Membership Growth Chapter Training Webinar: Tuesday, January 12, 2016 1:00 pm EST

Member and Chapter Services Team Membership Growth Member and Chapter Services Team Moderator Tina Jordan: Vice President, Membership Corporate Membership Julie Lama: Director, Corporate Membership Katie Helwig: Manager, Small Business Individual Membership Sean McGowan: Director, Individual Membership Susan Emert: Manager, Chapter Services Sarah Christensen: Young AFCEAN Outreach

Corporate Membership Belong to an Association with a rich heritage and be a part of the legacy for the future Have a voice in the exchange of ideas and continuing advancement of thought leadership Participate in thought leadership positions at the international, national and chapter level, helping identify trends, find solutions and address member needs.

Corporate Membership Marketing Resources Online Corporate Directory Listing Corporate Member Only New Corporate Member Listed in SIGNAL Magazine Sustainers listed monthly Capability statement listed Press Releases posted on website AFCEA Corporate Member logo

Corporate Membership Discounts Advertising discounts and priority positions in SIGNAL Magazine and on the AFCEA Website Exhibits, Sponsorships, and Registrations Priority placement with exhibits Corporate member only events Complimentary associate memberships Insperity HR Solutions

Small Business Why Small Businesses NEED to be corporate members Free Marketing Resources Listed under corporate member benefits Deeper Discounts for Small Business Registrations, exhibits, sponsorships at International conferences and symposia SBA-certified Small Businesses qualify for discount. When in doubt, ASK!

Small Business Direct Access to Primes and Government Decision Makers Contracting Courses Government/Industry Panels Small Business Workshops &Matchmaking TechNet Augusta Homeland Security More coming in FY16 Soft introductions to chapter liaisons, industry and government

Small Business Influence AFCEA’s Business Focus and Direction Small Business Committee Sub-Committees Include: Programs Awards/Scholarships Chapter Outreach Research & Education Training & Education Social Media Membership Marketing

Individual Membership Chapter Membership Growth – Two Key Strategies (Equally Important!) Recruiting Retention Leverage AFCEA HQ Tools and Resources Chapter Officer Tools – AFCEA Member Portal Membership Best Practices Membership Care Packages 70 Day Membership Growth Campaigns Young AFCEANs Women Government/Military

Individual Membership Individual Member Recruiting Promote Membership from the Podium Membership Table at All Events Laptop and Volunteer at Membership Table – Recruit New Members On the Spot Member vs. Non-Member Registration Fees – Enhance the Value Proposition Member-Only Events “Each One, Reach One” Programs at the Chapter Level Contact AFCEA HQ Discuss Recruiting Strategies with MCS Staff Request Membership Brochures, etc. to Assist With Recruiting Efforts

Individual Membership Individual Member Retention Easier to Retain an Existing Member Than to Recruit a New One! First Step in Retention – Outreach to New Members Follow Up to the “Your Membership” emails sent from HQ (6 Months into a New Member’s First Year) Chapter Officer Tools List of members eligible to renew/recently expired Focus on Individual Members – Julie and Katie are actively working with Company POCs for Corporate Member retention

Government/Military members Targeted 70 Day Growth Campaign at the end of FY16 Value Proposition is Much Different Than for Industry Focus on Building a Professional Network to Assist with Transition to Private Sector Work with AFCEA HQ to Offer Continuing Education Content at Chapter Events Documentation of Attendance is a Member-Only Benefit Maintain Relationship with Government/Military Leaders in Your Area

Women members Women in AFCEA HQ group run by volunteers Working with women-focused groups at chapter level Women in NOVA (WIN) CMD’s Women in Intelligence Group (WIIG) Identified 17 Women Outreach Leaders at chapter level Women’s Awards Women’s Appreciation Event at WEST Full program including awards presentation

Women members Female statistics Number of members is rising slowly … 15.9% women members in 2015 15% women members in 2013 Number of speaking slots at AFCEA International events also rising 5% women keynote speakers in 2012 24% women keynote speakers in 2015 High percentage of volunteers are female 24% of chapter officers are women Compares favorably with percentage of female members

