By Douglas M. Kleine, CAE, Plexus Senior Advisor (this blog is a reprint from 2010 when Douglas was a Plexus client)
A 2010 study by the AMC Institute indicated that AMCs produce higher net income for their clients than staff-managed associations of similar size. The findings seem to hold for association budgets of up to $5 million. The study attributes the difference to what is called pride of independence on the part of staff-managed associations, and that independence coming with a hefty price tag, due to the inefficiencies and overhead burdens of smaller associations.
But is the choice really just between staff-managed stand-alone versus an association management company? Can overhead be reduced and inefficiencies be eliminated another way? Any association that has been a subtenant knows the savings of shared pubic spaces, mail/copy room and kitchen. Plexus Consulting has taken the simple concept of subleasing and enhanced it with the plusses of outsourcing, shared staff, and internal shared phone, data, and accounting systems. Those are the plusses of an AMC, with out the minuses of an AMC, which often entail diminishment of identity, fitting into schedules that have to accommodate other (bigger?) clients, and the enormous loss of institutional memory, relationship history and operational continuity that comes with the elimination of staff in the transition to AMC service.
Plexus’ Incubator Model, retains key association staff as association staff, so the organization can move seamlessly back out on its own with ease and at its own timing. During the incubation period, association employees are assisted by Plexus staff as needed. There need be no database conversion, phone line conversion or new personnel system. If financial management is needed, Plexus can operate in any of the major software systems from Quick Books to ??(Solomon?). Plexus can also step in on activities that are seasonally stressful to staff, such as conferences, calendar membership billings, annual reports and elections.
Stand-alone or AMC is a false choice when associations can choose a third way through the Plexus Incubator Model.
Monday, December 15, 2014
Monday, December 8, 2014
The Association Guide to Going Global: An Introduction
By Steven M. Worth, President at Plexus Consulting Group, LLC
Introduction
You know when you are global when:
In other words, being global assures you act as and are perceived to be a citizen in every community of the world, that you are able to bring resources to bear when and where there are opportunities, and that you are adept at recognizing and addressing trends in customer needs and wants on a local as well as a global scale. Isn’t this the formula for any successful organization?
These qualities most certainly characterize successful organizations at the local or national level; so in one regard, globalization is mostly just a matter of scope--but what scope it is! When the world’s cultural, ethnic, linguistic, legal, and political differences are all thrown together on one playing board we have a game with moving parts that is more complex than playing three dimensional chess. Then, just to make it interesting, throw into the mix the differences in financial, educational, and technological means from one country to another—not to mention the challenges of distance and sheer geographical differences—and you have a very intimidating picture indeed!
Is anyone able to win at such a complex game? Yes, every day. In fact these are the organizations that touch every aspect of our lives, from the products we use and consume to the healthcare treatment we receive, the global flow of products and services and the ideas they contain are all the result of organizations that have been conceived to satisfy our wants and needs. If they are not global themselves they are linked in to organizations that are.
The global sharing of ideas and competition among people and organizations on a global scale can and do result in discoveries—including new cures for old diseases, and better products at less cost. Few energy sources are greater than those that can successfully harness the minds and creativity of the six billion human souls that inhabit our planet—or a portion thereof! But of course, globalization is not all sunshine and roses. If your particular product or service is not among the best then globalization can be a painful experience—as news about plant closings and business failures tell us every day. So the trek toward becoming a global organization can be seen to be as much defensive as it is progressive. If your organization does not find and fill its global niche then the chances are good that someone else, somewhere else will!
Textbooks typically point out that there are three types of transnational organizations: “International” organizations that operate across national boundaries because they buy or sell internationally, have international meetings or alliances, and/or serve stakeholders/members from other countries. In international organizations, there is little customization of goods and services for global customers, and the organization’s business and governance structures are highly concentrated on the domestic market. Customers, whether local or global are treated the same.
“Multinational” organizations that have a sustainable and on-going presence in more than one national market simultaneously. Goods and services may often be customized for a country by country market., and the operational and governance structures may be distributed among and within these targeted countries. Local customers, regardless of location, are the priority, but global customers outside of these markets may only be supported with difficulty. And “Global” organizations that fulfill all four of the characteristics noted above. Goods and services allow for major customization. The business and governance structures are highly networked and distributed. Customers are supported both locally and globally. Unless you have merged your organization into another to become global instantaneously, for most, becoming global is a gradual, stepby-step process in which a domestic organization becomes international, then multinational then global. It is a time-consuming, difficult process, but it is a challenge that this generation cannot refuse. Globalization is something this generation and every generation after us will have to incorporate into their education, mindset and day-to-day living. It is the trend that most defines our times. Those people and organizations that adapt to it best are the ones that will reap the most rewards.
Organizations based in smaller countries with advanced economies have a special advantage in that they are used to dealing with foreign languages and cultures. Cross border transactions are a daily occurrence for them. It is no wonder then that managers from the Netherlands who seem to be multilingual at birth are in much demand as managers in global organizations.
The old joke, told mostly by Europeans, that a person who speaks three languages is called trilingual, a person who speaks two languages is called bilingual and a person who speaks one language is called, you guessed it--an American—contains a sharp bit of truth. When one is born on a continent where well over 300 million people speak the same language and which constitutes the largest economic market in the world, it is easy to be parochial without seeming to be undereducated! Nevertheless for this reason Americans are at a disadvantage when it comes to understanding and operating successfully in a global environment. It is for this reason that this book focuses particularly on the challenges faced by US managers as they grapple with globalization.
