With the wide prevalence of DIY

online survey tools, many associations

do quick membership surveys. The

tools themselves are often not the

issue but the process. Here are my

suggestions to help you achieve better

value from your surveys.

Get buy-in from your membership

for the survey. This should be done

before, during and after the process.

Communicate the rationale for the

survey, how you value their input and

how the results will be used.

Use well designed questions that

are unbiased and address strategic

issues.

Encourage honest responses as

opposed to right or wrong answers.

To provide truly honest and objective

results, surveys need to be done anony-

mously and preferably executed by an

external agent.

Respect your members time -

surveys should last no more than 10

minutes or so.

Minimize survey fatigue: dont

survey your members too often - do

this at least once, and perhaps no

more than, three times a year.

Use incentives appropriately.

They need to be appropriate to the

whole target audience and not just a

particular group within your member-

ship. They should not be so large that

they over shadow the purpose of the

survey. Be aware that they can intro-

duce their own bias into your results if

they become the primary motivation

for completing your survey.

Share results with your members.

Give an indication of how you

have used/will use them to improve

things for their benefit.

Ensure your survey method

achieves the widest representation

possible. Generally, you should be

wary of making any strategic decisions

based on single-digit response rates.

Extremely low response rates can in

some cases be an indication of the

low level of engagement your members

have with your organization. | pace |

PRUDENCE SHAPCOTT IS A MARKET RESEARCH CONSULTANT AND OWNER OFABE-RESEARCH LLC. FOR COMMENTS OR MORE INFORMATION, PLEASE CON-TACT: [email protected], OR VISIT WWW.ABERESEARCH.COM

1

2

3

4

5

6

7

8

So the real questions

are how engaged are

your members and

do they experience

real value from theirmembership to the

extent that they become

natural advocates for

your organization?

THEPUBLISHINGGROUPI N T E R N A T I O N A L, I N C .

P: 303.368.4450 F: 303.675.3947

Advertise in the next paceCall Now!


22/24

SUMMER 2012

Schedule of EventsTuesday, August 21, 2012

Sea Oaks Golf Club

11:00am

Registration

Driving Range Open

Putting Skills Competition

11:30am 1:00pm

Networking Lunch

Box Lunch Served

1:00pm 6:00pm

Shotgun Start-Scramble Format

6:00pm 8:00pm

Reception and Awards Dinner

ummer is here and its time to hit the links and enjoy the great outdoors!

MASAEs Annual Golf Tournament is scheduled for Tuesday, August 21st

at Sea Oaks Golf Club, in Little Egg Harbor, NJ.

Sea Oaks has proven to be the perfect fit for our tournament as the course is

always in great condition and the service from the golf staff, as well as the cater-

ing staff, is outstanding year after year. Sea Oaks is centrally located with easy

access off of exit 58 of the Garden State Parkway.

Golfers of all skill levels start the day with registration and use of the driving

range at 11am, followed by a box lunch. New this year is a Putting Skills

Competition all registered golfers can participate and the winner will receive

an overnight stay at my favorite place the Trump Taj Mahal!

The format for golf is a four person scramble with a shotgun start at 1pm.

Immediately following golf is a cocktail reception with open bar, buffet dinner

and dessert. Prizes are awarded for the 1st place team, longest drive for both

men and women, closest to the pin for both men and women, a beat the pro

contest and a chance to win fabulous prizes on all the par 3s for hitting a hole

in one.

There are numerous sponsorship opportunities available, including the awards/

dinner sponsor, closest to the pin, longest drive, hole in one and individual hole

sponsors, just to name a few. The professional and associate members have

stepped up year after year to support the tournament and MASAE through their

sponsorships and prize donations. You would be hard-pressed to participate

anywhere else in a tournament with so many prizes.

The Golf Committee has been hard at work planning and organizing this event.

The committee members include: Dean DAmbrosi National Association for

Printing Leadership; John Connolly - Carlin Management; Tim Bower Bower

Management Services and Joe Sapp Talley Management.

If you are looking for a great networking opportunity, some good old

fashioned exercise and lots of fun, the MASAE Golf Tournament is the

perfect opportunity. See you on the golf course! | pace |

MASAES 3ND ANNUAL GOLF TOURNAMENT PROMISES

GOOD GOLF, GREAT NETWORKING AND LOTS OF FUN!BY ROBERT KELLY, CMP, DIRECTOR OF HOTEL, TRUMP ENTERTAINMENT RESORTS, MASAE GOLF COMMITTEE CHAIR

ATTENTION FELLOW GOLFERS!

s


23/24

Bower Management Services (Collingwood, NJ) is offering a$250 Conference Scholarship to be used toward the registrationfee for the MASAE Annual Conference to be held November 28and 29 and a one night stay (Wednesday, November 28) at theTrump Taj Mahal, Atlantic City.

(*when sponsored by a member)SCHOLARSHIPS AVAILABLEMASAE MEMBERS AND NON-MEMBERS*MASAE IS ONCE AGAIN PROUD TO ANNOUNCE THE

AVAILABILITY OF SCHOLARSHIPS TO ASSIST YOU IN

SATISFYING YOUR CAREER GOALS FOR THIS YEAR.

I am very pleased to be able to support the educational goals of the Mid-Atlantic Society of Association Executives

and to be this years sponsor of the Annual Conference scholarship, stated Tim Bower. Mr. Bower, CAE,

serves as this years secretary of the MASAE Board and is also on the Education Committee.

2012 Scholarship Sponsors Brown Dog Marketing and LaneServices, Inc. are offering one $500 scholarship to be used forCAE certification costs and/or education, MASAE seminars and/or

ASAE programs. Jim DOvidio, president of Brown Dog Marketingand Dr. Robert Lane, PhD and principle of Lane Services also serveon the MASAE Board of Directors. Dr. Lane chairs the MASAE

Associate Member/Supplier Task Force and Mr. DOvidio alsoserves on this group.

November 1, 2012 is the deadline for application submission.

Please go to www.midatlantic-sae.org

for detailed information regarding the scholarships.


24/24

PACE WebReadySummer2012

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