Program Development for Head Start Associations Rick Mockler, MPA Executive Director California Head Start Association My background. Dana and I are covering the same content from two different perspectives. She is giving the aerial view and I am providing an on the ground view. I will focus on business development / revenue generation, and will share our experience in CA, and per Ed’s advice, have a takeaway that you could implement.

We’re Running Businesses “No Margin No Mission” -- The Sisters of Charity

The Discipline of Association Management Associations are a particular type of business, with special products and services Different from being a local service provider Resource: American Society of Association Executives and their affiliates Need to either hire for or contract for that expertise Option: Association Management Companies We often don’t think ourselves as assn professionals or acknowledge that it is a unique discipline. (story of CAEYC crashing and burning for lack of expertise, and saved by an AMC with an ED who knew nothing about ECE). Knowledge leadership, policy leadership, convening, specialized products and services.

Assessing your Market What are your members’ needs? Where can you uniquely add value? Where can you leverage your statewide or regional scope as a strength? How can you work with your members for synergy? What can be monetized?

CHSA Products/Services Case Studies: Family Development Credential Program Wage & Benefit Survey Key steps: Feasibility Analysis Planning with Members Execution Refine and Repeat We net about $30,000 from each of these items, and they are still growing.

Example #1: CHSA’s Family Development Credential The Need: Training for Family Service Workers / Advocates New federal requirement for credentials The Opportunity: Serve as State Coordinator for national FDC program The Program: National curriculum developed at Cornell University Mini-MSW, 90 hour training (15 day classes) Strength based approach My survey feedback from program directors

Initial Business Model Organize and lead classes around the State Collect registration fees Issue credentials Projected profit margin: 10% Response from programs: Desire to build internal training capacity

Revised Business Model Train the Trainers & Coaching Trainers Regional Training Institutes Curriculum support Coaching Insight: Bundle training and coaching Profit margin: 40% CHSA Contact: John Berndt, john@caheadstart.org National program: Claire Forest, at Univ. of Connecticut

Example #2: Wage & Benefit Survey The Need: Programs need accurate market data for employee wages and benefits OHS requires programs to have wage survey data The Opportunity: As a state association, we are a trusted broker of information Save programs money Collect better data and do better analysis

Conducting the Project Reviewed OHS Guide to Conducting Wage Surveys Feasibility analysis for CHSA board Advisory committee, designed scope of work Issued RFP and hired a consultant Promoted the survey to members Data analysis Edited report Pricing -- discounts for participation, membership Webinar for members

Wage Study Report The 43 job categories identified by OHS Data organized by agency size, type, demographic and regionally. Employee education levels Benefits, insurance coverages

Feasibility & Experience Participation: Most grantees participate & purchase Pricing: $1,000 - $2,000 per program (if sold) Lessons: Not all wage surveys are equal Programs will appreciate the value if we communicate

Head Start Affiliate Community as a Marketplace We’re already are brokers of knowledge We don’t have to be experts in everything -- every association has particular strengths We’re stronger together

We Don’t Have to do Everything Ourselves

Opportunity: Group of HS Assns Engage a Wage Consultant Achieve greater efficiency – driving down cost Reduce the learning curve for programs and the Head Start associations Collect more data Interested? Workshop on Wage Surveys today at 1:30, in Promenade 203A Ed asked me to propose something that could be a takeaway.

Other Ideas for Services Jobs at Head Start – CHSA job board Special Training – e.g. Region 9 HS Association’s Early Childhood STEM Conference Credentialing for specialized areas Coaching for Directors and Managers State level data analysis for community needs assessments Captive health insurance plans

Thank You CHSA Updates: subscribe at www.caheadstart.org CHSA on Facebook Twitter: @rickchsa If you follow me on Twitter, I promise to never tell you what I ate for breakfast