This book of course also focuses on associations. While the management tactics and strategies that are discussed here could be and are applied to all sorts of organizations, associations have a particularly important role in globalization, for two reasons. First, associations—and that includes trade associations and professional societies (and other individual membership organizations) as well as chambers of commerce—have played a particularly important role by providing the networking contacts and market intelligence small and medium size enterprises (SMEs) have needed in order to expand as rapidly as they have into global markets. As is discussed in the first chapter SMEs have been the surprise winners in globalization, snatching the prize out from under the noses of the giant but lumbering multinational companies that have not been as nimble in taking advantage of new opportunities in new markets, and associations have a lot to do with this. The second reason why associations deserve special attention is because of the critical role they can and do play in addressing issues of social responsibility that all too often fall in the cracks between the secular interests of national governments and for profit undertakings. To a large extent associations are just now coming into their own; and their effectiveness in this current and future role will be largely defined by how well they have learned to navigate in a global environment.
This book is divided into eight chapters that correspond to those issues or problem areas that naturally crop up whenever a conversation turns to globalization. While sticking to the facts, I also attempt to use personal anecdotes and stories to liven up what some textbooks have turned into a dry topic. Globalization deserves better. It is about flesh and blood, dreams that have been dashed as well as dreams that have resulted in fabulous success. More importantly, it is about a topic that affects all of us. It defines our time, and how we cope with it will determine the quality of our future.
Here is how we will take this journey:
Chapter One: Why Go Global?
This chapter addresses the trends, opportunities and threats of globalization for associations and how successful associations have responded. It also addresses the emerging opportunities that are unique to the association community and what associations need to do to ready themselves for these roles.
Chapter Two: Common Problems that are Encountered
There is enough of a track record now to be able to learn from the successes and failures of others. This chapter attempts to catalogue the lessons that have bee learned so that others may build on them.
Chapter Three: The Structure of the Globalized Association
This chapter addresses the different stages in cross border transactions from international to multinational to global. It also addresses the different structures that have found to be suitable for organizations of varying means and missions. There are as many variations in globalization as there are organizations, but there are some broad models and lessons that have been learned that might serve to structure and inspire others that have faced or are facing similar challenges.
Chapter Four: Funding and Financing
Even the most altruistic associations need funding to fuel global operations. This chapter focuses on those considerations and how successful associations have addressed them.
Chapter Five: Language and Culture
These are the most obvious differences among international markets, yet language and cultural differences continue to be stumbling blocks for individuals and organizations operating across national borders. This chapter discusses some of the gaffs that can happen and how successful managers avoid making them!
Chapter Six: Endeavors in Specific Countries
This chapter discusses the differences between lesser developed, developing and developed economies and how each pose a different set of challenges and opportunities. It also discusses BEMS (Big Emerging Markets) and the BRIC countries (Brazil, Russia, India and China) and the dos and don’ts of entering those markets.
Chapter Seven: Successes and Failures—Other Case Studies
This chapter discusses successful strategies and models that have been used by associations that have expanded globally.
Chapter Eight: Some Final Thoughts on Truly Becoming “Global”
This chapter discusses the nature of the globalization challenge for association managers and why it is a challenge that no manager can ignore.
Introduction
You know when you are global when:
- Your organization feels as “at-home” in any one culture or in any one part of the globe as in another;
- Your customers and stakeholders view your organization as “a local organization” wherever they and you may be in the world;
- Your organization is able to sift through local trends and ways of doing things to identify what has potential on a global scale, and is able to apply global trends and strategies effectively at the local level everywhere in the world;
- As markets rise and fall, you are able to shift resources fluently from one to another so that your overall organization continues to thrive and produce intellectual property that is wanted and needed throughout the world.
In other words, being global assures you act as and are perceived to be a citizen in every community of the world, that you are able to bring resources to bear when and where there are opportunities, and that you are adept at recognizing and addressing trends in customer needs and wants on a local as well as a global scale. Isn’t this the formula for any successful organization?
These qualities most certainly characterize successful organizations at the local or national level; so in one regard, globalization is mostly just a matter of scope--but what scope it is! When the world’s cultural, ethnic, linguistic, legal, and political differences are all thrown together on one playing board we have a game with moving parts that is more complex than playing three dimensional chess. Then, just to make it interesting, throw into the mix the differences in financial, educational, and technological means from one country to another—not to mention the challenges of distance and sheer geographical differences—and you have a very intimidating picture indeed!
Is anyone able to win at such a complex game? Yes, every day. In fact these are the organizations that touch every aspect of our lives, from the products we use and consume to the healthcare treatment we receive, the global flow of products and services and the ideas they contain are all the result of organizations that have been conceived to satisfy our wants and needs. If they are not global themselves they are linked in to organizations that are.
The global sharing of ideas and competition among people and organizations on a global scale can and do result in discoveries—including new cures for old diseases, and better products at less cost. Few energy sources are greater than those that can successfully harness the minds and creativity of the six billion human souls that inhabit our planet—or a portion thereof! But of course, globalization is not all sunshine and roses. If your particular product or service is not among the best then globalization can be a painful experience—as news about plant closings and business failures tell us every day. So the trek toward becoming a global organization can be seen to be as much defensive as it is progressive. If your organization does not find and fill its global niche then the chances are good that someone else, somewhere else will!
Textbooks typically point out that there are three types of transnational organizations: “International” organizations that operate across national boundaries because they buy or sell internationally, have international meetings or alliances, and/or serve stakeholders/members from other countries. In international organizations, there is little customization of goods and services for global customers, and the organization’s business and governance structures are highly concentrated on the domestic market. Customers, whether local or global are treated the same.
“Multinational” organizations that have a sustainable and on-going presence in more than one national market simultaneously. Goods and services may often be customized for a country by country market., and the operational and governance structures may be distributed among and within these targeted countries. Local customers, regardless of location, are the priority, but global customers outside of these markets may only be supported with difficulty. And “Global” organizations that fulfill all four of the characteristics noted above. Goods and services allow for major customization. The business and governance structures are highly networked and distributed. Customers are supported both locally and globally. Unless you have merged your organization into another to become global instantaneously, for most, becoming global is a gradual, stepby-step process in which a domestic organization becomes international, then multinational then global. It is a time-consuming, difficult process, but it is a challenge that this generation cannot refuse. Globalization is something this generation and every generation after us will have to incorporate into their education, mindset and day-to-day living. It is the trend that most defines our times. Those people and organizations that adapt to it best are the ones that will reap the most rewards.
