MAXIMIZING EFFICIENCY AND REVENUES SEPTEMBER 29 TH, 2015

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1 MAXIMIZING EFFICIENCY AND REVENUES SEPTEMBER 29 TH, 2015

2 TODAY S GOAL Gain a new perspective to increase the efficiencies in your membership while providing a greater member experience. Learn how to optimize your efficiencies, maximize revenues, and control expenses! Understand what, how and why!

3 GETTING STARTED: SHAKING MYTHS Board Disapproval Members Are Too Old Technology is Costly Limited Time Additional Staff Failed Attempts Membership culture changing faster than ever Yesterday s Myths May Not Apply Today or Tomorrow!

4 KEEP THINGS SIMPLE AND FOCUSED Simplicity for Your Staff Easier to reproduce and manage Simplicity for Your Membership Accessibility and Ease of Use is King The Five Second Rule The 80/20 Rule 80% of Positive is Better Than Alternative Continuous Learning Members Appreciate Value and Growth Final Litmus Test Drive Revenue or Create an Efficiency?

5 Ready for Some of Those Ahhhh-hah Moments?

6 MOMENT #1: BUILD A PLAN Plans Pierce Through Any Myth Areas of Focus The Website Experience Online Revenue Streams The Online Membership Path ZERO COST/Benefit Ability to Gain Buy In and Measure Progress

7 MOMENT #2: WEBSITE Homepage is Your Hub Three Distinct Focal Points Fresh Weekly Content Access Revenue Drivers Mobile Tablet Accessibility Mobile Accessibility Include Contact Details Phone # on Homepage Sell Ads and Sponsorships Revenue Share Options Other Sites about $2,000 ZERO COST/Benefit (If AMS has integrated Mail Blast Tool) Increased Membership Size & Reduced Staff Time

8 MOMENT #3: RECRUITMENT AND PRE-RETENTION Maximize Member Benefits Display Value of Membership When Clicking Join Now Include Membership Justification Packet Showcase Member Video Testimonials Simplified Membership Application Form Total Experience Should Take Less than 7 Minutes Application Should be Mobile / Tablet Friendly Record & Review Incomplete Applications Nurture Incomplete Applicants with Drip Campaigns

9 MOMENT #4: MEMBERSHIP RENEWALS Simplified Design of Online Renewal Form One Purpose Renewal Communications Postal Online Consider Online Renewals Simplicity is Best Hybrid Online / Invoice Process Auto-Renewing Memberships with Auto Pay ZERO COST/Benefit Reduced Staff Time and Increased Member Communications

10 MOMENT #5: REVIEW MEMBERSHIP CATEGORIES Offer Organization-Based Memberships Fast Moving Segment Charge More in Dues Indirect Provides More Services to Individual Memberships Option to Upsell Annual Sponsorships Setup Favorable Dues Rules Pro-Rated Calculations Auto-Escalating Member Types Offer Trial Memberships ZERO COST/Benefit Create New Areas of Membership Growth

11 MOMENT #5: REVIEW MEMBERSHIP CATEGORIES Pay Attention Member Journey Through Your Association

12 MOMENT #6: BETTER DATA Data Improvement Services CASS National Change of Address Valid & Phone Simplify.Too Many Fields and Questions Processes and Rules for Staff Better Quantify and Sort Greater Accuracy in the Reporting More Targeted & Cost Effective Communications Automatic Membership Retention Report ZERO < $5K/Benefit Better Perspective on the Membership

13 MOMENT #7: ENGAGEMENT = PARTICIPATION = REVENUE Member Portal Members are Online Customers/Know Best Want Access to Manage the association relationship online Improves Level of Data Accuracy Offers 24/7 Member Services and Sales Self Service Saves Money Data Updated More Frequently Are All Transactions online? Reduced Staff Time Offer Incentives / Gamification Limited Quantity Discounts

14 Moment #8: Non-Dues Revenue Webcasts Digital Sales and Docs Member versus Public Pricing Content = Membership Value Online Directories Enhanced Listing Display Options Additional Category Upsells Sponsorships Real-Time Relevance Revenue Share Options Leverage Job Board/Career Centers Content = Great Membership Value Real-Time Relevance Revenue Share Options Offer Online Sponsorships Newsletters, Website Visibility, Mail Blast, Directories Revenue Share Options

15 MOMENT #9: EMPOWER YOUR STAFF, MEMBERSHIP & AMS PARTNER On-Going Staff Training with AMS Provider Pre-schedule Semi-Annually Take Advantage of Features Released in Each Version Update The More AMS You Leverage, the More Efficient the Process Cross-Train Team Members for Perspective and Additional Support Survey Your Membership Understand Member Needs Open Dialogue with Your AMS Partner Schedule Quarterly Strategic Calls Benchmark From Other Associations Bi-Annual Reviews / Business Process Review Membership Customer Service is Only as Good as the Process Review the Most Requested Membership Questions

16 THANK YOU! Brian K. Choate Executive Vice President, Timberlake AMS Solutions Direct: ext