selling bdpa: multiple streams of chapter income

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



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.


Where is BDPA Revenue?We only have 3 sources of money!

• Membership

• Fundraising

• Corporate Sales


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.


BDPA Active Memberships (2004-2012)

• Low Members = Low Revenue!

0

500

1000

1500

2000

2500

3000

3500

4000

1Q 2Q 3Q 4Q

200420052006200720082009201020112012


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


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


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)


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


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.


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?


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



Contact Information

Wayne Hicks, Executive DirectorBDPA Education and Technology

[email protected]

(513) 284-4968http://betf.blogspot.comhttp://twitter.com/BDPA

http://www.facebook.com/BDPAFoundation

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