Association CEOs - 3 items to check for $$

This week, Moery/LAI had the opportunity to join event services expert Don Neal and research guru Phil Keuhl to discuss the "big deal" with CEOs.

My view was CEOs should be more engaged in association revenue models.  As a leader, you can, and should be engaged with the tactics used by bus development teams.  Questions to ask:

1. Who are the key accounts? What are the strategies to bring them on board?
2. What are the scripts staff use to bring members on board?
3. What companies are in the pipeline?  How many calls are made weekly?

These questions can help determine the action and energy behind your associations sales efforts.