NMA THE Leadership Development Organization 2210 Arbor Boulevard Dayton, Ohio

1. NMA… THE Leadership Development Organization 2210 Arbor Boulevard Dayton, Ohio Dear Workshop Leader: The NMA staff suggests that in preparing for your workshop, that you look through these viewgraphs with the Membership Guide at your side. Our goal was to prepare viewgraphs from which you could easily speak/facilitate. The notepages which you have in your hand, contain suggested remarks, in case you prefer to have someone else "flip" your viewgraphs while you facilitate the workshop from the notepages. You can also write notes to yourself, ahead of time. Best of luck to you.Dear Workshop Leader: The NMA staff suggests that in preparing for your workshop, that you look through these viewgraphs with the Membership Guide at your side. Our goal was to prepare viewgraphs from which you could easily speak/facilitate. The notepages which you have in your hand, contain suggested remarks, in case you prefer to have someone else "flip" your viewgraphs while you facilitate the workshop from the notepages. You can also write notes to yourself, ahead of time. Best of luck to you.

2. Introduction “Nothing happens until someone sells something” - you’re always “selling” NMA You must make things happen…people don’t join by accident Membership representatives are a.k.a. contact people boosters ambassadors Chapters are a lot like companies--you plan courses, programs, and other activities…sell them to your members and the public…and strive to give your members a fair “return on investment” of time, effort, and resources. You and your committee members must make things happen…get out and sell…get the product out the door…opportunities for personal development through participation in various activities, programs, services, and publications available through your chapter and national headquarters. Members of this committee are also known as: contact people boosters ambassadorsChapters are a lot like companies--you plan courses, programs, and other activities…sell them to your members and the public…and strive to give your members a fair “return on investment” of time, effort, and resources. You and your committee members must make things happen…get out and sell…get the product out the door…opportunities for personal development through participation in various activities, programs, services, and publications available through your chapter and national headquarters. Members of this committee are also known as: contact people boosters ambassadors

3. Membership Committee Responsibilities Maintain two-way communications w/members PUSH for participation in chapter activities Reach out to ALL eligible potential members Promote mutual interests of chapter, parent organizations, and NMA Maintain two-way communications committee is message center of two way communication in chapter reminds members about chapter activities assure good communications from chapter leaders to all members Increase participation in chapter activities through enthusiasm knowledge personal contact Enlist all eligible members acquaint eligible members with advantages of membership & active participation Promote mutual interests of chapter, parent organization and NMA advances mutual interests of chapter, organization & Association at all times Maintain two-way communications committee is message center of two way communication in chapter reminds members about chapter activities assure good communications from chapter leaders to all members Increase participation in chapter activities through enthusiasm knowledge personal contact Enlist all eligible members acquaint eligible members with advantages of membership & active participation Promote mutual interests of chapter, parent organization and NMA advances mutual interests of chapter, organization & Association at all times

4. Membership Chairman Duties Set up organization chart Plan activities for year Recruit & train committees Monitor & evaluate committee Set up departmental newsletter/communication Maintain liaison with other committees Administer committee budget As committee chairman, you are responsible for maintaining a two-way flow of communication with the members. Your major duties are listed on the viewgraph. (You may want to go over each one in detail--or ask if others want to detail duties of their chairman.)As committee chairman, you are responsible for maintaining a two-way flow of communication with the members. Your major duties are listed on the viewgraph. (You may want to go over each one in detail--or ask if others want to detail duties of their chairman.)

