Have the courage of your convictions

To have the courage of your convictions means to do or say what you think is right no matter who disagrees with you. What I often see from my clients is a very strong conviction about the value of their products and services, but very low willingness to price these...

Bad Data = Bad System

In over 17 years of consulting, I can’t tell you how many times I’ve had a conversation similar to this one: Client: “Our database sucks.” Me: “What makes you say that?” Client: “The data is bad. I pull a list of board members...

New Article Posted – Sales is NOT a Dirty Word

Every association is in the sales business. Whether you’re selling membership, event registrations, products, or certification programs, the fact is, you’re selling. Not only is it time for associations to acknowledge that they are in the business of selling, it is...

Database Maintenance: The Unsung Hero

A recent episode of the Freakonomics Podcast was entitled “In Praise of Maintenance,” and asked the question: “Has our culture’s obsession with innovation led us to neglect the fact that things also need to be taken care of?” As usual for...

Bad Systems Can Make Good People Leave

In the past week I’ve met with two different associations who are struggling with their current AMS systems. A common theme between the two was lots of staff turnover. That is, since the time the system was first implemented, many (if not all!) key staff had...

“Our old system used to…”

In my experience, when associations make a database system change, staff will sometimes talk about how the old system used to work. They’ll say things like “In the old system, we could add a new individual record in two minutes; now it takes five.”...
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