1. Selling BDPA: Multiple Streams of Chapter Revenue Wayne Hicks ‘The BDPA Brotha’ August 14, 2013 National BDPA Technology Conference

2. Selling BDPA (Aug 2013) * Did you buy a raffle ticket yet? 2 Been There, Done That!  Nat’l Membership Committee Chair (1989-1990) Chartered 22% of current chapters (10 of 46)  Nat’l BDPA Vice President (1991-1992) Served under President Vivian Wilson  BDPA Cincinnati Chapter President (1999-2001) Grew membership from 6 (Jan 1999) to 229 (Nov 2001) Won Chapter of the Year Twice (2000 and 2001)  National BDPA President-Elect (2002-2003) Served under President Milt Haynes  National BDPA President (2004-2005) Profitable annual conferences All-time record in corporate sales All-time record in BDPA membership totals  BETF Executive Director (1993, 2006 – Present) BETF revenue is over $1 million in 2001-2013 BETF gave out over $344,000 in scholarships BETF gave BDPA (local / national) over $556,360 since 2006

3. Helpful Handouts National BDPA Strategic Plan Chapter Budget Access to VPMM Group on BDPA.org BETF SOP: SITES Funding Requests Access to CRM tool (Salesforce.com) Crowdrise.com profile (personal) and project (chapter) Facebook Cause to support your chapter Corporate Sales Handbook Corporate Opportunities Portfolio Wayne on Speed Dial – (513) 284-4968 Selling BDPA (Aug 2013) * Did you buy a raffle ticket yet? 3

4. 4 Why Does BDPA Exist? “BDPA advances the careers of African Americans in the IT industry from the classroom to the boardroom” 1.BDPA can never succeed if we forget the reason we exist. 2.BDPA can never raise money if we don’t have programs. 3.BDPA Leaders must create and market its programs. 4.BDPA can never grow if nobody know we exist.

5. Selling BDPA (Aug 2013) * Did you buy a raffle ticket yet? 5 Where is BDPA Revenue? We only have 3 sources of money! Membership Fundraising Corporate Sales

6. Selling BDPA (Aug 2013) * Did you buy a raffle ticket yet? 6 Where is our ‘hurt’? The biggest revenue challenge that BDPA faces is its low membership numbers.  FACT #1: We have seen a steady stream of major-name corporations support BDPA over the years. [Currently we have 103 sponsors]  FACT #2: That success will start to falter if these corporations see BDPA as a small organization that is not growing. The value of their investment comes from high numbers.

7. Selling BDPA (Aug 2013) * Did you buy a raffle ticket yet? 7 BDPA Active Memberships (2004-2012) Low Members = Low Revenue!

8. Selling BDPA (Aug 2013) * Did you buy a raffle ticket yet? 8 Are You Using BETF? We have been your fiscal agent since 1992! 1.Identify Target Funding Source – Internet search, members, sponsors, BETF-YahooGroup, BETF-Blog 2.Draft Grant Proposal – this is joint effort by BETF & local chapter 3.BETF Mails Grant Proposal – sometimes it is online application 4.Grant Request Approved by Funding Source – funds sent to BETF; placed in restricted chapter account 5.IRS Tax Receipt Form 6.BETF sends check to BDPA chapter – based on request in Step #5 7.Final Grant Report – issued by local chapter

9. Some Chapters ‘Get It’ BETF Support to Local Chapters (2010-2013) 59 approved requests; $157,143 1.National BDPA - $21,473 (5) 2.Atlanta - $1,078 3.Baltimore - $500 4.Baton Rouge - $3,110 (5) 5.Bay Area - $67 6.Charlotte - $12,650 (2) 7.Chicago - $16,370 (4) 8.Cincinnati - $21,000 (2) 9.Cleveland - $539 10.Columbus - $465 11.Dallas - $880 12.Detroit - $1,239 (2) 13.Gr Columbia - $5,126 (3) 14.Los Angeles - $26,112 (7) 15.Nat’l BDPA - $12,100 (2) 16.New Jersey - $350 17.New York – $14,254 (4) 18.Philadelphia- $6,954 (3) 19.Rhode Island – $1,080 (2) 20.Richmond - $18,941 (8) 21.So Minnesota - $2,250 22.St. Louis - $500 23.Triangle - $650 24.Twin Cities - $1,374 Selling BDPA (Aug 2013) * Did you buy a raffle ticket yet? 9

