This is the .ppt deck that I used for a chapter building workshop held in March 17 at the 1Q-2012 BDPA Winter Leadership Training Seminar. I enjoyed the interaction with the audience very much!

1. Selling BDPA:
Multiple Streams
of Chapter Revenue
Wayne Hicks
Past NBOD Member (1989-1993, 1999-2009)
March 17, 2012
1Q-2012 BDPA Winter Leadership Gathering

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)
• W Chapter of the Year Twice (2000 and 2001)
on
 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
Selling BDPA (Mar 2012) 2

3. Helpful Handouts
• 2012 National BDPA • Crowdrise.com profile
Strategic Plan (personal) and project
• 2012 Chapter Budget (chapter)
• Access to VPMM Group on • Facebook Cause to support
BDPA.org your chapter
• BETF SOP: SITES Funding • Corporate Sales Handbook
Requests • Corporate Opportunities
• Access to CRM tool Portfolio
(Salesforce.com)
Selling BDPA (Mar 2012) 3

4. Why Does BDPA Exist?
“BDPA advances the careers of
African Americans in the IT
industry from the classroom to the
boardroom”
3.BDPA can never succeed if we forget the reason we exist.
4.BDPA can never raise money if we don’t have programs.
5.BDPA Leaders must create and market its programs.
6.BDPA can never grow if nobody know we exist.
Selling BDPA (Mar 2012) 4

5. Where is BDPA Revenue?
We only have 3 sources of money!
• Membership
• Fundraising
• Corporate
Sales
Selling BDPA (Mar 2012) 5

6. Where is our ‘ hurt’ ?
The bigges t revenue challenge that BDPA faces is
its low members hip numbers .
 FACT #1: W have seen a steady stream of major-
e
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.
Selling BDPA (Mar 2012) 6

7. BDPA Active Memberships
(2004-2012)
• Low Members = Low Revenue!
4000
3500 2004
3000 2005
2500 2006
2007
2000
2008
1500 2009
1000 2010
500 2011
2012
0
1Q 2Q 3Q 4Q
Selling BDPA (Mar 2012) 7

8. Are You Using BETF?
We have been your fiscal agent since 1992!
• Identify Target • Grant Request
Funding Source – Approved by Funding
Internet search, members, Source – funds sent to
sponsors, BETF- BETF; placed in restricted
YahooG roup, BETF-Blog chapter account
• Draft Grant Proposal – • IRS Tax Receipt Form
this is joint effort by BETF • BETF sends check to
& local chapter BDPA chapter – based
• BETF Mails Grant on request in Step #5
Proposal – sometimes it • Final Grant Report –
is online application issued by local chapter
Selling BDPA (Mar 2012) 8

9. Some Chapters ‘ Get It’
BETF Support to Local Chapters (2008-2012)
69 funding requests; $385,317 • Gr Columbia - $1,700
approved (as of J an 2012) • Los Angeles - $23,502
• Baltimore - $500 • Middle Tennessee - $4,600
• Baton Rouge - $2,660 • Nat’l BDPA - $5,000
• Bay Area - $1,417 • New Jersey - $23,000
• Charlotte - $7,500 • New Y - $8,454
ork
• Chicago - $21,998 • Orlando - $850
• Cincinnati - $131,758 • Philadelphia- $7,879
• Cleveland - $9,039 • Rhode Island - $500
• Columbus - $2,692 • Richmond - $28,076
• Dallas - $880 • So Minnesota - $2,250
• Dayton - $4,250 • Triangle - $5,384
• Detroit - $739 • Twin Cities - $2,791
Selling BDPA (Mar 2012) 9

10. Fundraising Tips
• Annual awards banquets or luncheon (1Q)
• Annual education banquets or luncheon (3Q)
• Collaborating with BDPA Education and Technology
Foundation (BETF)
• Matching funds (eg. Charlotte member, $5k)
• Online Fundraising (e.g., Facebook Causes,
www.causes.com or Crowdrise,
www.crowdrise.com/BDPAFoundation)
• Traditional grant writing
• Volunteer grants
• Payroll Pledge or Credit Card Pledge (eg, $500/mon)
Selling BDPA (Mar 2012) 10

11. Corporate Sales
Corporate Sales Roles & Corporate Participation
Responsibilities Continuum
• Chapter 4. Awareness
President 5. Involvement
• Account Manager 6. Corporate Supporter
• Corporate Champion
7. Corporate Sponsor
• Corporate Chapter
• BDPA-BETF Director
Selling BDPA (Mar 2012) 11

12. Corporate ROI Decision
• National Programs/Services – Resume database,
digital library, IT Institute, newsletter ads, web banner
or Bemley Scholarship fund.
• Local Chapter Programs/Services – Monthly
program meeting, quarterly workshops, newsletter ads,
web banner or memberships.
• Annual Conference – Career Fair, Speaking
Opportunity, Receptions, Conference Guide
advertisements or workshop presenters.
Selling BDPA (Mar 2012) 12

13. Corp Sales Talking Points
1. Has company realized 1. W are good areas for
hat
benefits from BDPA collaboration (hot
sponsorship? buttons)?
2. W are your business
hat 2. Is the corporation
interested in supporting
challenges? multiple chapters?
3. Is there more that BDPA National BDPA? National
can do to help company Conference?
meet corporate 3. W Company sponsor and
ill
objectives? at what level?
4. Any BDPA opportunities 4. W are the next steps?
hat
for improvement?
Selling BDPA (Mar 2012) 13

14. 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)
Selling BDPA (Mar 2012) 14

15. Marketing BDPA
• BDPA.org
• Crowdrise
• Facebook
• Flickr
• Groupsite
It is imperative that BDPA • LinkedIn Network
be active in a variety of
• Slideshare
social media platforms
• Twitter
• YouTube Channel
Selling BDPA (Mar 2012) 15

16. Contact Information
Wayne Hicks, Executive Director
BDPA Education and Technology Foundation
W ayne.Hicks@ betf.org
(513) 284-4968
http://betf.blogspot.com
http://twitter.com/BDPA
http://www.facebook.com/BDPAFoundation
Selling BDPA (Mar 2012) 16