Chamber Trends Across America:Chamber Trends Across America:What’s Hot, What’s NotWhat’s Hot, What’s Not

Presented By:Presented By:

Keith WoodsKeith Woods

CEO, North Coast Builders ExchangeCEO, North Coast Builders Exchange

Senior Advisor on Chamber Trends, Senior Advisor on Chamber Trends, California Chamber of CommerceCalifornia Chamber of Commerce

(707) 542-0645(707) 542-0645

How to recruit great volunteers How to recruit great volunteers and staff:and staff:

1)1) Smart and energeticSmart and energetic

2)2) Smart and lazySmart and lazy

3)3) Dumb and lazyDumb and lazy

4)4) Dumb and energeticDumb and energetic

Ten Trends…Some Ten Trends…Some Positive, Some NegativePositive, Some Negative

1)1) Chamber organizational Chamber organizational re-structuring and streamlining re-structuring and streamlining

““Right-size” the Board of DirectorsRight-size” the Board of Directors

Decision-making empowered at lowest Decision-making empowered at lowest levelslevels

Fewer committees, more task forcesFewer committees, more task forces

Creation of “Talent Banks” of volunteersCreation of “Talent Banks” of volunteers

2)2) Better (not more) Better (not more) communications communications with with membersmembers

In today’s world, less is moreIn today’s world, less is moreWe’re a nation of skimmers and glancers, We’re a nation of skimmers and glancers,

not readersnot readers

The goal: High-impact communicationsThe goal: High-impact communications

Develop a strategy…and don’t make it a Develop a strategy…and don’t make it a low low

prioritypriority

““Bad communications is always the problem – Bad communications is always the problem –

good communications is always the solution”good communications is always the solution”

3)3) A commitment to creative new A commitment to creative new programs, services and programs, services and

eventseventsAlso, new “spins” on existing onesAlso, new “spins” on existing ones

New approaches to annual banquets, golf New approaches to annual banquets, golf tournaments, trade shows, mixers, breakfast tournaments, trade shows, mixers, breakfast & & lunch meetings, candidates forums, etc.lunch meetings, candidates forums, etc.

In the world today, people like novelty and changeIn the world today, people like novelty and change

Apply the “K.M.E.A.” approach to everything Apply the “K.M.E.A.” approach to everything you doyou do

Offer “demand-driven” programs, not “supply Offer “demand-driven” programs, not “supply driven” onesdriven” ones

4)4) A confident aggressiveness A confident aggressiveness throughout the throughout the

organizationorganizationA firm belief that the Chamber is on the side of A firm belief that the Chamber is on the side of

what’s rightwhat’s right

Especially in politics and governmental affairsEspecially in politics and governmental affairs““If you’re not at the table, you’ll probably be If you’re not at the table, you’ll probably be

on the menu” on the menu”

Also an aggressiveness in membership Also an aggressiveness in membership recruitmentrecruitment

And in funding the Chamber…sponsorships, etc.And in funding the Chamber…sponsorships, etc.

The bottom line: set a goal to create a more The bottom line: set a goal to create a more business-like Chamberbusiness-like Chamber

““Non-profit is a tax status, not your business plan”Non-profit is a tax status, not your business plan”

5)5) Continued membership flat-liningContinued membership flat-lining

Good news: membership sales are up nationallyGood news: membership sales are up nationally

Bad news: membership drops are also upBad news: membership drops are also up

The root of the problem: 1The root of the problem: 1stst and 2 and 2ndnd year year membersmembers

(Nation-wide: 40 – 60% of all first year members drop!)(Nation-wide: 40 – 60% of all first year members drop!)

Chambers are putting more effort into retention Chambers are putting more effort into retention programsprograms

An idea: worry about a member’s “connection” , An idea: worry about a member’s “connection” , not “involvement”not “involvement”

Major membership drives are declining in Major membership drives are declining in popularity (but they popularity (but they can can work if done right)work if done right)

6)6) Creative new membership pricing Creative new membership pricing and and dues structures are being dues structures are being exploredexplored

Not based on the number of employees Not based on the number of employees in the usual “tiered” systemin the usual “tiered” system

Hot: selling member packages of Hot: selling member packages of services, programs, benefitsservices, programs, benefits

Hotter: Chairman’s Circles, President’s Hotter: Chairman’s Circles, President’s Clubs, Gold Star MembersClubs, Gold Star Members

What they really are is “Ego Memberships… What they really are is “Ego Memberships… and they workand they work

7)7) Recognition of “Time Poverty” issues Recognition of “Time Poverty” issues continuing to plague continuing to plague

membersmembersThe reality: we have fewer volunteers with less The reality: we have fewer volunteers with less discretionary timediscretionary time

24 hours doesn’t feel like 24 hours to most people24 hours doesn’t feel like 24 hours to most people

