1. Grassroots Outreach Overview Grassroots Workshop 18 AUGUST 2010 1

2. BACKGROUND Grassroots tactics are used by political campaigns, labor unions and other organizations to advance issues. In FY07, USAAC directed the agency to apply these tactics to the Army recruiting environment in the following manner: Work in an initial demonstration market to develop recruiting-specific grassroots TTPs; evaluate effectiveness Expand agency work to additional demonstration markets; evaluate effectiveness Share TTPs throughout the command via a web-based playbook (www.armygrassrootsplaybook.com)www.armygrassrootsplaybook.com As grassroots TTPs are institutionalized throughout the command, agency reverts to a training/advisory role 2

3. GENERAL GRASSROOTS PRINCIPLES Level 1 Engagement- Committed Advocates –People with the ability to influence others –Trusted sources of information Level 2 Engagement- Other Community Leaders –Supporters –Neutral-minded –Opponents Level 3 Engagement- Members of the Community At-Large –Supporters –Neutral-minded –Opponents Level 1 Engagement- Committed Advocates –People with the ability to influence others –Trusted sources of information Level 2 Engagement- Other Community Leaders –Supporters –Neutral-minded –Opponents Level 3 Engagement- Members of the Community At-Large –Supporters –Neutral-minded –Opponents 3

4. GRASSROOTS PRINCIPLES APPLIED TO USAAC Level 1 = Advisory Board Level 2 = COI Outreach Level 3 = Media Outreach Level 1 = Advisory Board Level 2 = COI Outreach Level 3 = Media Outreach 4

5. 5 ADVISORY BOARD

6. 6 Alignment between what the Army says and what respected and trusted leaders and third parties are saying creates credibility and impact Alignment between what the Army says and what respected and trusted leaders and third parties are saying creates credibility and impact The voices of informed opinion leaders who have a deeper understanding of the Army and the value of service will resonate within their spheres of influence Motivate others to act Create opportunities for others to act The voices of informed opinion leaders who have a deeper understanding of the Army and the value of service will resonate within their spheres of influence Motivate others to act Create opportunities for others to act

7. WHO ARE THEY? 7

8. filename 8 WHO ARE THEY? COI Categories —Civic Leaders —Educators —Multicultural Leaders —Veteran Organization Leaders —Coaches —Faith-Based Leaders —Youth Organization Leaders —Medical Leaders —Celebrities —Business Leaders COI Categories —Civic Leaders —Educators —Multicultural Leaders —Veteran Organization Leaders —Coaches —Faith-Based Leaders —Youth Organization Leaders —Medical Leaders —Celebrities —Business Leaders Building a Grassroots Network

9. ADVISORY BOARD Purposeful COI engagement Partnership between local Army and community leaders Activate “super-COIs” to reach other COIs (and direct Influencers) to create a more favorable environment for recruiting messages Advise Army leadership and serve as sounding board Quarterly meetings facilitated by local Army

10. filename 10 HOW DO YOU FIND THEM? How do you Engage? Find? Where do you start? —Social Networking —Committed Advocates CASA AUSA Army Reserve Ambassadors PaYS Partners — Internet Research *Market Assessment Worksheet How do you Engage? Find? Where do you start? —Social Networking —Committed Advocates CASA AUSA Army Reserve Ambassadors PaYS Partners — Internet Research *Market Assessment Worksheet Building a Grassroots Network

11. filename 11 BUILDING A NETWORK Develop a COI Database –Government –Major Industries/Businesses –Education –Higher Education –Media/Entertainment –Civic/Non-Profit Develop a COI Database –Government –Major Industries/Businesses –Education –Higher Education –Media/Entertainment –Civic/Non-Profit

12. filename 12 BUILDING A NETWORK Government –Mayor –City Councilmembers –City Manager –Police Chief –Fire Chief –City Attorney –Police Unions Government –Mayor –City Councilmembers –City Manager –Police Chief –Fire Chief –City Attorney –Police Unions