Organizations based in smaller countries with advanced economies have a special advantage in that they are used to dealing with foreign languages and cultures. Cross border transactions are a daily occurrence for them. It is no wonder then that managers from the Netherlands who seem to be multilingual at birth are in much demand as managers in global organizations.
The old joke, told mostly by Europeans, that a person who speaks three languages is called trilingual, a person who speaks two languages is called bilingual and a person who speaks one language is called, you guessed it--an American—contains a sharp bit of truth. When one is born on a continent where well over 300 million people speak the same language and which constitutes the largest economic market in the world, it is easy to be parochial without seeming to be undereducated! Nevertheless for this reason Americans are at a disadvantage when it comes to understanding and operating successfully in a global environment. It is for this reason that this book focuses particularly on the challenges faced by US managers as they grapple with globalization.
This book of course also focuses on associations. While the management tactics and strategies that are discussed here could be and are applied to all sorts of organizations, associations have a particularly important role in globalization, for two reasons. First, associations—and that includes trade associations and professional societies (and other individual membership organizations) as well as chambers of commerce—have played a particularly important role by providing the networking contacts and market intelligence small and medium size enterprises (SMEs) have needed in order to expand as rapidly as they have into global markets. As is discussed in the first chapter SMEs have been the surprise winners in globalization, snatching the prize out from under the noses of the giant but lumbering multinational companies that have not been as nimble in taking advantage of new opportunities in new markets, and associations have a lot to do with this. The second reason why associations deserve special attention is because of the critical role they can and do play in addressing issues of social responsibility that all too often fall in the cracks between the secular interests of national governments and for profit undertakings. To a large extent associations are just now coming into their own; and their effectiveness in this current and future role will be largely defined by how well they have learned to navigate in a global environment.
This book is divided into eight chapters that correspond to those issues or problem areas that naturally crop up whenever a conversation turns to globalization. While sticking to the facts, I also attempt to use personal anecdotes and stories to liven up what some textbooks have turned into a dry topic. Globalization deserves better. It is about flesh and blood, dreams that have been dashed as well as dreams that have resulted in fabulous success. More importantly, it is about a topic that affects all of us. It defines our time, and how we cope with it will determine the quality of our future.
Here is how we will take this journey:
Chapter One: Why Go Global?
This chapter addresses the trends, opportunities and threats of globalization for associations and how successful associations have responded. It also addresses the emerging opportunities that are unique to the association community and what associations need to do to ready themselves for these roles.
Chapter Two: Common Problems that are Encountered
There is enough of a track record now to be able to learn from the successes and failures of others. This chapter attempts to catalogue the lessons that have bee learned so that others may build on them.
Chapter Three: The Structure of the Globalized Association
This chapter addresses the different stages in cross border transactions from international to multinational to global. It also addresses the different structures that have found to be suitable for organizations of varying means and missions. There are as many variations in globalization as there are organizations, but there are some broad models and lessons that have been learned that might serve to structure and inspire others that have faced or are facing similar challenges.
Chapter Four: Funding and Financing
Even the most altruistic associations need funding to fuel global operations. This chapter focuses on those considerations and how successful associations have addressed them.
Chapter Five: Language and Culture
These are the most obvious differences among international markets, yet language and cultural differences continue to be stumbling blocks for individuals and organizations operating across national borders. This chapter discusses some of the gaffs that can happen and how successful managers avoid making them!
Chapter Six: Endeavors in Specific Countries
This chapter discusses the differences between lesser developed, developing and developed economies and how each pose a different set of challenges and opportunities. It also discusses BEMS (Big Emerging Markets) and the BRIC countries (Brazil, Russia, India and China) and the dos and don’ts of entering those markets.
Chapter Seven: Successes and Failures—Other Case Studies
This chapter discusses successful strategies and models that have been used by associations that have expanded globally.
Chapter Eight: Some Final Thoughts on Truly Becoming “Global”
This chapter discusses the nature of the globalization challenge for association managers and why it is a challenge that no manager can ignore.
Monday, December 1, 2014
How to Get your Nonprofit through the Recession: A Checklist for Managers
By Steven M. Worth, President at Plexus Consulting Group, LLC
Sometimes when in a storm it is useful to have a checklist at hand that serves as a reminder not to forget certain fundamentals. With information overload and all your senses screaming at you, it is easy to lose track of things that in normal circumstances would be “no-brainers” for veteran managers. So to that end I have this handy check list that is divided between “strategic” and “operational” things that a manager needs to keep in mind in the midst of this “Great Recession.”
Strategic
Re-check your bearings—focus--The world in 2008 when the Great Recession first hit. Maybe you saw it coming, but if so you were pretty much on your own. Few saw the greatest economic crisis since the Great Depression coming before it hit. And then, like a tsunami, it just kept hitting. Every quarter that has gone by has brought more bad news…..
So, why is it so many organizations are using strategic business plans from before all this happened? This is like using a map of Washington, DC to find your way around the streets of Paris! Alright, maybe not quite that bad, but still. If you have not done strategic planning in the past year then it is high time to do so. Assess the changes in your strategic environment and adapt your organization’s course accordingly. The direction you were headed in may not be where you should be headed now. Or, at the very least, the ways in which you will get there will have changed.
Wouldn’t it be nice for you and your stakeholders all to know what that is before you bump into something? Are you operating effectively? Are you hitting your benchmarks—or has your market changed so fundamentally that you need to rethink your approaches? Think of it as aiming at moving targets. Check and recheck and ask yourself fundamental questions—are we doing what we need to do in the most effective way possible? Are we aiming at where the target will be or are we aiming at where it used to be?