““People don’t measure things in dollars and cents any People don’t measure things in dollars and cents any more, they measure things in minutes and hours”more, they measure things in minutes and hours”

Another trend: declining attendance at eventsAnother trend: declining attendance at events

Ride your winners and kill off your losersRide your winners and kill off your losers

Make every meeting and event worth attending…or Make every meeting and event worth attending…or don’t hold it at alldon’t hold it at all

Holding Holding nono meeting is infinitely better than holding meeting is infinitely better than holding a a badbad meeting meeting

8)8) More regional thinking and More regional thinking and co-operation among co-operation among

ChambersChambersProvincialism is great in moderation, but lousy in Provincialism is great in moderation, but lousy in

large doseslarge doses

Collaboration on major issues: transportation, Collaboration on major issues: transportation, water, economic development, etc.water, economic development, etc.

Co-sponsorship of events: trade shows, mixers, Co-sponsorship of events: trade shows, mixers, seminarsseminars

Creation of area-wide Leadership ProgramsCreation of area-wide Leadership Programs

Chambers should serve as the organizer and Chambers should serve as the organizer and facilitator for regional meetings … forums, facilitator for regional meetings … forums, summits, conferencessummits, conferences

9)9) Higher quality Chamber execs, Higher quality Chamber execs, staff, and volunteers staff, and volunteers

Execs are true professional management pros… Execs are true professional management pros… well-trained, experienced, and considered to be well-trained, experienced, and considered to be leaders in their communityleaders in their community

Same with staff…both department heads and clerical Same with staff…both department heads and clerical personnelpersonnel

Volunteers are better than ever, but there are fewer Volunteers are better than ever, but there are fewer of themof them

What to avoid: “Whack-a-Mole” management and What to avoid: “Whack-a-Mole” management and leadershipleadership

Ten Traits of Great Chamber Execs and Staff: Ten Traits of Great Chamber Execs and Staff: (see list)(see list)

Five Characteristics of Terrific Volunteers: (see list)Five Characteristics of Terrific Volunteers: (see list)

Ten Traits of Great Chamber Ten Traits of Great Chamber Execs & StaffExecs & Staff

1)1) Time management skillsTime management skills2)2) Good communicator (verbal & written)Good communicator (verbal & written)3)3) Financial competenceFinancial competence4)4) An ability to motivate othersAn ability to motivate others5)5) PerseverancePerseverance6)6) A sense of humorA sense of humor7)7) Technological proficiencyTechnological proficiency8)8) A flair for the creativeA flair for the creative9)9) Savvy political instinctsSavvy political instincts10)10) An ego that’s under control An ego that’s under control

Five Characteristics of Five Characteristics of Terrific VolunteersTerrific Volunteers

1)1) Follow-through on commitmentsFollow-through on commitments

2)2) Candor and honestyCandor and honesty

3)3) Willingness to underwrite what Willingness to underwrite what

you writeyou write

4)4) A positive, upbeat attitudeA positive, upbeat attitude

5)5) An ability to “play well with others”An ability to “play well with others”

10)10) Serious introspection about the role Serious introspection about the role of of Chambers in the future Chambers in the future

Why are we really here?Why are we really here?

Would we be missed if we weren’t around?Would we be missed if we weren’t around?

For a Chamber, having a Strategic Plan is good… For a Chamber, having a Strategic Plan is good…

……but having a Strategic but having a Strategic VisionVision is even better! is even better!

Great Chambers have a clear set of priorities…not Great Chambers have a clear set of priorities…not just to be likedjust to be liked

1) To be respected as the community’s business leader1) To be respected as the community’s business leader

2) To be a valuable resource for our members2) To be a valuable resource for our members

3) To be a force to be feared when necessary3) To be a force to be feared when necessary

The two key words in the The two key words in the 2121stst Century Century

““Guts & Glitz”Guts & Glitz”

““You can’t build a You can’t build a reputation on what reputation on what you’re you’re goinggoing to do” to do”

-Henry Ford

““You can’t You can’t talktalk your way your way out of problems that you out of problems that you behavedbehaved your way into.” your way into.”

-Stephen Covey-Stephen Covey

Words for the ages by Words for the ages by George Bernard ShawGeorge Bernard Shaw

““I am of the opinion that my life belongs to the I am of the opinion that my life belongs to the whole community, and as long as I live, it is whole community, and as long as I live, it is my privilege to do for it whatever I can.my privilege to do for it whatever I can.

For I want to be thoroughly used up when I die…For I want to be thoroughly used up when I die…

Life is not a brief candle for me. It is a sort of Life is not a brief candle for me. It is a sort of splendid torch which I have a hold of for splendid torch which I have a hold of for the the moment, and I want to make it burn as moment, and I want to make it burn as brightly brightly as possible before handing it on as possible before handing it on to to future future generations.”generations.”