Women members Recruiting Women Sell your chapter events to them! Encourage current female members to bring a friend Gives them opportunity to network at an individual level with other women in similar career fields AFCEA involvement means the opportunity to mentor future female academic/military/industry leaders Provides a path to further educate our nation's females by supporting the AFCEA Educational Foundation's scholarship programs at the chapter level

Women members Retaining Women Engage them as a chapter officer Recruit them as a speaker/panelist at chapter events Nominate them for a Women’s Appreciation Award Create a local women’s group at the chapter Women in AFCEA can assist

Young AFCEAN members General Points BIG focus this year! Highlights in general Networking- this is key! Mentorship Leadership Professional Development Social The Young AFCEANs are one of the main focus areas for membership growth this year. This is very strongly supported by General Shea, our President and CEO. When talking to a potential new Young AFCEAN member, one of the biggest things to highlight for them is the networking piece. Networking is one of the most important things to the younger generations. Talk about the access to senior leaders and how those relationships will help both their business acumen grow, which will make their employer happy, but also how those relationships help them personally to grow into a better professional. Some of these senior leaders may become their mentors, which is another thing young professionals look for. Leadership opportunities are also important. The younger generation wants to have a voice and to make an impact. They don’t want to be bored; they want to be doing something and giving back. Also discuss how the events they attend will help them to grow professionally by learning new things about the field. The social aspect is important as well. Many young professionals are just starting out up here and may not know many people, so this could be a good avenue for them to make friends, which will keep them coming back.

Young AFCEAN members Recruiting Ideas Find out what the individual is interested in, and then tell them how your chapter fits his or her interests Tell your story of how AFCEA has helped you Tell them how they can be involved now Connect right away Have current members bring potential new members to events Besides just those general points to make, here are a few other things specific to the younger generation you could do to try to recruit them to join AFCEA. First, ask them what they are interested in. By doing this, you find out what they think is important. Then you can tell them how AFCEA helps them with their interests. This will make them more open to the idea of joining, because they will be attracted to the idea of doing something within his or her interests. Also tell them how AFCEA has helped you. People relate better to stories. It makes it easier to see how it can benefit you. Tell them how they can be involved now, and connect with them right away after the event. If they think nothing is going on, or no one is reaching out to them, they won’t be as likely to be involved. If it takes too long, they’ll forget and when they eventually do get an email, they won’t be that interested in attending because they’ll think you don’t have your act together.

Young AFCEAN members Retention Ideas Nominate them for awards Give them leadership opportunities Have a variety of events, and hold events consistently Be open to trying their ideas! DON’T just make them bag stuffers- give them meaningful work Have high-level individuals attend happy hour-type events Retention, as Sean talked about, is just as important as recruiting new members. One way to retain them is to nominate them for the Young AFCEAN awards, both at your chapter if you have them, and at the International level. Everyone loves to be rewarded and recognized for their hard work! Also give them leadership opportunities. This will help them get more out of their membership, and they’ll gain those skills and networks they are looking for. When you have them in these positions, be open to trying their ideas. This will make them feel like a valuable part of the organization, and they’ll be more likely to stick around. DON’T just make the Young AFCEANs your grunt work. No one wants to feel like they are at the kids table, or are only capable of the work that anyone can do. If you don’t give them meaningful work, they won’t see the point in being a member and they will leave the organization. Finally, have a variety of events, and hold events consistently. The professional development events are great, but make sure you have happy hours and social outings as well. Even if all of your events are clustered together, you still need to have a presence. It’s very simple to set up a monthly happy hour. Make sure they feel connected! If the members think you have no events planned, they won’t understand how to get the networking piece, and will not stay committed. Finally, the AF-seasoned members need to attend the YAC events. Since the YACs are joining for the networking and mentorship piece, those senior level people need to be at these events so they can network. Networking with your peers is fine, but the connections with the senior leaders are what will help them in their professional life the most.

Questions ? Contact us Archived webinars Tina Jordan, VP of Membership tjordan@afcea.org Corporate Membership (Julie, Katie) corpmemb@afcea.org Member & Chapter Services (Sean, Susan, Sarah) mcs@afcea.org Archived webinars www.afcea.org/training