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Speaker: Denny Graham
Required Pre-Work: During this session you will learn how to align your community and business development efforts with your credit union's strategic plan. After this session, you will review your credit union's strategic plan to develop information that will be used during the onsite sessions.
In this session, you will:
Required Pre-Work: This session will examine the key business aspects of how credit unions operate financially and discuss the role that business development can play. The goal is to give business developers an understanding of how their efforts can contribute to the overall financial success of the credit union. After the session, you will review the financial reports of your credit union and develop information to be used in the onsite sessions.
In this session you will:
Speakers: Denny Graham & Susan Toalson
The world is not short on financial institutions; credit unions face competition everywhere. To set ourselves apart from the others, we need to focus on how we are different. This exercise will teach you how to look at similar businesses, recognize how they differentiate, and apply what you have learned back at your credit union!
Using the knowledge gained during your pre-work sessions, attendees will begin building a strategy for your business development efforts during this hands-on follow-up session.
* Required Pre-Work - find assignments in the online classroom approximately 6 weeks prior to the school
Once your business development efforts have focus you still need to be able to track success. In this session you will build a scorecard that will track your business development efforts.
This this session you will:
Speaker: Mike Bartoo
Tracking of activity, leads and the member journey - all are problematic for business developers and can be impediments to success. This session will outline what is available in the market for Customer (Member) Relationship Management both for SEG's and for members, with a system-agnostic approach to the topic.
Speaker: Spencer Carver
Does your Business Development strategy include working in and with the community? Do you attend community events and come away with actionable leads? In this session, you will learn how a “Top 100” credit union's business development department goes about working in their community.
This session will focus on the process of building a prospect pipeline, and the steps and actions necessary to move prospects through it.
On Thursday, you and your team will present an action plan covering what you will be doing differently when you return to your credit unions. In this session, you will meet teammates from like credit unions and with similar levels of experience, cover the action plan format, and begin to develop a consensus of what you will be doing “differently” when you return. The format is designed to maximize your interaction with other business developers in similar roles.
It doesn't matter how good your products, pricing or location, this is still a “people” business, which requires you to effectively communicate with prospects and members. “Sales” is often considered a dirty word, but at its best, it requires learning about your members so that you can match them with the correct products. The goal of this session is to provide you with the skills you need when venturing outside your credit union.
Speaker: Susan Toalson
You are not alone in your endeavors. That's both good and bad news! You can't expect to go about your day without having most everything you do affect others at your Credit Union. Learn how to position your Business Development efforts within your credit union team to collaborate and reach collective strategic goals. Included in this session are discussions on:
Speaker: Mike Arnold
LinkedIn. Facebook. YouTube. Are these social media channels or business development tools? The answer is “Both.” Digital efforts are not just for connecting with friends: they are also about creating and closing sales. But as with any tool you must be careful with how you use them so you do not become the “smarmy social media sales person.” This session will cover:
Continued from Sales Skills - Part One.
Business development opportunities appear in a variety of settings; share your credit union's message in public forums, external networking, promotional events, and community sponsorships.
Picking up from where you left off on Tuesday afternoon with planning your group presentation.
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Credit Union National Association is the most influential financial services trade association and the only national association that advocates on behalf of all of America's credit unions. We work tirelessly to protect your best interests in Washington and all 50 states. We fuel your professional growth at every level and champion the credit union story at every turn.
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