13. filename 13 BUILDING A NETWORK Education –Superintendent –School Board Members –Local Bureau Superintendents –High School Principals (Smaller Markets) –Private School Administrators –Teachers’ Union Presidents –Athletic Directors –Coaches –Heads of Guidance Counselors Associations Education –Superintendent –School Board Members –Local Bureau Superintendents –High School Principals (Smaller Markets) –Private School Administrators –Teachers’ Union Presidents –Athletic Directors –Coaches –Heads of Guidance Counselors Associations

14. filename 14 BUILDING A NETWORK Higher Education –Community College Presidents –Community College District Presidents –University Presidents –Board of Regents –Board of Trustees –R.O.T.C. Commanders –Military Affairs Coordinators –Directors of Career Placement Higher Education –Community College Presidents –Community College District Presidents –University Presidents –Board of Regents –Board of Trustees –R.O.T.C. Commanders –Military Affairs Coordinators –Directors of Career Placement

15. filename 15 BUILDING A NETWORK Civic & Non-Profit Organizations –Multi-Cultural Organizations N.A.A.C.P. L.U.L.A.C. 100 Black Men –Civic Organizations Rotary Kiwanis Lions Club –Religious Organizations –Veteran Organizations Civic & Non-Profit Organizations –Multi-Cultural Organizations N.A.A.C.P. L.U.L.A.C. 100 Black Men –Civic Organizations Rotary Kiwanis Lions Club –Religious Organizations –Veteran Organizations

16. filename 16 BUILDING A NETWORK Media & Entertainment –Newspaper Owners –Magazine Publishers –Sports Owners/Executives –Stadium/Venue Executives –Sports Celebrities –Media Celebrities –Radio Hosts Media & Entertainment –Newspaper Owners –Magazine Publishers –Sports Owners/Executives –Stadium/Venue Executives –Sports Celebrities –Media Celebrities –Radio Hosts

17. filename 17 BUILDING A NETWORK Business –Major Industry CEOs –Top Business Executives –Chamber of Commerce Local Regional Ethnic –Economic Development Board Members –Top Business Influentials –Public Relations Executives –Public Affairs Executives Business –Major Industry CEOs –Top Business Executives –Chamber of Commerce Local Regional Ethnic –Economic Development Board Members –Top Business Influentials –Public Relations Executives –Public Affairs Executives

18. Building and Sustaining a Grassroots Board Grassroots Workshop 18 August 2010

19. ACTIVATING A COMMUNITY COI Advisory Board Super-COIs Army Team ENGAGE, EQUIP, SUSTAIN, ASK FOR SOMETHING! MARKET

20. BUILDING THE BOARD Board Members Community Leaders —Multicultural Leaders —Elected Officials —Superintendents /Educators —Media —Business Leaders Board Members Community Leaders —Multicultural Leaders —Elected Officials —Superintendents /Educators —Media —Business Leaders Activities —Serve as connection to community —Regularly meet to receive information —Provide advice to challenges —Use personal influence to open doors —Create opportunities —Provide leadership continuity —Work with Company Commanders Activities —Serve as connection to community —Regularly meet to receive information —Provide advice to challenges —Use personal influence to open doors —Create opportunities —Provide leadership continuity —Work with Company Commanders

21. BOARD MEMBERS ROLES & RESPONSIBILITIES Engage —Cultivation event —Board meetings — Army events —Recruiting activities —Future Soldier swear-ins —Award ceremonies —Recruiting stations —Installation tour —Golden Knights jump Engage —Cultivation event —Board meetings — Army events —Recruiting activities —Future Soldier swear-ins —Award ceremonies —Recruiting stations —Installation tour —Golden Knights jump

22. BOARD MEMBERS ROLES & RESPONSIBILITIES Equip —Recruiting mission —Benefits —Leadership opportunities —Training —Jobs —Education —Talking points —Battalion facts Equip —Recruiting mission —Benefits —Leadership opportunities —Training —Jobs —Education —Talking points —Battalion facts