Are you operating efficiently? Resources are scarce in the best of times. Waste is always a luxury that no one can afford, but this is particularly true now. Test out your operations, where can you squeeze out more efficiency? Be prepared to see things in a different way—maybe there is a whole new way of doing things that you have never before tried. If so, try it. Now is the time. Too many managers assume a death grip on the steering wheel…staying the course, afraid to try anything new. Try it.
Operational
Internal and external communications. Probably the single most important operational function in times of a crisis is communications. Are you communicating effectively with all those shareholders and stakeholders who are critical to you? This includes prospective members and members as well as your board. And it especially includes your staff and any consultants and partners you may have. Don’t assume that just because you are sending them a newsletter that they are receiving the message that you think they are. Communications is a two way street—it takes listeners at both ends, not just one person talking, to achieve it. Communications can be turned into intelligence, and this is always a good thing to have in a crisis.
Reducing expenses
The two biggest items in your budget are salaries and rent. Which activities can be outsourced and which must be handled by staff? Outsourcing almost always reduces expenses while accessing greater expertise. It also provides greater flexibility if you think you may need to change course later. Office rent is a particularly grievous problem now that commercial real estate has actually declined in value this past year. So if you are stuck with a costly pre-recessionary lease—work with a reputable realtor to find ways to reduce this cost.
Marketing
Are you spending your marketing dollars in the best way possible? Have you trained your staff in the things they could be doing to help market through their own personal and professional networking? DO NOT consider marketing to be an expendable overhead item. It is your organization’s oxygen. Cut that off and you slowly suffocate!
Are there items on your checklist that you think should be included here?
Sometimes when in a storm it is useful to have a checklist at hand that serves as a reminder not to forget certain fundamentals. With information overload and all your senses screaming at you, it is easy to lose track of things that in normal circumstances would be “no-brainers” for veteran managers. So to that end I have this handy check list that is divided between “strategic” and “operational” things that a manager needs to keep in mind in the midst of this “Great Recession.”
Strategic
Re-check your bearings—focus--The world in 2008 when the Great Recession first hit. Maybe you saw it coming, but if so you were pretty much on your own. Few saw the greatest economic crisis since the Great Depression coming before it hit. And then, like a tsunami, it just kept hitting. Every quarter that has gone by has brought more bad news…..
So, why is it so many organizations are using strategic business plans from before all this happened? This is like using a map of Washington, DC to find your way around the streets of Paris! Alright, maybe not quite that bad, but still. If you have not done strategic planning in the past year then it is high time to do so. Assess the changes in your strategic environment and adapt your organization’s course accordingly. The direction you were headed in may not be where you should be headed now. Or, at the very least, the ways in which you will get there will have changed.
Wouldn’t it be nice for you and your stakeholders all to know what that is before you bump into something? Are you operating effectively? Are you hitting your benchmarks—or has your market changed so fundamentally that you need to rethink your approaches? Think of it as aiming at moving targets. Check and recheck and ask yourself fundamental questions—are we doing what we need to do in the most effective way possible? Are we aiming at where the target will be or are we aiming at where it used to be?
Are you operating efficiently? Resources are scarce in the best of times. Waste is always a luxury that no one can afford, but this is particularly true now. Test out your operations, where can you squeeze out more efficiency? Be prepared to see things in a different way—maybe there is a whole new way of doing things that you have never before tried. If so, try it. Now is the time. Too many managers assume a death grip on the steering wheel…staying the course, afraid to try anything new. Try it.
Operational
Internal and external communications. Probably the single most important operational function in times of a crisis is communications. Are you communicating effectively with all those shareholders and stakeholders who are critical to you? This includes prospective members and members as well as your board. And it especially includes your staff and any consultants and partners you may have. Don’t assume that just because you are sending them a newsletter that they are receiving the message that you think they are. Communications is a two way street—it takes listeners at both ends, not just one person talking, to achieve it. Communications can be turned into intelligence, and this is always a good thing to have in a crisis.
Reducing expenses
The two biggest items in your budget are salaries and rent. Which activities can be outsourced and which must be handled by staff? Outsourcing almost always reduces expenses while accessing greater expertise. It also provides greater flexibility if you think you may need to change course later. Office rent is a particularly grievous problem now that commercial real estate has actually declined in value this past year. So if you are stuck with a costly pre-recessionary lease—work with a reputable realtor to find ways to reduce this cost.
Marketing
Are you spending your marketing dollars in the best way possible? Have you trained your staff in the things they could be doing to help market through their own personal and professional networking? DO NOT consider marketing to be an expendable overhead item. It is your organization’s oxygen. Cut that off and you slowly suffocate!
Are there items on your checklist that you think should be included here?
Friday, November 21, 2014
Green – Is it in your Business or Career Plan?
By Nancy Najarian
Whether you are a government contractor looking for new sources of income, an association looking for ways to guide your members, or a frustrated job seeker wondering how to apply your skills to a new type of job, now is a good time to think about green.
The US, state and local governments are moving toward supporting renewable and alternative energy, and energy efficiency through a series of grants, government contracts, and tax credits to individuals and companies. Educational and training opportunities available at community colleges and from associations are becoming more prevalent and accessible. The goal is to prepare a workforce, including displaced housing construction workers and those working in the fossil fuel industries, to take the helm in a green economy. Navigating the opportunities, whether to find a government grant, contract, or retrain your workforce or self can be confusing. Here are a few guidelines with which to begin.
Green Mandate
Green is a mandate for the US government. The General Service Administration’s (GSA) first Chief Greening Officer Eleni Reed told Federal News Radio in an interview on June 15, 2010, "the ultimate goal is to enhance the environmental performance of the GSA portfolio."
