BUSINESS TEAM CHAIR CONCEPT Find and Recruit High-Level Executive From a Major Local Employer WHO WILL Lead the Walk by Making a Large Sponsorship Donation and Producing a Large Walk Team

The March of Dimes Birth Defects Foundation and the Juvenile Diabetes Research Foundation Both Used the Business Team Chair Concept to Build $100+ Million Walk Programs

The Number One Job of Any BUSINESS TEAM CHAIR IS NOT –to Personally Recruit Other Companies and Businesses to Support Your Walk But RATHER –LEAD by His or Her Personal Example in the Sponsorship and Team Areas –Allow NAMI to Run the Walk Program Around Him/Her

Key Responsibilities of the Business Team Chair 1.Have Company SPONSOR Walk at one of the Top Levels 2.Commit to Having a LARGE TEAM 3. APPOINT A KEY MANAGER to Serve as Overall Team Captain and work with NAMI on their Walk effort 4. ALLOW LETTERS to go to Business Leaders in support of the Walk (drafted by NAMI and submitted for approval in advance)

KEY RESPONSIBILITIES (cont) 5.ALLOW NAME AND TITLE to be Prominently Highlighted on Kick-Off Luncheon Invitations that will be Sent to Local Business Leaders and Other Potential and Confirmed Supporters of Walk 6. ATTEND KICK-OFF LUNCHEON with Team Captains from Company and Publicly Express Strong Support for NAMI and the Walk 7. ALLOW POST KICK-OFF LUNCHEON Correspondence (letters and/or s Drafted by NAMI and Approved in Advance) to be Mailed to Confirmed and Potential Supporters of Walk 8. PARTICIPATE IN WALK as a LEADING MEMBER of the Company Team

1997 JDRF Northern New Jersey Walk BUSINESS TEAM CHAIR: Robert Silver, Executive VP – Operations Paine Webber, Inc – 8,000 “backroom” Support Employees Recruited by Family Friend Who Worked with Him and Had a Child with Diabetes $35,000 Walk Sponsorship Donation 1,814 Walkers on Team $348,485 Raised by Paine Webber Walk Team WALK GROSSED $625,000

1997 JDRF GREATER CHICAGO NAPERVILLE AREA WALK BUSINESS TEAM CHAIR: Leo Fronza, President and CEO Elmhurst Memorial Hospital – 2,800 Employees $5,000 Walk Sponsorship Donation 812 Walkers on Team $50,758 Raised by Elmhurst Memorial Hospital Team WALK GROSSED $307,000

1997 JDRF MEMPHIS WALK BUSINESS TEAM CHAIR: Kirk Bailey, President Union Planters Bank – 1,500 Employees Recruited with Help From Previous Year’s Business Team Chair who was COO of AutoZone $17,030 (Cash Sponsorship + Selling Paper Logos to Customers) 359 Walkers on Team $24,091 Raised by Union Planters Bank Team WALK GROSSED $160,000

WHO TO TARGET: TOP LEVEL MANAGERS FROM BIGGEST EMPLOYERS IN AREA (Owners, CEOs, Presidents, Executive VPs) WHERE TO FIND THEM: Business Journal Book of Lists Local Chamber of Commerce Directory Government Publications Reading Business Section in Local Newspaper (every day)

HOW TO TARGET BUSINESS TEAM CHAIR 1.8 to 12 Months BEFORE Walk – Develop a Preliminary List of 10 to 20 Prospects 2.Circulate List and Business Team Chair Job Description to as Many Team Captains and NAMI Supporters as Possible with Cover Memo Explaining the Business Team Chair Concept to See if Anyone Can “Reach” any of the Prospects 3.Narrow the List Down to Top 5 Prospects and Begin Contacting them for Meeting Directly by Mail 4.Contact all 5 Unless You Have an Excellent Chance with One 5.NEVER MAKE AN ASK OVER PHONE or INFORMALLY Through a Volunteer

PREPARING FOR “THE ASK” MEETING 1.Work Closely with your Regional Walk Manager in Preparing for this Meeting 2.Confirm the Meeting Date, Time and Location on Paper or by with Prospect’s Assistant 3.Research the Prospect and Company as Much as you Can 4.Put Together Your Best Possible 2 or 3 Member “Ask Team” that Includes Any Volunteers who Know the Prospect or Who Helped Get the Meeting with Him/Her 5.Contact the Prospect’s Assistant the Week Before the Meeting to see if you can show the NAMIWALKS DVD

PREPARING FOR “THE ASK” MEETING (cont) 6.Prepare a Good Information Folder that Contains Information on Both NAMI and on the Walk to Review With the Prospect (bring extra folders in case prospects invites staff members to meeting) 7.Before the Meeting - review the Contents of the Folder and How You Want the Meeting to “Flow” with Everyone on “The Ask Team” 8.Always Come Bearing a NAMIWALKS Gift if Possible 9.Never Forget to Review the Business Team Chair Job Description and Make “The Ask” Clearly and Directly. Do Not Press For an Answer if the Prospect Asks for Time to Consider the Request 10.Be Sure to Thank the Prospect for Taking the Time to Meet at Both the Beginning and at the End of the Meeting

MEETING FOLLOW-UP 1.Always Send a Thank You Letter ASAP After the Meeting 2.Always Review What Was Requested and Agreed to in the Thank You Letter 3.Always Include any Promised Additional Information or Materials in or with your Thank You Letter 4.Always Copy your “Ask Team” on the Thank You Letter 5.Always be Polite and Respectful to the Prospect’s Administrative Assistant (they are often the most important person in the Business Team Chair recruitment process)