ipra 2014 success stories and webinar recap
Post on 13-Jul-2015
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IPRA PROFESSIONAL SKILLS WEBINAR
CHEERS FOR PEERS, CHEERS FOR YOU
1.Please sign in with your
Agency Name and the number
of people attending the webinar
from your agency today.
2.Have you downloaded and
printed a copy of your
handouts?
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Cheers For Peers,
Cheers for YOU
TODAY’S WEBINAR FORMAT
2014 Webinar Recap
Your Year in Review… Month by Month
Share successes
Examples from your Peers
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CUSTOMER SERVICE AND RETENTION
– 1 MINUTE
If I were to poll your customer
asking them to compare 2014 to
previous years, would they say
your customer service has been:
A. Better
B. Worse
C. About the Same
In your chat box, give one
example of how your customer
service has improved this past
year.6
KEYS TO RELEVANCE -
1 MINUTE
How strongly to you agree with this statement”
In the eyes of our community leaders, our agency has become more valued and relevant in 2014.
In your chat box, explain your answer.8
THE BETTER BUSINESS MODEL–
1 MINUTE
How strongly do you agree with this statement?
In 2014 our agency has begun to change the way we “do business” over the past year.
In your chat box…
Give one or more examples of how your agency has changed its financial or business practices over the past one or two year.
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SOCIAL MEDIA
STRATEGIES–
1 MINUTE
How strongly to do you agree with this statement:
Our social media marketing has become an extremely
important part of our agency’s communication strategy.
In your chat box…
Give an example of how you have used social media
successfully in the past year.
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MANAGING MILLENNIALS – 1 MINUTE
We are doing a good job meeting the needs of
millennial staff and millennial customers.
A. Definitely
B. Sort of
C. Not really
D. Not sure
In your chat box…
List some changes you have made in order to better
reach and serve millennial staff or customers.12
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BUILDING CONSENSUS –
1 MINUTE
How strongly do you agree with this sentence?
In 2014 we have done a good job building bridges
between a variety of groups or individuals in order to
move forward with projects, policies, programs,
changes, etc.
In your chat box…
Share an example of consensus building successes (or
attempts).17
SPONSORSHIP STRATEGIES – 1 MINUTE
How strongly do you agree
with this sentence?
We have done some
innovative things to increase
our sponsorship success.
In your chat box please
share…
What have you done?
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Please welcome Nicole Engelbart,
Corporate Partnership Manager
Rockford Park District
NicoleEngelbart@rockfordparkdistrict.org
Rockford Park District – 3 Successes
Three Rockford Park District Sponsorship Sales Success Stories
• Needs Analysis – How can the RPD help YOU?
• Relationships to Results – The Partner/Group Sales Approach & Nic’s Picks
• Identify Easy Assets to Fulfill
Prospective Sponsor Needs Analysis
• Who is your target market?
• How do you like to reach them?
…then create a proposal to match the answers…
Meet with Prospect & Conduct Needs Analysis –Two Important Questions
“Relationship to Results”
Relationships to Results – the RPD Way
A phrase found throughout the Rockford Park District culture to remind us that it all begins with relationships.
Relationships to Results is a two-pronged approach in the RPD Sponsorship system:
• Partner/Group Sales Approach
• Nic’s Picks
Live your culture! My first day at the RPD, I was handed the bracelet above.
Partner/Group Sales Approach
Relationships to Results – Partner/Group Sales Approach
Lockwood Park Pro Rodeo: In June 2013, approached by a facility manager to find sponsors for a new event (a rodeo!) happening in August
Limited time…needed to mobilize the troops and FAST!!
• Brought Friends of Lockwood Group together
• Prepared proposal & list of prospects
• Divided and conquered!
• 32 Sponsors generated $7050 in 6 weeks!
Relationship – Focused Systems Implemented
Changes to System in 2014:
• Partner/Group Sales System Formalized• Step One: Pre-Planning Meeting – Nicole &
RPD Manager• Step Two: Pre-Sponsorship Sales Planning
Meeting – Nicole, RPD Manager, Sales Team• Step Three: Pitch - All• Step Four: Fulfillment – Sponsorship
Department
• Nic’s Picks System Implemented• Ask each facility or program manager to
prepare a list of 5 contacts who could be a prospective sponsor – i.e. Insurance King
Relationship Successes
2014 Success using a “Relationships to Results” approach:• Lockwood Park Pro Rodeo – Friends of
Lockwood • Therapeutic Recreation and Sounds of Summer
Guide Ads• Jr. Chariots Wheelchair Basketball Tournament• NFL Flag Football Training Camp • Facility Manager’s Nic’s Picks
Sponsorship Revenue: $31,050 in 2014
Relationships to Results in Photos
Take a look at what you have to sell…
• Identify assets that are low-cost, easy to fulfill
• Example: Rockford Park District banner advertising (right)
• Banner Advertising Revenue: Generated $1300 cash and $1050 in-kind in 2014 with $0 fulfillment cost!
Identify Easy Assets to Fulfill
Summary of the 3 Successes:
• “Help Me, Help You!”
• Relationships to Results
• “Throw a banner ad in!”
Take-Aways
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POLITICAL SAVVY –
1 MINUTE
Which answer best fits your group:
A. All of us have become more politically savvy this past year.
B. Some of us have become more politically connected and
respected this past year.
C. None of us has improved our political clout this past year.
In your chat box…
Share one example of how one of the people in your
group has improved their political savvy in 2014.30
ALIGNING SERVICES WITH COMMUNITY
NEEDS – 1 MINUTE
Select the best answer:
A. We have done specific things to measure constituent needs AND have made changes to align ourselves with these needs.
B. We have done specific things to measure constituent needs BUT have not done much to align our programs/facilities to match these needs.
C. We haven’t done much to measure community needs but we try to change/add programs to meet assumed needs.
D. None of those answers fits our agency.
In your chat box… Please explain your response… 32
ROCK ISLAND
PARKS AND
RECREATION
MORE LIKE A
MAGAZINE, LESS
LIKE A CATALOG
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GOLF OUTING AND
BEER TASTING
ROCK ISLAND
PARKS AND
RECREATION
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ROCK ISLAND PARKS AND RECREATION
WHODUNIT?- MURDER MYSTERY DINNER
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ROCK ISLAND
FIRST TEE
GROWTH
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Park District of
Highland ParkPhotos submitted by
Cathy Fiori, Recreation
Supervisor, CPRP
847.579.3121
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Judge a man by his questions rather than his answers.-Voltaire
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