- The entire portfolio of public buildings owned and leased by the US government is nearly 10.000 buildings or 361 million square feet.
President Obama’s Executive Order of October 5, 2009 set the stage for the GSA and other federal agencies to implement energy efficiency. Ms. Reed explained that the order, "…sets out specific goals for federal agencies to really drive environmental performance…such as:
- reducing greenhouse gas emissions,
- increasing energy efficiency,
- reducing water consumption, and
- looking at preventing and reducing waste to name only a few.”
How are the GSA, the US military, and other federal entities going to implement these goals? Are there enough manufacturers, installers, and service companies to do the work? How can you capture a portion of this market in the coming years?
Next Step: Grants to Support R&D, and Commercialization of New Technology and Practices
Currently, the federal, state, and local governments are providing grant money to spur the development of renewable and alternative energy sources, and develop energy efficient practices. These grants are available whether you are an individual, educational institution, or for-profit company. A bigger challenge is to bring the results of R&D to the marketplace, and make the US competitive with foreign sources of renewable energy technology and energy efficient practices. To help accomplish this, Congressman Ed Markey introduced an amendment to HR 2454, American Clean Energy and Security Act, passed in June, 2009. Section 171 of the bill proposed Energy Innovation Centers, “to…ensure that the United States maintains a technological lead in developing and deploying state-of-the-art energy technologies.” Despite differences on Cap and Trade voiced during this month’s Senate debate on Climate Change, the need for “a comprehensive energy plan to address a whole host of issues… incentivizing businesses, providing grants and loans to our businesses…” was recognized. (Senator Brown, The Hill, June 16, 2010).
State grant money flowing from the Department of Energy was at first focused on R&D.
However, these grants are increasingly including an element of commercialization.
Foundations and other organizations with grant money are seeking applications to support the start up, incubation, and commercialization of green services, technology, and products. Grant funds are beginning to flow with the intent of bringing into mainstream business energy efficient practices, renewable energy technologies, and companies and trained workers prepared to support green industries.
Government Contracting, Where the Business Is
The US government wants to set an example of green. A mandate to make energy efficient all the federal buildings in the next five years has tasked the General Services Administration, Armed Forces, and other agencies with sourcing and using green contractors to renovate and retrofit their buildings and operations. Fulfilling this mandate with a nascent US green industry will require a workforce and manufacturing sector that is synonymous with all hands on deck. How do you get on board?
- Begin brainstorming as to how your company, association, or individual expertise can be applied to a government contracting company that needs to branch out into this area.
- For a nominal fee begin courses to learn how to transfer your company’s design, construction and/or renovation experience to retrofitting and renovating government owned and leased properties.
- Investigate online the building associations, both national and local, that are offering green certification programs. These programs train individuals in methods, materials, and designs for creating energy savings, using energy efficient practices, and incorporating renewable energy technology into residential and commercial facilities.
- If you are a resourceful person who has advised companies on other managerial, financial, tax, and operational matters consider transferring your skills to advising on green. Companies large and small are seeking ways to reap the benefits from tax credits, federal and state grants, commercial rebates, and green certifications.
One word of caution when embarking on this new venture, do conduct due diligence on any person, company, or educational organization offering you knowledge, licensing, or technology labeled green. Just as in any new industry, you can have good, bad, and so-so experiences. Make yours a good one.
It looks like green, both the color and concept, may help brighten the future for us all.
Whether you are a government contractor looking for new sources of income, an association looking for ways to guide your members, or a frustrated job seeker wondering how to apply your skills to a new type of job, now is a good time to think about green.
The US, state and local governments are moving toward supporting renewable and alternative energy, and energy efficiency through a series of grants, government contracts, and tax credits to individuals and companies. Educational and training opportunities available at community colleges and from associations are becoming more prevalent and accessible. The goal is to prepare a workforce, including displaced housing construction workers and those working in the fossil fuel industries, to take the helm in a green economy. Navigating the opportunities, whether to find a government grant, contract, or retrain your workforce or self can be confusing. Here are a few guidelines with which to begin.
Green Mandate
Green is a mandate for the US government. The General Service Administration’s (GSA) first Chief Greening Officer Eleni Reed told Federal News Radio in an interview on June 15, 2010, "the ultimate goal is to enhance the environmental performance of the GSA portfolio."
- The entire portfolio of public buildings owned and leased by the US government is nearly 10.000 buildings or 361 million square feet.
President Obama’s Executive Order of October 5, 2009 set the stage for the GSA and other federal agencies to implement energy efficiency. Ms. Reed explained that the order, "…sets out specific goals for federal agencies to really drive environmental performance…such as:
- reducing greenhouse gas emissions,
- increasing energy efficiency,
- reducing water consumption, and
- looking at preventing and reducing waste to name only a few.”
How are the GSA, the US military, and other federal entities going to implement these goals? Are there enough manufacturers, installers, and service companies to do the work? How can you capture a portion of this market in the coming years?
Next Step: Grants to Support R&D, and Commercialization of New Technology and Practices
Currently, the federal, state, and local governments are providing grant money to spur the development of renewable and alternative energy sources, and develop energy efficient practices. These grants are available whether you are an individual, educational institution, or for-profit company. A bigger challenge is to bring the results of R&D to the marketplace, and make the US competitive with foreign sources of renewable energy technology and energy efficient practices. To help accomplish this, Congressman Ed Markey introduced an amendment to HR 2454, American Clean Energy and Security Act, passed in June, 2009. Section 171 of the bill proposed Energy Innovation Centers, “to…ensure that the United States maintains a technological lead in developing and deploying state-of-the-art energy technologies.” Despite differences on Cap and Trade voiced during this month’s Senate debate on Climate Change, the need for “a comprehensive energy plan to address a whole host of issues… incentivizing businesses, providing grants and loans to our businesses…” was recognized. (Senator Brown, The Hill, June 16, 2010).