5. Membership Representative Duties Contact members assigned Contact non-members assigned Keep up-to-date on chapter & NMA events Act as liaison between members & officers Other duties as assigned Representatives are your font-line troops...select carefully. Duties are listed on viewgraph. Other duties assigned may include: Collecting & issuing membership cards Confirming reservations for dinner meetings & selling tickets Conducting membership surveys & obtaining members’ evaluations of programsRepresentatives are your font-line troops...select carefully. Duties are listed on viewgraph. Other duties assigned may include: Collecting & issuing membership cards Confirming reservations for dinner meetings & selling tickets Conducting membership surveys & obtaining members’ evaluations of programs

6. Intra-Chapter Relationships Maintain close working relationship with all departments Keep informed on all chapter activities Maintain close contact with chapter officers, the board, & other committee chairmen If this committee is to function as the communications system of your chapter, you must maintain a close working relationship with all departments. Representatives must have up-to-date information on all chapter activities and plans. The committee chairman gets information by maintaining close contact with all chapter officers, the board, and with fellow committee chairmen.If this committee is to function as the communications system of your chapter, you must maintain a close working relationship with all departments. Representatives must have up-to-date information on all chapter activities and plans. The committee chairman gets information by maintaining close contact with all chapter officers, the board, and with fellow committee chairmen.

7. Committee Organization Traditional Flat % or ratio, such as one booster for every 20 members Alternate By department Management Echelon - peers only Geographic - workstation alignment There are typically two types of committee organization: Traditional where a flat percentage or ratio is assigned to each representative, i.e., one representative for each fifteen members. There is also an alternate to the traditional organization: Department alignment - committee structure follows the company organization chart with representatives being assigned to each department. Management echelon - representatives are picked from among their peers and contact them only. Geographic - representatives are assigned in accordance with work station locations within an organization.There are typically two types of committee organization: Traditional where a flat percentage or ratio is assigned to each representative, i.e., one representative for each fifteen members. There is also an alternate to the traditional organization: Department alignment - committee structure follows the company organization chart with representatives being assigned to each department. Management echelon - representatives are picked from among their peers and contact them only. Geographic - representatives are assigned in accordance with work station locations within an organization.

8. Supporting Staff Functions Statistics & Graphics Display Distribution & Control Ongoing Committee Training Committee Liaison There are four suggested staffing functions recommended for this committee: Statistics & Graphic Display - responsible for gathering information from representatives and other sources and putting it in usable form. Distribution and Control - One who heads the functions of distributing flyers, tickets, reservation cards, etc. Training - One who heads the on-going function of training which is carried out continuously throughout the year. Committee Liaison - One who heads the function of assigning committee members to attend various other committee meetings such as programs, professional development, and public relations, etc.There are four suggested staffing functions recommended for this committee: Statistics & Graphic Display - responsible for gathering information from representatives and other sources and putting it in usable form. Distribution and Control - One who heads the functions of distributing flyers, tickets, reservation cards, etc. Training - One who heads the on-going function of training which is carried out continuously throughout the year. Committee Liaison - One who heads the function of assigning committee members to attend various other committee meetings such as programs, professional development, and public relations, etc.

9. Committee Recruitment Individual Qualifications Recommendation/approval from department head Enthusiastic & energetic Sufficient assertiveness Potential representatives should go through a screening process before selection. Every representative should have approval from his/her department head…necessary because representatives sometimes must use a reasonable amount of company time to conduct NMA business. An enthusiastic attitude and willingness to take the special booster training is a must. Thirdly, each representative should have sufficient assertiveness to do a good sales job. Assertiveness comes from: enthusiasm knowledgePotential representatives should go through a screening process before selection. Every representative should have approval from his/her department head…necessary because representatives sometimes must use a reasonable amount of company time to conduct NMA business. An enthusiastic attitude and willingness to take the special booster training is a must. Thirdly, each representative should have sufficient assertiveness to do a good sales job. Assertiveness comes from: enthusiasm knowledge

