1. Muscle Walk Field Collaboration Together, Bringing the MDA Mission to Life
Table of contents

2. Marissa Lozano, 
Development Liaison
Brittany Fornengo
National Director,
Muscle Walk
Deb Barge,
Consultant

3. Housekeeping All phone lines are muted.
If you have a question, please use the chat box feature and we will try to answer questions as we go. We have also allowed time at the end for questions. 
If we don't have time to get to your question, we will send out an FAQ sheet following the WebEx.
This WebEx is being recorded and will be posted to the Muscle Walk Resource Center. 3

4. Agenda Purpose of Initiative
Intentional Collaboration:  What does it look like?
How do we talk about Muscle Walk?
Logistics and Expectations
Definition of a Warm Lead
Flow of Information
Salesforce Reports
Weekly Team Meetings
Warm Leads Tracker
Questions and Idea Sharing 4

5. Purpose of Initiative
To establish regular and purposeful communication between our Innovations in Care and Development teams, specifically around Muscle Walk.
To implement a process for family engagement that is trackable and measurable
To deepen the relationships with our families, increase engagement and provide well-rounded support.
We are all here for the same reason and working towards the same mission!

6. Events Central New Jersey Manchester, NH Central PA Metro NY Chicago
Orlando
Cincinnati
Philadelphia
Dallas
Tulsa
Detroit
Twin Cities, MN
Greater Cleveland
Houston
Indianapolis

7. Intentional Collaboration
What does it look like?
Who
What
When
Where
Why
Intentional:  done on purpose, deliberate
Being purposeful in the information that is exchanged, making sure it helps the team get to their goal!  Shouldn't always just be in passing – info can get lost this way.  Make it purposeful, meaningful and consistent.
- Who:  District team members – everyone should be a part of the conversation!
- What:  Open dialogue, sharing information to further organization's goals
- When:  Regularly
- Where:  Office, Skype, Phone
- Why:  We need each other!  IIC team cannot accomplish their goals without the income team and vice versa!  
Intentional:  done on purpose, deliberate

8. What is a warm lead?
Individual/Family who has shown proactive, positive interest in empowerment or participating in fundraising or volunteering activities through: 
Direct conversation with the Care Team where MW program has been described in detail, and families have been encouraged to participate
Program has been presented as a positive way for a family to achieve empowerment through fundraising and engagement in the MW
Family is interested and prepared for a follow up conversation with Development staff
Up to date contact information is confirmed
“Warm” Lead has been passed within the week of contact

9. Talking with Individuals & Families about Muscle Walk
Build the relationship
Get to know the individual/family.  Where are they at in their journey?
Discover interests, motivations
Assess the situation, but don't make assumptions!  
Present the opportunity
Address key messaging such as:  What is the MDA Muscle Walk about?  Why should families join?  How does the money raised through Muscle Walk change lives?  
Show your own enthusiasm, share a personal story/favorite experience from Muscle Walk
Make a direct ask and manage expectations
Not just an invitation to attend, but an invitation to act by leveraging friends and family to build a team to raise funds and awareness
Confirm that it is okay for a member of the development team to reach out
Always leave a take-away (I.e. MW flyer, Save the Date postcard, etc.)

10. Overcoming Challenging Situations/Objections
Newly diagnosed, family is overwhelmed/emotional
"I can't walk, why would I participate?"
Muscle Walk location is too far away
"I do not have a lot of money"
"I don't know how to fundraise"
"I'm not comfortable being a team captain" or "I don't know who I would ask to be on my team"
Newly diagnosed, family is overwhelmed/emotional
Feel out the situation.  Consider mentioning MW as a way to fight back, but recognize that this might not be the most appropriate time to provide details.  Make sure a MW flyer is in the new client folder.  Consider additional follow-up options when it might be more appropriate to discuss MW in detail -- I.e. Follow-up call, subsequent CC visit, etc.
"I can't walk"
Muscle Walk is a non-competitive event.  The route is fully-accessible and a shorter, 1K route is offered.  We have many participants who take the route in their wheelchair, scooter or use other assistive technology.  
Too far away
Explain online fundraising, that the day of the walk is just one part
I don't have money:  Explain that we are not asking individuals to give a large sum themselves, but for the individual to reach out to his/her community for donations -- $10 here, $50 here -- many folks who started a Muscle Walk team are pleasantly surprised by the amount of support they receive from friends and family
Don't know how to fundraise:  Our staff will help!  We just ask you to be willing to reach out to your friends, family, co-workers, etc.
Doesn't want to be a team captain:  Who else do they know?  Help them brainstorm.  Often times people reach out and ask "how can I help" -- this is an opportunity for them to help!

11. Turn warm leads into Muscle Walk teams
Muscle Walk lead fill out the complete spreadsheet from the report from the Care Specialist.
Follow up with the warm lead via phone within 48 hours of receiving the information. (If you plan to be out of the office, find someone to cover these calls while you're out.)
Start building the relationship from the notes you were given.
Did they have an interest in one of our services?
Did they have any additional questions after leaving care center? We know this can be a lot of information and sometimes overwhelming.
Did the Care team already talk about Muscle Walk?
Muscle Walk is an event for our families to come together to not feel alone and an outlet to make a difference. This is a service we offer our families.

12. Logistics and Expectations
Client interaction
Throughout the week
Salesforce Report distributed
By end of day Monday
Weekly Team Meeting
Should occur after receiving report
Warm Leads Tracker
Updated at team meeting
Client follow-up
Within 48 hours of
Weekly Group Check-in
Logistics and Expectations

13. Expectation: Innovations in Care Team
Regional Care Coordinator will send the ED and Muscle Walk lead the following:
Weekly reports from Salesforce of all clients who were seen at Care Center the prior week.   
A report of newly diagnosed/newly registered individuals from January 2019 to the present
A report of camper families from 2018 and, as it becomes available, 2019. 
Care Specialists will:
Continue to focus on generating warm leads, as defined earlier
Utilize the Muscle Walk checkbox in Salesforce (see next slide)
Specific warm lead goals will be sent to you after this meeting.  These goals are based on the number of individuals you see, on average, at Care Center with 20% of those seen becoming warm leads.
Participate in a weekly meeting (no more than 30 minutes) with the income development team to go through the weekly report and highlight leads.  
This should be an open dialogue between the care and income teams.  This meeting can be done in person (preferred) or via Skype if it is not possible for everyone to be in the office.  

14. Care Center Visit: Family Engagement Checkboxes

15. Expectations: Muscle Walk Lead
Follow up within 48 hours of receiving the lead with a phone call to start building the relationship.
Fill out the tracker with notes on the conversation and when they turn into Muscle Walk teams.
One week after the event, update with how much was raised by the warm leads that turned into teams.

16. Effective Team Meetings
Consistent schedule
In-person preferred, but phone/Skype okay
Inclusive – one team
Active listening
Open dialogue
On-task/goal-oriented
No more than 30 minutes

17. Tracking our Progress

18. Moving Forward
Weekly 30-minute calls with Brittany and Marissa to check in and discuss how this initiative is working. 
Idea sharing:  What is working in your market?  What's not working?  What information/training would be helpful?

19. Questions?

20. Our Mission Is Clear
We are committed to transforming the lives of people affected by muscular dystrophy, ALS and related neuromuscular diseases.