State grant money flowing from the Department of Energy was at first focused on R&D.
However, these grants are increasingly including an element of commercialization.
Foundations and other organizations with grant money are seeking applications to support the start up, incubation, and commercialization of green services, technology, and products. Grant funds are beginning to flow with the intent of bringing into mainstream business energy efficient practices, renewable energy technologies, and companies and trained workers prepared to support green industries.
Government Contracting, Where the Business Is
The US government wants to set an example of green. A mandate to make energy efficient all the federal buildings in the next five years has tasked the General Services Administration, Armed Forces, and other agencies with sourcing and using green contractors to renovate and retrofit their buildings and operations. Fulfilling this mandate with a nascent US green industry will require a workforce and manufacturing sector that is synonymous with all hands on deck. How do you get on board?
- Begin brainstorming as to how your company, association, or individual expertise can be applied to a government contracting company that needs to branch out into this area.
- For a nominal fee begin courses to learn how to transfer your company’s design, construction and/or renovation experience to retrofitting and renovating government owned and leased properties.
- Investigate online the building associations, both national and local, that are offering green certification programs. These programs train individuals in methods, materials, and designs for creating energy savings, using energy efficient practices, and incorporating renewable energy technology into residential and commercial facilities.
- If you are a resourceful person who has advised companies on other managerial, financial, tax, and operational matters consider transferring your skills to advising on green. Companies large and small are seeking ways to reap the benefits from tax credits, federal and state grants, commercial rebates, and green certifications.
One word of caution when embarking on this new venture, do conduct due diligence on any person, company, or educational organization offering you knowledge, licensing, or technology labeled green. Just as in any new industry, you can have good, bad, and so-so experiences. Make yours a good one.
It looks like green, both the color and concept, may help brighten the future for us all.
Monday, November 17, 2014
Helping Your Board to Be More Effective: Five keys for high-level governance
By Virgil R. Carter
Despite the great diversity among non-profit organizations, we all seek effective governance by our boards.
A critical starting point is to recognize what a vital resource time is. Recruiting new board members is challenging because volunteers are concerned about drains on their time. Governing well is critical because a board’s time together is limited. Thus, how you and your board use your time matters.
No one wants to be associated with a governing board that is unsure of its role, unproductive, boring, or contentious. Effective (and enjoyable) governing boards tend to be forward-looking, and provide the maximum effective (and enjoyable) leadership, especially when time is limited. Effective boards tend to focus on the one role that they, and no one else, can fulfill: organizational strategy and priorities designed to fulfill the organization’s mission. What are strategic boards? Strategic boards spend the majority of their time identifying broadly important outcomes, setting priorities, ensuring needed resources and monitoring the way the staff and other volunteers implement major initiatives designed to achieve the desired strategic outcomes.
Here are five steps volunteers may take for an effective, productive, and rewarding governing board.
1. Define success. Establish and practice a shared definition of organizational success. No matter how well an organization may perform in any 12-month period, if it can’t perform effectively year in and year out, it can’t really be called a successful organization. Thus, success has a lot to do with organizational consistency and continuity over time.
2. Understand your core assets. Every organization has core assets. Typically they include: 1) knowledge, 2) community, and 3) advocacy. These are the resources for an organization’s accomplishment of its mission. Volunteers and staff must be strategically focused on the welfare of core assets that cause members and customers to value the organization.
3. Think the unthinkable. Ours is a rapidly changing world in which we face unprecedented competition. To remain both up-to-date and competitive, focus on and prepare for the unthinkable—both opportunities and threats. Effective boards consider the one thing that would most revolutionize their organization and the one thing that would most jeopardize it. Thereafter, boards focus strategically to realize the opportunity and head off the threat.
4. Set priorities and monitor them. Resources are always finite—there are never enough. So develop strategic priorities and communicate what is truly important. To maintain a strategic perspective, boards must think in terms of what is important, not how to achieve results. The staff and others of the organization’s operational side are the ones to be held responsible for executing the action.
5. Establish a respectful staff partnership. The professional staff of an organization offer important resources—so important that it may be impossible for a board to be truly strategic without them. For example, staff members may have access to knowledge, contacts, and resources that may be unknown to a board. The staff is uniquely positioned to help develop and implement a definition of organizational success that’s built upon consistent performance, year after year.
Effective boards are both enjoyable and productive where it matters most: achieving the organization’s mission.
Despite the great diversity among non-profit organizations, we all seek effective governance by our boards.
A critical starting point is to recognize what a vital resource time is. Recruiting new board members is challenging because volunteers are concerned about drains on their time. Governing well is critical because a board’s time together is limited. Thus, how you and your board use your time matters.
No one wants to be associated with a governing board that is unsure of its role, unproductive, boring, or contentious. Effective (and enjoyable) governing boards tend to be forward-looking, and provide the maximum effective (and enjoyable) leadership, especially when time is limited. Effective boards tend to focus on the one role that they, and no one else, can fulfill: organizational strategy and priorities designed to fulfill the organization’s mission. What are strategic boards? Strategic boards spend the majority of their time identifying broadly important outcomes, setting priorities, ensuring needed resources and monitoring the way the staff and other volunteers implement major initiatives designed to achieve the desired strategic outcomes.
Here are five steps volunteers may take for an effective, productive, and rewarding governing board.
1. Define success. Establish and practice a shared definition of organizational success. No matter how well an organization may perform in any 12-month period, if it can’t perform effectively year in and year out, it can’t really be called a successful organization. Thus, success has a lot to do with organizational consistency and continuity over time.
2. Understand your core assets. Every organization has core assets. Typically they include: 1) knowledge, 2) community, and 3) advocacy. These are the resources for an organization’s accomplishment of its mission. Volunteers and staff must be strategically focused on the welfare of core assets that cause members and customers to value the organization.