10. The Committee in Action Communication Face-to-face Telephone E-mail Through an Emissary Distribution of notices Internal Mail Personally There are several methods representatives may use to communicate effectively: face-to-face, telephone, personal notes, or the use of a third party to communicate the message. If your committee is charged with distribution of notices, tickets, etc., these may be delivered personally or some reps use the company’s internal mail system. This would not be applicable to community chapters. In many chapters, Membership representatives are utilized to make dinner reservations, collect dues, and perform other similar duties. It is imperative that good records are kept of these transactions. One should keep a record of dates and kind of contacts made with each member assigned, attendance record of each assigned member at chapter activities, as well as personal data on each assigned member. Representatives need all the sales tools they can get…many chapters provide various kinds of aids to help reps to a better selling job. The use of aids should be monitored so that their maximum value may be gained. There are several methods representatives may use to communicate effectively: face-to-face, telephone, personal notes, or the use of a third party to communicate the message. If your committee is charged with distribution of notices, tickets, etc., these may be delivered personally or some reps use the company’s internal mail system. This would not be applicable to community chapters. In many chapters, Membership representatives are utilized to make dinner reservations, collect dues, and perform other similar duties. It is imperative that good records are kept of these transactions. One should keep a record of dates and kind of contacts made with each member assigned, attendance record of each assigned member at chapter activities, as well as personal data on each assigned member. Representatives need all the sales tools they can get…many chapters provide various kinds of aids to help reps to a better selling job. The use of aids should be monitored so that their maximum value may be gained.

11. Awards & Rewards Enlists friendly competition Adds incentive and motivation Provides encouragement to attempt follow up and “second efforts” Giving public recognition for a job well done is a tremendous motivator. It also adds incentive and is a valuable tool to achieve the important “second effort.” Some examples of appropriate recognition are: A year end banquet Recognizing people who have earned their CM designation Have CEO present certificates for those completing the 10 course Supervisory & Management Skills There are many other ways of recognizing people for their accomplishments. You might want the group to suggest recognition that they have used in their chapter.Giving public recognition for a job well done is a tremendous motivator. It also adds incentive and is a valuable tool to achieve the important “second effort.” Some examples of appropriate recognition are: A year end banquet Recognizing people who have earned their CM designation Have CEO present certificates for those completing the 10 course Supervisory & Management Skills There are many other ways of recognizing people for their accomplishments. You might want the group to suggest recognition that they have used in their chapter.

12. Community Chapters Face unique additional challenges Assign Membership “captain” in each affiliated organization Include members & non-members Conduct annual membership drive Enlist visible support and endorsements of key community or business leaders Community chapters face additional challenges not experienced in company chapters. To overcome some of these challenges, a Membership “captain” should be assigned in each affiliated organization. Members and non-members should be assigned to all representatives. Usually, in a community chapter, the Membership committee has the added responsibility of conducting an annual membership drive to enlist new members and support from non-affiliated organizations & constantly “sell” the chapter throughout the community.Community chapters face additional challenges not experienced in company chapters. To overcome some of these challenges, a Membership “captain” should be assigned in each affiliated organization. Members and non-members should be assigned to all representatives. Usually, in a community chapter, the Membership committee has the added responsibility of conducting an annual membership drive to enlist new members and support from non-affiliated organizations & constantly “sell” the chapter throughout the community.

13. Getting Started Work with your membership assistant Appoint representatives wisely Assign specific contacts to people Train your representatives Plan your meetings As chairman of the Membership committee, make sure you appoint a good assistant who can help you handle many of the details and assume some of the responsibilities you have. Select your representatives carefully! Remember the qualifications of good representatives that we covered earlier. Assign the contacts using the traditional or alternate method. Train your representatives well…explain the goals of the committee with the duties and responsibilities of each member. Plan to have regular Membership committee meetings…here you will receive feedback from the representatives and in turn, pass current information on to the officers and board of directors.As chairman of the Membership committee, make sure you appoint a good assistant who can help you handle many of the details and assume some of the responsibilities you have. Select your representatives carefully! Remember the qualifications of good representatives that we covered earlier. Assign the contacts using the traditional or alternate method. Train your representatives well…explain the goals of the committee with the duties and responsibilities of each member. Plan to have regular Membership committee meetings…here you will receive feedback from the representatives and in turn, pass current information on to the officers and board of directors.

