“A CONVERSATION WITH ORANGE COUNTY COUNCIL” P ART 2 22 NEW UNITS 53 REQUESTS FOR FOLLOW UP VISITS ALL IN ONE DAY ALL IN FAITH BASED ORGANIZATIONS HOW they did it. More importantly, WHY they did it! 1

T WO -P ART W EBINAR  Part 1: The Origination of the Plan  Understanding the recruiting shift  Part 2: The Preparation and Execution of the Plan  Looking at the timeline, training, and resources 2

P RESENTERS  Moderator: Mark Hazlewood, P.R.A.Y. CEO Guests from Orange County Council, BSA:  Danny Tucker, Deputy Scout Executive Chief Operating Officer  Marty Cutrone, Director of Strategic Alliances 3

P REVIOUS W EBINAR (D ANNY )  Summary of Part 1: The Origination of the Plan  Role of the Board  New Strategic Alliances position  Prospect Criteria Faith-based or ganizations only Pack / Troop prospects. Sorry no crews at this time. No Full Family of Scouting calls. Cannot be existing charter partners. Prospect cannot have been a charter partner in the last three years.  Strategic Alliances-Marty Cutrone 4

P LANNING AND E XECUTION (M ARTY )  Can you provide us with a brief overview of how the strategic alliances vision turned into an action plan?  Can you flesh out the idea about the new unit blitz day?  Can you share an overview of the detailed timeline you created? 5

T IMELINE O VERVIEW (M ARTY )  January: District Top Hands Conf. and Staff Planning Conference  February  Research and Identify New Unit Prospects  Schedule PRAY Seminar and Blitz Day meeting  March:  Seminar: Developing Strategic Faith Based Partnerships  Training: practical applications  New Unit Blitz Day – March 24 th  April-June: Follow-up visits; Begin new unit steps 6

T IMELINE S TAFF P LANNING C ONFERENCE (M ARTY )  January Staff Planning Conference and District Top Hands Conference  “Strategic Alliances Roll-Out”  Rationale, setting tone, new shift  Agenda & Goals  Outcome: Staff & Volunteer Buy-In 7

T IMELINE F EBRUARY (M ARTY )  Feb 9 - Feb 23: Identify New Unit Prospects  Complete Analysis (of neighborhoods, market share, etc.)  Create Prospect Contact List  Identify volunteers to attend March 9 th Seminar  Feb 23-March 9: Schedule March 24 th Prospect Meetings (minimum 4 meetings) 8

T IMELINE M ARCH (M ARTY )  March 2 – Staff Meeting  Present “NUTS” campaign guide (building a team) 9

T IMELINE M ARCH 9 TH S EMINAR (M ARTY )  March 9 th Seminar: “Developing Strategic Faith Based Partnerships”  Speaker: Mark Hazlewood  9am-3pm Field team  7pm-8:30pm Volunteer meeting  Agenda:  Understanding your target  Sales techniques  Sustainability  Utilizing the Religious Emblems Program 10

S EMINAR T ALKING P OINTS (M ARTY )  Talking points:  Provide real benefits to congregation  Build relationships; Share responsibilities  Start the unit correctly-No Shortcuts!  Religious emblems - your foot in the door  Resources:  Council VP Strategic Alliances  3 Questionnaires  Institutional Head Interview 11

T IMELINE M ARCH (M ARTY )  March 9 – March 23  Review strategy, sales techniques and “Strengthening Your Organization through Scouting” sales kit materials  Practical application & Preparing to make the call  Create a Structured Sales Worksheet per prospect  Create a detailed Recruitment Plan per prospect 12

T IMELINE M ARCH (M ARTY )  March 23 – Staff Meeting  Pre-game Coaching  Sales Kit distribution  Final appointment schedule due  Review making sales calls to IH’s  Shark Tank Sales Pitch  Finalize teams; pairing field staff with leadership staff 13

R ESOURCES (M ARTY )  -District New Unit Chart  -Seminar Agenda/Flyers  -Chartered Partner Organization Guide  -“Growing Your Faith Through Scouting” Brochure (NEW!)  -Structured Sales Call Worksheets  -Blitz Day Schedule  -Recruitment Plan Worksheet  -Sales Kits: “Strengthening Your Organization Through Scouting”  -“Meeting with Faith Based Institutional Heads” Presentation Outline  -New Membership Standards Discussion Guide  -NUTS Campaign Guide (New Unit Team Specialist Guide)  Shark Tank Presentation Techniques 14

SALES KIT CONTENTS (M ARTY )  -“Strengthening Your Org…” brochure  -Duty to God brochure  -Council Camping facility guide  -PRAY Awards brochure  -“Growing Your Faith Through Scouting” brochure  -New Unit Application  -Chartered Organization Agreement Form  -Business Card 15

N EW U NIT B LITZ D AY (P ROSPECT M EETINGS ) (M ARTY )  March 24 th  8am Field Team Rally – Council office  9am-3pm Charter Partner Visits  4pm Victory celebration 16

N EW U NIT B LITZ (P ROSPECT M EETINGS ) (M ARTY )  70 visits; 25 prescheduled; 45 cold calls  Results:  22 new unit commitments  53 follow-up meetings  2 declined further contact  Other points  BSA Victory Magnets 17

T IMELINE A PRIL -J UNE (M ARTY )  March 25-June 1- Follow Up Calls with potential partners  Begin Organizing Spring Units  June 22 - Spring Blitz Campaign Conclusion and Evaluation 18

F OLLOW U P V ISITS (M ARTY )  Current Progress-Success Stories  Staff Accountability  COR newsletter  District New Unit Chairs & NUTS Team 19

M OVING F ORWARD (M ARTY )  Key Strategic Alliances Initiatives -Building a Council Strategic Alliances Comm. -Building new council denominational-BSA relationship committees (Methodist, Presbyterian, Evangelical -Summer-time IH visits -Organizing a Catholic Bishops Brunch 20

Q&A 21

S UMMARY  Council Executive Board Buy-In  Invest in Strategic Alliances  Cast compelling vision to staff & volunteers  Build a Council SA Committee  Focus on Faith-Based institutions  Re-Vision Relationship Committee  Equip, Empower, Encourage and Execute 22

T HANK YOU !  A special “thank you” to our presenters this afternoon.  Contact  Mark Hazlewood  Marty Cutrone 23

T HANK Y OU !  Thank you for your interest in Faith Based Initiatives.  The recording of this webinar will be available to view in the P.R.A.Y. Learning Center 24