23. ASK FOR SOMETHING ! Activate —Reach out to school administrators —Establish PaYs companies —Identify companies for potential Employer Partners —Write letters to editor —Media interviews —Speak at Army events —Facilitate speaking engagements for Army —Identify community events for Army participation Activate —Reach out to school administrators —Establish PaYs companies —Identify companies for potential Employer Partners —Write letters to editor —Media interviews —Speak at Army events —Facilitate speaking engagements for Army —Identify community events for Army participation

24. HOSTING CULTIVATION EVENTS AND BOARD MEETINGS

25. BOARD MEETINGS Introduction – Strong Leadership Key to Success —Vision —Objectives —Goals Cultivation Event – Engage COIs to Support Army Advisory Board —Host (lunch or dinner) with super COIs —Introduce board meeting concept —Educate recruiting challenges/successes —Get commitment Board Meetings – Build more Favorable Recruiting Environment —Quarterly meetings —Develop mission & goals —Provide Army recruiting tools —Action items for board members * See Event Coordination Checklist Introduction – Strong Leadership Key to Success —Vision —Objectives —Goals Cultivation Event – Engage COIs to Support Army Advisory Board —Host (lunch or dinner) with super COIs —Introduce board meeting concept —Educate recruiting challenges/successes —Get commitment Board Meetings – Build more Favorable Recruiting Environment —Quarterly meetings —Develop mission & goals —Provide Army recruiting tools —Action items for board members * See Event Coordination Checklist

26. MARKET ASSESSMENT AND BOARD LEADERSHIP Grassroots Workshop 18 August 2010

27. MARKET ASSESSMENT Challenges —Fewer qualified for Army service —Fewer considering joining Army —Parental support declining —Schools limiting recruiter access —Benefits are not fully understood —Lack of Army knowledge —Recruiting mission increasing —No Army Installation in area Challenges —Fewer qualified for Army service —Fewer considering joining Army —Parental support declining —Schools limiting recruiter access —Benefits are not fully understood —Lack of Army knowledge —Recruiting mission increasing —No Army Installation in area

28. MARKET ASSESSMENT COI Categories —Civic Leaders —Educators —Multicultural Leaders —Veteran Organization Leaders —Coaches —Faith-Based Leaders —Youth Organization Leaders —Medical Leaders —Celebrities —Business Leaders —Media Leaders COI Categories —Civic Leaders —Educators —Multicultural Leaders —Veteran Organization Leaders —Coaches —Faith-Based Leaders —Youth Organization Leaders —Medical Leaders —Celebrities —Business Leaders —Media Leaders

29. IDENTIFY BOARD LEADERS ‘Super COI’ Advisory Board Core Leadership —COI categories most important —Ability to Influence other COIs —Highly Respected —Broad Network —Recruit COIs to serve on board —Ability to make things happen Requirements —Believe in Army service —Committed to protecting nation —Committed to recruiting mission —Willing to learn Army recruiting structure and mission Roles & Responsibilities —Advise local Army team —Help build strong and sustainable advisory board —Lead advisory board —Use personal influence to open doors * Market Assessment Worksheet ‘Super COI’ Advisory Board Core Leadership —COI categories most important —Ability to Influence other COIs —Highly Respected —Broad Network —Recruit COIs to serve on board —Ability to make things happen Requirements —Believe in Army service —Committed to protecting nation —Committed to recruiting mission —Willing to learn Army recruiting structure and mission Roles & Responsibilities —Advise local Army team —Help build strong and sustainable advisory board —Lead advisory board —Use personal influence to open doors * Market Assessment Worksheet

30. IDENTIFY BOARD LEADERS How do you Engage? Find? Where do you start? —Social Networking —Committed Advocates CASA AUSA Army Reserve Ambassadors PaYS Partners *Market Assessment Worksheet How do you Engage? Find? Where do you start? —Social Networking —Committed Advocates CASA AUSA Army Reserve Ambassadors PaYS Partners *Market Assessment Worksheet