14. Knowledgeable about the chapter When & where are meetings? What are the chapter objectives? How much are dues ? Salesmanship Positive attitude Able to communicate company/Community link to chapter goals Practice one’s chapter marketing “pitch” Committee TrainingTwo Phases The first phase of representative training consists of information they need to know--news and facts about the chapter, i.e., How much are dues? When and where are meetings? The second phase is the continuing development of salesmanship skills., I.e., How do your approach a prospective member? How do you persuade a member to attend a professional development class? These are intangibles…one needs the skill of selling an intangible. To successfully sell the chapter and NMA concepts, a representative needs: a positive attitude understanding practice These three form the basis for the second phase of committee training. The first phase of representative training consists of information they need to know--news and facts about the chapter, i.e., How much are dues? When and where are meetings? The second phase is the continuing development of salesmanship skills., I.e., How do your approach a prospective member? How do you persuade a member to attend a professional development class? These are intangibles…one needs the skill of selling an intangible. To successfully sell the chapter and NMA concepts, a representative needs: a positive attitude understanding practice These three form the basis for the second phase of committee training.

15. Chapter InformationNeeded Representatives need the following chapter information: Objectives & goals Committee structure Member enrollment & renewal procedures The big picture Answers to F.A.Q. Each representative needs to know the following chapter information: Goals & objectives: Have the president or come other officer review the goals & objectives adopted by the board of directors with representatives. Committee structure: The Membership chairman should outline the committee organization chart for the reps. Membership: The secretary should explain the procedure for new member enrollment and membership renewals. The PD chairman should outline the program for the year, providing each representative with a schedule of dates & description of courses and other educational activities. The Big Picture: Have your National Director or past president explain the purposes, benefits, and values of The National Management Association. Also, lots of information can be found on NMA’s Home Page. Visit http://nma1.org. You will find information on Awards, American Enterprise, CM program, Professional Development, as well as other NMA programs and benefits. Questions & Answers: Provide and opportunity for questions and answers…encourage them to ask the kinds of questions they feel members will ask.Each representative needs to know the following chapter information: Goals & objectives: Have the president or come other officer review the goals & objectives adopted by the board of directors with representatives. Committee structure: The Membership chairman should outline the committee organization chart for the reps. Membership: The secretary should explain the procedure for new member enrollment and membership renewals. The PD chairman should outline the program for the year, providing each representative with a schedule of dates & description of courses and other educational activities. The Big Picture: Have your National Director or past president explain the purposes, benefits, and values of The National Management Association. Also, lots of information can be found on NMA’s Home Page. Visit http://nma1.org. You will find information on Awards, American Enterprise, CM program, Professional Development, as well as other NMA programs and benefits. Questions & Answers: Provide and opportunity for questions and answers…encourage them to ask the kinds of questions they feel members will ask.

16. Attitude &Job Understanding Establish “Can Do” Attitude Start with a theme for recruiting good people Make it a challenge and an opportunity Build a unique esprit de corps Establish Job Understanding Personal value/personal experience to be gained Develop new or enhanced skills and contacts Establish Attitude Start with a theme…being a representative is not a task, but a leadership opportunity. The ideal representative looks upon the experience as a challenge. Building esprit de corps is the responsibility of the committee chairman, all the chapter leaders, and the representatives themselves. Establish Job Understanding Representatives must understand the job & its personal value. There are basically two types of functions of a representative: 1. Functions related to regular on-going communications 2. Functions established by chapter policy Some of the skills used by a Membership representative are: 1. Selling 2. Leading 3. Communicating 4. Organizing Good Luck!Establish Attitude Start with a theme…being a representative is not a task, but a leadership opportunity. The ideal representative looks upon the experience as a challenge. Building esprit de corps is the responsibility of the committee chairman, all the chapter leaders, and the representatives themselves. Establish Job Understanding Representatives must understand the job & its personal value. There are basically two types of functions of a representative: 1. Functions related to regular on-going communications 2. Functions established by chapter policy Some of the skills used by a Membership representative are: 1. Selling 2. Leading 3. Communicating 4. Organizing Good Luck!