CHAPTER SPOTLIGHT.

• Position: Financial Executives International - Brief Article

Chapter Benefits:

* Variety of programs and opportunities for members to volunteer and get involved.

* Photo directory cross-references members, retirees, companies and strategic sponsors.

* Chapter administration outsourced to Nonprofit Solutions; provides an office, letterhead, person to answer telephones 8:00am to 5:00pm daily. The strategic partners program covers service costs.

Regional Challenges: "Major corporations merging/ moving and restructuring have a great impact on chapter membership," says Garry Lowenthal, outgoing chapter president (who provided the information for this feature). "Honeywell, 3M and U.S. Bank have announced layoffs. Under these special conditions, member retention is an even bigger challenge; much attention is devoted to this function (see below)."

Membership Goals: Through attrition, chapters expect an annual 10 percent membership loss, so maintaining the same level requires active recruiting. In the year just ended, TC aimed for a 5 percent net increase. The results: a net increase of 62 new members, plus 12 transferees, or an 8.7 percent net gain.

Membership Development: TC's extensive membership development program (for prospects and current members) is available on FET's Website in the Chapter Toolkit section, under "Best Practices." Lowenthal says, "TC is proud to have won FEI's academic award last year for the best professional development in the country for a large chapter."

The membership retention committee assigns a committee member to call someone who's missed three monthly meetings. TC learned that in 1 of 3 cases, that person is no longer with a company and can't afford the dues, so they're informed of options for continuing membership under the "active career" status, with significantly reduced dues. Many who remain eventually serve on committees. "The more active they get, the higher the likelihood they'll remain; and they become the best people to recruit new members. Also, if someone leaves a company -- if it's not a layoff -- someone moves into that job, and we try to replace the person," says Lowenthal.

Recruiting Best Practice Tips:

* Define prospects early in the year, using every resource available. (In addition to "leads" from FBI national, TC uses extensive local resources.)

* Follow up every inquiry and contact with telephone calls, letters and emails. Get to know the executive assistants.

* Have a plan of "how" to communicate.

* Invite prospective members to attend a meeting as a...