JP talks new developments in sponsorship renewals, the sales process, and longer negotiations while association staffs have less bandwidth.
Hello and welcome to JP Moery’s Association Hustle Podcast. President of The Moery Company, JP’s mission is to arm today’s associations with insight and strategy to thrive and a progressively complex and competitive business landscape. 21st century associations must move forward with a little bit of hustle and revenue development at their core.
#1: Sponsorship renewals.
It is dangerous to assume that your former vendors are going to come back to you this year in the same way that they did in the past. It is taking longer to renew them, especially if there are unknowns regarding the inventory. My recommendation is to have some conversations regarding their buying process, and it may result in a custom offering.
#2: There’s much more negotiation and discussion. The buyer process is very important in membership recruiting and sponsorship sales right now.
#3: Association staff bandwidth issues are more commonplace. Now we are seeing the impact of layoffs in the association sector. My recommendation then for you is to look at the sales process right now.
#4: Intense financial pressure on the legacy revenue model at the association. I’m seeing a great deal of curiosity from association leadership to modernize and recalibrate membership segments.
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