10. 10 Fundraising Tips 1.Annual awards banquets or luncheon (1Q) 2.Annual education banquets or luncheon (3Q) 3.Collaborating with BDPA Education and Technology Foundation (BETF) 4.Matching funds (eg. Charlotte member, $5k) 5.Online Fundraising (e.g., Facebook Causes, www.causes.com or Crowdrise, www.crowdrise.com/BDPAFoundation) www.causes.com www.crowdrise.com/BDPAFoundation 6.Traditional grant writing 7.Volunteer grants 8.Payroll Pledge or Credit Card Pledge (eg, $500/mon)

11. Selling BDPA (Aug 2013) * Did you buy a raffle ticket yet? 11 Be Visible – Monthly Meetings Introducing – Meetup.com (Live Demo) There are “meetup” groups for everything! LA’s story: Monthly attendance went from 10 to 60 people per month. Cincinnati: Monthly attendance went from 7 to 35 per month Automatically drives traffic to your meetup Easy event messaging and management Demo (LA Meetup)LA Meetup Event Setup - Change Host - Ask questions during rsvp Post Event - Rate event - Thank guests for attending Suggestions - Breakout Sessions - Partnering - Photos - Feed offline discussion (FB, G+, Twitter)

12. Selling BDPA (Aug 2013) * Did you buy a raffle ticket yet? 12 Corporate Sales Corporate Sales Roles & Responsibilities 1.Chapter President 2.Account Manager 3.Corporate Champion 4.Corporate Chapter 5.BDPA-BETF Director Corporate Participation Continuum 1.Awareness 2.Involvement 3.Corporate Supporter 4. Corporate Sponsor

13. Selling BDPA (Aug 2013) * Did you buy a raffle ticket yet? 13 Corporate ROI Decision 1.National Programs/Services – Resume database, digital library, IT Institute, newsletter ads, web banner or Bemley Scholarship fund. 2.Local Chapter Programs/Services – Monthly program meeting, quarterly workshops, newsletter ads, web banner or memberships. 3.Annual Conference – Career Fair, Speaking Opportunity, Receptions, Conference Guide advertisements or workshop presenters.

14. Selling BDPA (Aug 2013) * Did you buy a raffle ticket yet? 14 Corp Sales Talking Points 1.Has company realized benefits from BDPA sponsorship? 2.What are your business challenges? 3.Is there more that BDPA can do to help company meet corporate objectives? 4.Any BDPA opportunities for improvement? 5.What are good areas for collaboration (hot buttons)? 6.Is the corporation interested in supporting multiple chapters? National BDPA? National Conference? 7.Will Company sponsor and at what level? 8.What are the next steps?

15. Selling BDPA (Aug 2013) * Did you buy a raffle ticket yet? 15 Other Helpful Hints Get covered in the press Get into the budget cycle Learn to fly in under the radar Organize a CIO Reception Partner with ITSMF, SIM, Urban League and others Pick the low hanging fruit Seek investments, not donations Start a Corporate Advisory Council Understand your product offering Use our CRM tool (SF.com)

16. Marketing BDPA It is imperative that BDPA be active in a variety of social media platforms BDPA.org Crowdrise Facebook Flickr Groupsite LinkedIn Network Pinterest Slideshare Twitter YouTube Channel Selling BDPA (Aug 2013) * Did you buy a raffle ticket yet? 16

17. Selling BDPA (Aug 2013) * Did you buy a raffle ticket yet? 17 Contact Information Wayne Hicks, Executive Director BDPA Education and Technology Foundation Wayne.Hicks@betf.org (513) 284-4968 http://betf.blogspot.com http://twitter.com/BDPA http://www.facebook.com/BDPAFoundation