3. Think the unthinkable. Ours is a rapidly changing world in which we face unprecedented competition. To remain both up-to-date and competitive, focus on and prepare for the unthinkable—both opportunities and threats. Effective boards consider the one thing that would most revolutionize their organization and the one thing that would most jeopardize it. Thereafter, boards focus strategically to realize the opportunity and head off the threat.
4. Set priorities and monitor them. Resources are always finite—there are never enough. So develop strategic priorities and communicate what is truly important. To maintain a strategic perspective, boards must think in terms of what is important, not how to achieve results. The staff and others of the organization’s operational side are the ones to be held responsible for executing the action.
5. Establish a respectful staff partnership. The professional staff of an organization offer important resources—so important that it may be impossible for a board to be truly strategic without them. For example, staff members may have access to knowledge, contacts, and resources that may be unknown to a board. The staff is uniquely positioned to help develop and implement a definition of organizational success that’s built upon consistent performance, year after year.
Effective boards are both enjoyable and productive where it matters most: achieving the organization’s mission.
Monday, November 10, 2014
Associations as Investments
By Steven M. Worth, President at Plexus Consulting Group, LLC
There’s a saying coined by the French — "the more things change, the more they stay the same." It’s a phrase that, until recently, didn’t apply much to the association world. Outside of perhaps the church, associations were among the only dependable islands of stability in a sea of social and economic change. Association members were loyal and leadership turnover was slight. Associations were, to paraphrase the theme song from "Cheers," places you could go where everyone knew your name.
Those days started to fade during the merger and acquisition frenzy of the 1980s and were definitely relegated to the history books with the arrival of the global economy a decade later. A few years ago, a roundtable conference was held entitled, "Evaluating Trade Association Membership." Executives from major corporations compared notes on how each determined which associations their companies joined. It was fascinating!
All had a similar story. Their budgets had been cut, forcing them to reduce the size of their staffs. And their budgets for association memberships had been cut as well. One executive of a very large corporation reported that her budget had been cut by 30 percent, so she simply told all the associations her company belonged to that they would be cutting their membership dues contributions by the same amount.
Another executive had a different approach. Five years ago, he had a staff of 15. Now that number is reduced to three, yet his company expects him to do the same job he did before with a staff that was five times as large. He saw the company’s association membership, which he controlled, as a way to help him do his job. In fact, he had constructed an "association report card" that helped him evaluate how well an association served his and his company’s needs. Those associations that "failed" were simply cut from the list. Those that "passed" received an additional infusion of funds — depending on how well they scored.
This executive said he used the report card he had invented as a tool for evaluating his company’s "investments" in trade associations. In this era of highly publicized, lean, innovative start-up companies that are aggressively seeking and creating new markets around the world, even those of us who don’t have a dollar invested in the stock market are beginning to know the difference between a good and bad investment.
As nonprofits, associations have long held that they "do well by doing good." Now even this truism has changed. More than ever before associations are not only being compared to for-profit companies, they are competing with them as well.
What association has not had to adapt to some or all of the following trends? For-profit corporations increasingly contributing to and participating in cultural, environmental, and civic causes — subjects that were once the exclusive domains of nonprofits. For-profits attracting away the employees of nonprofits with salaries and benefits packages that are many times more generous. And, for-profits making in-roads into education, training, and certification that all used to be reserved for nonprofit organizations.
Companies, like individuals, are increasingly reluctant to pay dues to a membership organization. They will pay to attend conferences, to purchase books, and to obtain advice; or they will pay for education, training, and certification — but don’t ask them to pay for something as intangible as "membership." Those associations have done best that have succeeded in increasing the ratio of nondues to dues revenues. Many of those that are struggling have not. Associations are becoming providers and sellers of products and services — just like commercial companies — and this, too, is further blurring the line between for-profits and nonprofits.
Many associations are finding that they need to rethink the very reason that they exist. Indeed they should. Their members are. With our economy making ever increasing demands on us, all of us are having to become more circumspect about where we invest our time and resources. Whether we are conscious of it or not, all of us have our own "report cards" in which we evaluate where we invest and where we cut back our investment.
As an association executive, where would you place your association? Are you a "good" investment?
There’s a saying coined by the French — "the more things change, the more they stay the same." It’s a phrase that, until recently, didn’t apply much to the association world. Outside of perhaps the church, associations were among the only dependable islands of stability in a sea of social and economic change. Association members were loyal and leadership turnover was slight. Associations were, to paraphrase the theme song from "Cheers," places you could go where everyone knew your name.
Those days started to fade during the merger and acquisition frenzy of the 1980s and were definitely relegated to the history books with the arrival of the global economy a decade later. A few years ago, a roundtable conference was held entitled, "Evaluating Trade Association Membership." Executives from major corporations compared notes on how each determined which associations their companies joined. It was fascinating!
All had a similar story. Their budgets had been cut, forcing them to reduce the size of their staffs. And their budgets for association memberships had been cut as well. One executive of a very large corporation reported that her budget had been cut by 30 percent, so she simply told all the associations her company belonged to that they would be cutting their membership dues contributions by the same amount.
Another executive had a different approach. Five years ago, he had a staff of 15. Now that number is reduced to three, yet his company expects him to do the same job he did before with a staff that was five times as large. He saw the company’s association membership, which he controlled, as a way to help him do his job. In fact, he had constructed an "association report card" that helped him evaluate how well an association served his and his company’s needs. Those associations that "failed" were simply cut from the list. Those that "passed" received an additional infusion of funds — depending on how well they scored.
This executive said he used the report card he had invented as a tool for evaluating his company’s "investments" in trade associations. In this era of highly publicized, lean, innovative start-up companies that are aggressively seeking and creating new markets around the world, even those of us who don’t have a dollar invested in the stock market are beginning to know the difference between a good and bad investment.
