Invigorate Revenue

Feb
27

I run a small business. Here’s how to recruit me to your association.

During my 25 years in the association business, I’ve seen organizations discuss the value of recruiting and retaining small businesses, and the frustration of servicing growth enterprises. But now I have a unique perspective as a small business. Dilemma #1. Most associations can make the case that I need to be interested in government relations. […]

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Feb
08

The power 1-click ordering has on your bottom line

People like convenience. Today, many products are specifically-designed to improve the user experience and make people’s lives easier. Convenience-focused pieces of technology range from smart-kitchen devices that let you view your fridge’s contents while you shop for groceries to robotic vacuum cleaners owners can activate to start cleaning their houses with the touch of an app. When it comes […]

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Jan
17

How to efficiently bring your CEO to sales meetings

I recently had a fantastic conversation with a number of senior sales executives, and the topic of CEOs playing a key role in sales was a big part of the discussion. I mean, what better person to sell your organization than the top boss? Here are some key thoughts on the process: 1. Your entire […]

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Jan
10

The 5 step process to innovation

Ideas are the root of all innovations. Because ideas lead to innovation we want more ideas, better ideas, the idea that will excite members. Many innovative associations use a formal or informal idea process which generally has five steps and goes something like this: Step 1: Allow members’ problems to spark innovative ideas Our members […]

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Jan
04

Are mission-driven associations dying?

There seems to be a continual “old guard/new guard” debate as to the purpose of associations. This might mean paid staff, volunteer leaders, or rank and file members. The old guard position is generally that people in the industry or profession need to join the organization to serve and give back — our job is […]

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Dec
06

Associations should sell solutions, not products

I was inspired recently by a quote I saw posted on LinkedIn that really struck me: “It’s Not the Products You Sell, It’s the Problems You Solve.” And I thought about this perspective for our clients and for associations selling membership in particular. From what I see in my business – selling solutions is what […]

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Nov
16

How 1 association handled recession in its industry

Going to the gas station and filling up your tank is a much cheaper endeavor today than it was two years ago. As a consumer, this is great news for you. As the President of the Pipeline Research Council International, whose members are mostly pipeline operators, it means my job has been kicked into overdrive. […]

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Nov
13

How an economic downturn affects your association

In the office today, I read the statement from the Reserve Bank of Australia on its decision to leave interest rates on hold. The general economic outlook isn’t feeling great. In Australia and internationally, many senior economists are concerned about the very real prospect of a significant economic downturn on the horizon. So how would […]

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Oct
28

3 podcasts to boost your association revenue

These podcasts tie together several innovative strategies toward moving the ball forward, from recruiting your CEO to jumping into the sales game, to landing the “huge” membership accounts, to digging deep to find out what your association sponsors really want and how to give it them. Surefire Sales Strategies for Association CEOs Increasingly, I’m finding […]

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Sep
29

How to create a ’boutique’ sponsorship program

With sponsorship dollars down and withering vendor enthusiasm for legacy sponsorships (i.e. the coffee break), a different approach to revenue growth is desperately needed. A trend I’ve seen developing (slowly) is presenting prospects and long-time sponsors with a customized or “boutique” sponsorship opportunity. The problem is no one on the sales side is being proactive […]

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