31. 31 BROAD COI OUTREACH

32. COI E-NEWSLETTER 32

33. OUTREACH TO INFLUENTIAL GROUPS 33 Community Partners —Community Organizations —Multi-Cultural Organizations —Chamber of Commerce —Education Organizations Community Partners —Community Organizations —Multi-Cultural Organizations —Chamber of Commerce —Education Organizations

34. YOU’VE BUILT A GRASSROOTS NETWORK – NOW WHAT? 34

35. ACTIVATING A LARGER AUDIENCE Level 2 Engagement – Connecting with a larger audience by engaging the right COIs Target Audience —Establish from COI categories —Match mission needs with area organizations Proactive & Purposeful —Complement recruiting objectives & mission —Establish stronger community ties —Develop new partnerships & relationships —Communicate benefits, opportunity, training —Change perceptions —Gain support Level 2 Engagement – Connecting with a larger audience by engaging the right COIs Target Audience —Establish from COI categories —Match mission needs with area organizations Proactive & Purposeful —Complement recruiting objectives & mission —Establish stronger community ties —Develop new partnerships & relationships —Communicate benefits, opportunity, training —Change perceptions —Gain support 35

36. ACTIVATING A LARGER AUDIENCE Goal ―Engage & Sustain COIs Tactics ―E-Newsletters ―Networking Opportunities ―Leveraging National Army Relationships ―Direct Communications Goal ―Engage & Sustain COIs Tactics ―E-Newsletters ―Networking Opportunities ―Leveraging National Army Relationships ―Direct Communications 36

37. ACTIVATING A LARGER AUDIENCE E-NEWSLETTERS TACTICS ―Distributed Quarterly ―Developed & Distributed by Agency ―Connects local Army to COIs E-Newsletter content —Soldier or Future Soldier Spotlight —Officer Spotlight —COI Spotlight —Battalion Highlights —Upcoming Events —Community Involvement —Call to Action —Social Media Links TACTICS ―Distributed Quarterly ―Developed & Distributed by Agency ―Connects local Army to COIs E-Newsletter content —Soldier or Future Soldier Spotlight —Officer Spotlight —COI Spotlight —Battalion Highlights —Upcoming Events —Community Involvement —Call to Action —Social Media Links 37

38. ACTIVATING A LARGER AUDIENCE NETWORKING OPPORTUNITIES TACTICS ―Identify speaking opportunities ―Desk side briefings and presentations ―Attendance at community and professional events ―Membership in professional organizations Target Potential Community Partners (use previous market assessment) —Community Organizations —Chambers of Commerce —Multi-Cultural Organizations —Education Organizations —Media Next Steps ―Set up a meeting with leadership ―Prepare for meeting by researching organization mission, priorities and activities ―Confirm Army subject matter expert for attendance at meeting ―Identify organization priorities and where Army can be helpful (leadership trainings, fitness programs) ―Clearly outline Army priorities and how organization can be helpful to Army TACTICS ―Identify speaking opportunities ―Desk side briefings and presentations ―Attendance at community and professional events ―Membership in professional organizations Target Potential Community Partners (use previous market assessment) —Community Organizations —Chambers of Commerce —Multi-Cultural Organizations —Education Organizations —Media Next Steps ―Set up a meeting with leadership ―Prepare for meeting by researching organization mission, priorities and activities ―Confirm Army subject matter expert for attendance at meeting ―Identify organization priorities and where Army can be helpful (leadership trainings, fitness programs) ―Clearly outline Army priorities and how organization can be helpful to Army 38