As nonprofits, associations have long held that they "do well by doing good." Now even this truism has changed. More than ever before associations are not only being compared to for-profit companies, they are competing with them as well.
What association has not had to adapt to some or all of the following trends? For-profit corporations increasingly contributing to and participating in cultural, environmental, and civic causes — subjects that were once the exclusive domains of nonprofits. For-profits attracting away the employees of nonprofits with salaries and benefits packages that are many times more generous. And, for-profits making in-roads into education, training, and certification that all used to be reserved for nonprofit organizations.
Companies, like individuals, are increasingly reluctant to pay dues to a membership organization. They will pay to attend conferences, to purchase books, and to obtain advice; or they will pay for education, training, and certification — but don’t ask them to pay for something as intangible as "membership." Those associations have done best that have succeeded in increasing the ratio of nondues to dues revenues. Many of those that are struggling have not. Associations are becoming providers and sellers of products and services — just like commercial companies — and this, too, is further blurring the line between for-profits and nonprofits.
Many associations are finding that they need to rethink the very reason that they exist. Indeed they should. Their members are. With our economy making ever increasing demands on us, all of us are having to become more circumspect about where we invest our time and resources. Whether we are conscious of it or not, all of us have our own "report cards" in which we evaluate where we invest and where we cut back our investment.
As an association executive, where would you place your association? Are you a "good" investment?
Monday, November 3, 2014
Opportunities in the Face of Declining Membership How to Survive While Dealing with Industry Consolidation
By Steven M. Worth, President at Plexus Consulting Group, LLC
Like the animated cartoon figures that keep on running on thin air over and past a cliff, until they suddenly realize there is no longer any ground underneath them, assns often continue functioning in a "business as usual" mode until they realize their traditional membership support is not coming back.
Like the animated cartoon figures that keep on running on thin air over and past a cliff, until they suddenly realize there is no longer any ground underneath them, assns often continue functioning in a "business as usual" mode until they realize their traditional membership support is not coming back.
While it is funny watching
the expression on cartoon figures' faces change the instant before they drop
like rocks, it is not so funny watching the decline and fall of assns. As an
assn leader who might be faced with declining membership due to mergers and
acquisitions, what, if anything, can you do to avoid this fate?
First you should be
reassured that your assn is far from being alone when it comes to declining
membership. This nearly universal decline in membership, for trade assns and
professional societies alike, is due to four overriding trends:
1. Over the past two
decades, a globalizing economy has led to increased levels of mergers and
acquisitions in virtually every economic sector. Companies are seeking
increased efficiencies and are trying to better position themselves to serve
and compete in new markets.
2. Technology is changing
at an ever-increasing rate causing whole industries to disappear.
Computer leasing is one
industry that was thriving in the 1960s, ¹70s and ¹80s when computers were huge
and expensive. Now that computers are pocket-sized and affordable this
multimilliondollar subsector of the leasing industry disappeared virtually
overnight. However, technology is also creating new industries (such as in
healthcare with the MRI and PET scan equipment manufacturers and users).
3. As a communications
vehicle, the easy to use, inexpensive, and instantaneous Internet has made
networking, education and training, business transactions, marketing, and the
exchange of ideas affordable and available to virtually everyone. Faced with
this reality it is not unusual that the value and relevance of traditional assn
membership should be increasingly called into question.
4. A generational aversion
to "joining" borne of watching the upward and downward ties of
loyalty dissolve between employer and employee. Many younger staffers believe
that loyalty does not pay and financial security is based on networking and
having and maintaining the skills set and credentials needed to be relevant in
a rapidly changing economy. Among many in the younger generation there is
perceived to be no intrinsic value in joining an assn; you buy what you want
and move on, even if it means paying a nonmember price.
These trends have
certainly created a changed scenario for the assn world, but not a totally
bleak one. Despite what is happening to the majority, some assns are actually seeing
their membership grow. Some assns have indeed benefited from these trends and
increased their membership by pursuing niche strategies. Others seem to have
resisted the laws of physics and have grown their programs, publications and
finances despite declines in membership.
The niche approach
includes growth through acquisition - picking off competing assns that have
fallen on hard times - or by creating a new assn to serve the needs of a new
growth sector in the economy. This approach is not long-term focused -
tactical, not strategic. A strategic perspective is needed if an assn is to
enjoy any sort of security beyond the next few years.
Managers must realize that
while the four long-term trends present undeniable challenges, each also
present "critical opportunities" (I use the word "critical"
because, to adapt a phrase from "The Godfather," these are
opportunities you can't refuse!):
1. Business consolidation
is a reality that will continue for the foreseeable future. Rather than pinning
their futures on diminishing membership numbers, assns that are thriving are
seeking to make themselves indispensable for what they can do that for-profits
cannot.
Assns can serve as
liaisons between government or the public-at-large and private sector interests;
compile industrywide statistics on business, social, human resource, and other
economic trends; design and promote professional and manufacturing credentials;
and serve as a resource for continuing education and training.
Some assns, seeing
declines in their traditional US market, are designing globalization strategies
of their own - taking their considerable store of intellectual and financial
resources into fast growth markets abroad where sister societies have yet to
take root.
2. The pace of technological
change will only continue to increase, as will its impact on business and
professions. Assns that have adapted best to this have made the change part of
their culture.
They annually undertake
top to bottom strategic planning, and identify emerging trends.
3. The Internet's impact
simply cannot be underestimated. Assn publications are now available through
the Internet. Education and training programs, virtual conferences, and
networking through listservers and chat rooms are also important services assns
can provide. Online testing and certification services are likely to follow. If
your assn is not on this train, it should be!
4. Assns that are growing the fastest are
measuring growth by users/consumers of products and services and not members.
Rather than trying to fight this trend of declining membership loyalty,
successful assns have defined themselves according to the market they serve and
taken steps to ensure they serve it well.
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