1. www.financialexecutives.org Membership Recruiting and Retention Best Practices February 20, 2010 Kyle Davidson Portland Chapter President

2. www.financialexecutives.org Overview Portland’s approach to Membership What does National FEI suggest for Membership best practices? Examples from other Chapter’s in the Western Region Specific Goals we can take away to improve current practices 2

3. www.financialexecutives.org Portland Membership Facts 07/0607/0707/0807/0902/10Change Executive155145143134130(25) Academic44333(1) Career Services4610151915 Entrepreneur878780 Honorary001111 Retired424440 Life retired2729282422(5) Total Members202193197188187(15) 3

4. www.financialexecutives.org Portland Membership/Retention Committee Responsibility Work closely with the Treasurer and National to ensure accuracy of membership data. Reach out to all new members, especially at chapter meetings, to ensure smooth transitions into the chapter. Send welcome letters highlighting membership benefits. Encourage absent members to become active members, sending emails, using delinquency list from National. Devise and implement innovative ways to attract new members, including canvassing other chapters for successful methods. Solicit friends of the chapter to help attract new members and retain current ones. Making calls to target members to invite them to join, maintaining prospect list. Hold annual new member breakfast, inviting new members to orientation. Consider holding an annual prospect meeting or reception to explain benefits of FEI. 4 Membership & Retention – The Membership Committee recruits potential new members through a variety of activities. It processes membership forms and acts as a liaison with the National Membership Committee. Specific activities include:

5. www.financialexecutives.org 2008-2009 MEMBERSHIP GOALS Increase by 20 new, net 10 new – Went from 197 to 187, net 10 decrease – 15 new additions – 19 departures – net 6 transfers out to other chapters Identify potential recruits at annual PD session and CFO of the year for follow up Get more active in CFO of the year nominations Perform member survey to help with retention Reinforce at meetings/in newsletter that FEI members are welcome to bring potential FEI members and their CEO/COO as guests 5

6. www.financialexecutives.org 2009-2010 MEMBERSHIP GOALS Increase membership by 5, net, excluding transfers out to other chapters Prospect list management Increase awareness of FEI as an organization Recruit nominees for CFO of the Year Awards Follow up on nominees to become members 6

7. www.financialexecutives.org Portland Membership Committee Activities Committee meets monthly by phone – 5 members on committee, including 2 Friends Tracking lists – Potential members – At risk members (delinquent dues) – Activity list (add, delete, move support) – “At-large” National Members that we can invite to be local members – Meeting rosters to coordinate guests and guest follow up – Linked In Responsible for CFO of the Year Award – Potential member contact and follow up Annual new member orientation every fall 7

8. www.financialexecutives.org Portland Membership Committee Activities Have Monthly item in newsletter – Membership news updates – Encourages members and Friends to bring guests Potential members are introduced and applauded at dinner meetings – Immediate and constant follow up performed by VP of Membership – Dinner speakers are a good draw for potential members/guests Prospective Membership Mixers – Fall and Spring – Raffle prize given (bottle of wine) drawn from people who bring guests, member or Friend is a winner – For March meeting, asking members to tell us who to invite, if they don’t know them well enough to directly invite 8

9. www.financialexecutives.org National Membership Recruiting Best Practices Successors should be identified and groomed well in advance of expected rotation Membership chair support – recruitment is everyone’s job Use multiple sources to identify prospects Remember the importance of personalized contact Use National office marketing tools and supplies Incentive programs, such as prize drawings 9

10. www.financialexecutives.org National Membership Recruiting Best Practices Monthly reports to Board about membership Be familiar with application form option National reports – weekly and monthly activity and chapter status Pointers for recruitment: – Contact prospects early in the year and qualify them during initial contact – Use company letterhead or FEI letterhead – Personal contact is a must, phone them to confirm attendance at meetings – Personally greet them and follow up after mtg 10

11. www.financialexecutives.org Membership Best Practice Examples Seattle (Patty) – Prospective member event with sponsors driving guest list – Recruitment is a primary role of the sponsors – Task force for the next generation – C-level breakfast with Marie Orange County (Margaret) – 150 people at meetings, including 30 prospective members – Strategic partners are responsible for bringing guests and members do, too. Dinner free for guests. – Retention – great meetings, good speakers, free wine – Reach out to possible members with letters and calls 11

12. www.financialexecutives.org Membership Best Practice Examples Los Angeles (Marzi) – Joint meeting with Treasurer’s Club, USC Governor’s conference – Sponsor of CFO of the Year Award – Personal relationships, bring prospective members to meetings Arizona (Gayle) – Excel workbook with all data in one place Paid members and attendance Former members and why they did not renew Prospects – guests, CFO of the year candidates San Francisco (Larry) – Send out dues early and follow up early for retention – Sponsors obligation is to bring qualified potential members – $25 Amazon gift card for members that bring guests – Active phone call follow up 12

13. www.financialexecutives.org Membership Best Practice Examples Sacramento (Mark) – Enthusiastic Board Member as Membership Chair with Goal – Members are rewarded with tickets to theatre and dinner if they bring in a new member that signs up – Personal interaction to encourage sign up guests Colorado (John) Inland Empire (Dwight) – Good growth from 30 to 46 last year – Invited people to meetings, ongoing personal contact – Free dues first year of membership 13

14. www.financialexecutives.org Specific Goals we can take away to improve current practices – Portland – Seattle – Orange county – Los Angeles – Arizona 14 – San Francisco – Sacramento – Colorado – Inland Empire What ONE new thing are you going to try: