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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 also time to start implementing actions and creating a culture that support the sales …

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New Article Posted – It's time for your association to create a data records manager position

Several years ago, I suggested to a client of mine that they needed to add a new position to their staff, a position I called the data records manager. What I meant by this was someone responsible for making sure all the data within the organization was being managed appropriately. Interestingly, since that time, the …

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New Article Posted – The Cycle of Doom vs. the Cycle of Virtue

It is said that if an organization is not growing, it is dying. In other words, there is no such thing as stasis. Either you are moving forward, or you are moving backward, but you are always moving. The same can be said for data management. Either your data management practices continue to help improve …

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New Article Posted – It's time to get rid of the membership grace period

I started my career as a membership assistant at a trade association. We had 500 organizational members, and dues renewals were run once per year, late in the year, due on January 1. But we also had a 90-day grace period, meaning the companies had up to 90 days past the due date to pay …

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New Article Posted – Should You Use an Implementation Partner?

There are well over 50 companies that provide AMS products to the association market. They range from products designed for very small associations all the way up to enterprise systems selling for six or seven figures fully installed. (Click here to see a list of all these different vendors.) For a handful of these vendors, …

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New Article Posted – Managing Data at an Association is NOT the Same as a For-profit Business

One of the more common lamentations I hear from my association clients is that associations need to manage their database and website more like a for-profit business. This is often characterized as: “We should be more like Amazon!” Setting aside the issue of Amazon’s budget (in the billions) and profitability (very often not at all!) …

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New Article Posted – Using Interactional Data to Increase Engagement and Revenue

Association management systems (AMS) as a specific software product have existed for more than 30 years. Not surprisingly, the original AMS packages were designed to serve as transactional systems, focused on managing the money related to membership dues, event registrations, and product sales. As associations added more revenue streams, AMS products added more functionality to …

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New Article Posted – Using an AMS to Provide Member Value – A Case Study

A small association (15 staff) serves an international membership of businesses working on electric motors. One of the services this association provides is technical engineering support. If a member has a specific question about how to repair a certain type of motor, they can call on one of the association’s five full-time engineers for an …

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New Article Posted – You're not marketing too much, you're marketing wrong!

“One of the problems we have is that we’re marketing too much. We’re sending too many emails to our members.” So said the executive director I was working with on a new database implementation. “Well, no, you’re not marketing too much,” I replied, “you’re marketing wrong. And the reason you’re marketing wrong is because you’re …

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