Practical tips for new industry associations

Mark Dunn

Co-founder, Past President, currently Treasurer

Midwest Acquirers Association, Inc.

USA

Purpose, roles, constituents

• Key decisions to be made– What is our purpose?– Whom do we serve?– Structure, management?

• Be hands on• Maintain service mentality• Develop fair policies• Reach out to community

Lobby Ottawa

PCI?

Mobi?Sell,

Sell, Sell

Let’s talk

MWAA• Non-profit 501(c) organization, incorporated 2003, MO• Governed by By-Laws; 7 Member Board, 3 Officers

– President, Vice-President/Secretary, Treasurer

• 7 Member Advisory Board• Non-membership: no dues, no voting membership• Followed format created by NEAA, “conference-centric”• Annual 2 1/2 day conference in July, Midwest city, USA

– 500-550 participants; 1/2 Midwest, 1/2 USA, CA– 250 from 95 vendors; 275 MLS and attendees

• Purpose: “to provide a regional opportunity for training, education and networking in the Midwest acquiring community”

MWAA vs. ETA• MWAA

– Regional US association, non-membership format, no lobbying activity

• ETA– International association, Washington, DC, dialog with lawmakers– Purpose: “to provide leadership in the transaction processing industry through

education, professional development, ethical standards, advocacy, and the exchange of information”

– Classes of members: • Associate• Financial Institution• Service Provider

– Application, acceptance, “good standing”,termination– Voting Representative, Annual Meeting– 15 member Board of Directors, 6 Officers, Committees

MWAA Purpose, Constituents

• Whom does MWAA serve?

Independent Agents, MLS

Smaller ISO’s

Small Vendors

Larger ISO’s

Medium Vendors

Banks,

Processors

VendorsTHE MWAA Constituency

MLS, Agents - ISO’s - Vendors - Banks - Processors

• Educational focus on MLS, small ISO’s

• Networking focus on small to mid-sized organizations

• Sponsorship/business opportunity for large to mid-sized organizations

Our Resources

• Format: studied NEAA, ETA, other organizations• Leadership: Excellent team leadership, members• Sponsorship support: Amex, Discover, FDC,

Heartland, EMS, BluePay, many others• Promotional initiatives: Lifetime Achievement Award• Media support• Educational initiative: FieldGuide Seminars• Circle of experts: Paul Green, Bob Carr, Greg Cohen,

Adam Atlas and many others

Good relationships with the industry media

• Indispensable for getting the word out– Green Sheet– ISO & Agent– Digital Transactions– Transaction World– Transaction Trends

• Events calendar • Non-cash sponsorships• Email, mailings to subscriber• Dialog with the industry

How we work together• Greatest key to success• Hands-on leaders• Volunteer committees, workers• No paid staff• Key behaviors

– Seek consensus– Check ego at the door– Develop priorities, manage by importance– Do not assume: Inspect your expectations– Develop budget, spend carefully– Depend on a good event manager

Finances

• Depends on model you choose• MWAA Revenues

– Cash, non-cash sponsorships• “Golden Wheat”, Event, General, Media

– Conference, other meeting fees• Exhibitors• Attendees

• Have treasurer serve 2-4 years, maintain transparency

• Focus on developing sponsors, careful expenditures

Contracts and Policies

• Watch hotel agreement– F&B: opportunity for over-runs

• Other service agreements– Entertainment, speakers, sponsors, hosts

• Policies– Vendor, exhibitor space– Membership, professional behavior, compliance– Payments, refunds

Tools and Methods

• Web site and brand identity• Online event registration• Permission-based email contact• Advertising• Email blasts, mailings• Chapter meetings• Planning meetings of Board• Site visits• More effective ways to manage our work

Time Commitment

• Provide time estimate– Board member: 4-8 hrs/wk– Officer: 8-12 hrs/wk

• Get time commitment from all• Hold those who commit to responsibility• Manage committee work carefully• Be mindful of unpaid volunteer sacrifice

Questions, Contact Info

• What questions do you have?

• Mark DunnTreasurer, MWAAConsultant, FieldGuide Enterprises, LLCOffice: 262-966-2215Mobile: 414-688-4740Email: mark@gofieldguide.com