39. ACTIVATING A LARGER AUDIENCE LEVERAGING NATIONAL ARMY RELATIONSHIPS TACTICS – African American Organizations —Key partners: 100 Black Men of America, National Urban League —Partnerships offer visibility and opportunity to network with local leaders —Maintain connection with local education committee chairs or education point person —Highlight mentoring opportunities with local ROTC cadets —Engage in local speaking opportunities —Spotlight local Soldiers who are making the best of the Army opportunity in e-newsletters —Invite local community leadership to special Army events or sponsorships when they are in town TACTICS – African American Organizations —Key partners: 100 Black Men of America, National Urban League —Partnerships offer visibility and opportunity to network with local leaders —Maintain connection with local education committee chairs or education point person —Highlight mentoring opportunities with local ROTC cadets —Engage in local speaking opportunities —Spotlight local Soldiers who are making the best of the Army opportunity in e-newsletters —Invite local community leadership to special Army events or sponsorships when they are in town 39

40. ACTIVATING A LARGER AUDIENCE DIRECT COMMUNICATION TACTICS (email, snail mail, social media) ―Invitations to Army events ―Share media stories ―Share Battalion news as it relates to area ―Utilize social media (Facebook, Twitter) ―Communication Tips ―Avoid Army acronyms ―Compress any photos sent via email ―Divide COI list in groups to avoid message oversaturation ―Use conversational tone ―Ask “Is it newsworthy for this audience?” ―Take photos at events ―COI database ―Updated contacts important for continued outreach TACTICS (email, snail mail, social media) ―Invitations to Army events ―Share media stories ―Share Battalion news as it relates to area ―Utilize social media (Facebook, Twitter) ―Communication Tips ―Avoid Army acronyms ―Compress any photos sent via email ―Divide COI list in groups to avoid message oversaturation ―Use conversational tone ―Ask “Is it newsworthy for this audience?” ―Take photos at events ―COI database ―Updated contacts important for continued outreach 40

41. MEDIA OUTREACH 41

42. PROACTIVE & PURPOSEFUL 42 Exposure to accurate, relevant information about the Army improves perceptions and likelihood to recommend the Army or support the decision to enlist Supports and reinforces actions of advisory board members and other COI outreach Complements advertising Exposure to accurate, relevant information about the Army improves perceptions and likelihood to recommend the Army or support the decision to enlist Supports and reinforces actions of advisory board members and other COI outreach Complements advertising

43. 43 RESULTS

44. RESULTS TO DATE 44 Quantitative COI Research Dallas (margin for error +/- 8%) When you think of branches of the U.S. military, what branch comes to mind? The number of COIs responding “Army” increased from 67% to 76% How likely are you to recommend a career in the U.S. Army to one of your children or a youth you know? The number of COIs who indicated they were “very likely” to recommend an Army career increased from 32% to 43% Have you seen, heard or read anything recently about Army recruiting in the Dallas/Ft. Worth area? Positive responses went from 35% to 53%

45. RESULTS TO DATE (CONTINUED) 45 Quantitative COI Research Expansion Markets Did what you saw, read or heard about local Army recruiting make you much more favorable towards the Army and recruiting, somewhat more favorable, somewhat less favorable, or much less favorable? The number of COIs responding “favorable” between the benchmark survey and first tracking survey was as follows: Benchmark SurveyTracking Survey Los Angeles61%75% Detroit78%82% Miami44%65% Philadelphia61%71% Baltimore/WDC (AMEDD)32%57%

46. RESULTS TO DATE (CONTINUED) 46 “Board members have introduced new ideas and programs to assist in Army recruiting, and have offered their help in facilitating ideas and programs.” – Kim Hanson, APA Chief, 2 nd Recruiting Brigade “It enabled me to adjust into my job as commander a lot easier by creating extensions to the community that have enabled us to open doors that were previously closed to Army recruiting.” – LTC Ronnie Williamson, Former Commander, Dallas Recruiting Battalion “Since the inception of the grassroots board, we have increased our access to high schools by 32%” – LTC Ed Box, Chicago Recruiting Battalion Commander “The success of the Los Angeles Battalion over the past year is a result of the work of the advisory board” – MG Donald C. Campbell, Commanding General, USAREC