1. 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.

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

3. 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.

4. 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?

5. 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.

6. 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

7. 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

8. 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,
National program: Claire Forest, at Univ. of Connecticut

9. 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

10. 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

11. 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

12. 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

13. 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

14. We Don’t Have to do Everything Ourselves

15. 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.

16. 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

17. 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