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Summer 2012
A PUBLICATION OF THE MID-ATLANTIC SOCIETY OF ASSOCIATION EXECUTIVES

Presorted Standard U.S. Postage PAID Denver, CO Permit No. 1205

Summer 2012

2012

2012 MASAE Board of Directors

EXECUTIVE COMMITTEE
PRESIDENT

Erica OGrady, CAE Institute of Certified Construction Industry Financial Professionals eogrady@iccifp.org
VICE PRESIDENT/PRESIDENT-ELECT

WHAT IS OUR MISSION

CONTENTS
FEATURES

Dan Lemyre, CAE, IOM Association Headquarters dlemyre@ahint.com

SECRETARY

MASAE is an organization of individuals who work within and for the association community. MASAE seeks to enhance its members knowledge and job performance abilities to the highest level through peer-to-peer interaction, quality education and events.

Timothy Bower, CAE Bower Management Services LLC tbower@bowermanagementservices.com

TREASURER

Don Pendley, CAE, APR NJ Hospice & Palliative Care Organization don@njhospice.org
IMMEDIATE PAST PRESIDENT

Victoria E. Elliott, R.PH, MBA, CAE Association Headquarters velliott@ahint.com

DIRECTORS

Bob Bauer Association of Food Industries, Inc. bobbauer@afius.org John Connolly, CAE Carlin Management Services jconnolly@carlinmgt.com James DOvidio Brown Dog Marketing jim@browndogmarketing.com Kristin Hodgson, CAE Clinical & Laboratory Standards Institute khodgson@clsi.org Robert H. Lane. PhD Lane Services LLC rlane@lane-services.com Todd VonDeak, MBA, CAE Society of Hospital Medicine Todd.vondeak@mac.com

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Distinctions in the Roles of the Chief Elected Officer and the Directors MASAE Awards We Want YOU to Participate! 3rd Annual MASAE Conference & Exhibition 2011 Annual Report MASAE Leadership It is NOT about Warm Bodies Association Executives- Whats Keeping You Up At Night?

DEPARTMENTS

Presidents Perspective
MASAE-Sponsored Compensation Surveys-Useful Tools for Association Executives

EXECUTIVE DIRECTOR

Executive Directors Perspective

What's Ahead in 2012

Patricia S. Koziol, MBA Peak Management Solutions for Associations pat.koziol@midatlantic-sae.org

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2012 MASAE 6 Calendar of Events New Members

COMMITTEE/TASK FORCE CHAIRS

ASSOCIATE MEMBER/VENDOR

Robert H. Lane, PhD

AWARDS

FINANCE/INVESTMENT

Sheri Acconzo, CMP

BRANDING BYLAWS CAE

Don Pendley, CAE

GOLF

Dan Lemyre, CAE, IOM Robert Kelly, CMP Marlynn Orlando Ray Saputelli, CAE
CONFERENCE EDUCATION GOVERNANCE/ OPERATIONS

MASAE Education Corner

Victoria Elliott, R.Ph, MBA, CAE

MEMBERSHIP

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pace is published by the Mid-Atlantic Society of Association Executives Editor: Lisa Trofe

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Published by: The Publishing Group Intl 2170 S. Parker Road, Suite 135 Denver, CO 80231 303.368.4450/fax 303.675.3947

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Amy Williams, CAE Heather Evans, CAE

Bob Bauer

NOMINATING

Victoria Elliott, R.Ph, MBA, CAE

Advertising Sales: The Publishing Group 303.368.4450/fax 303.675.3947 Lisa Heavers, Account Executive lisa@pubgroup-intl.com

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PRESIDENTS PERSPECTIVE
BY ERICA OGRADY, CAE EXECUTIVE DIRECTOR OF THE INSTITUTE OF CERTIFIED CONSTRUCTION INDUSTRY FINANCIAL PROFESSIONALS (ICCIFP)

MASAE-Sponsored Compensation Surveys Useful Tools for Association Executives

arket competitiveness in terms of salaries for associations is a prime objective for most organizations, but the approach taken to measure that competitiveness may differ from one organization to another. Indeed, those competitive objectives for your organization may change over time. This is especially true given the fluctuations being felt due to the economic turmoil facing many of the industries and constituencies our organizations represent. The Mid-Atlantic Society of Association Executives was pleased to have been one of a group of 18 state societies of association executives that participated in a compensation and benefit survey among our professional members conducted by the ASA with the well-respected firm of Whorton Marketing & Research (WM&R) providing project support. WM&R conducted the survey during the period March 1 through March 19, 2012. A total of 42 MASAE individuals responded to a sufficient degree of completion to be included in the final survey results, for a response participation rate of 22%. There are two reports available based on the survey data. The first is a survey report based on the results specific to the MASAE member data provided; a second longer, more detailed report providing overall results for nearly 1,100 respondents in all 18 participating societies is also available. This comprehensive study produced by ASA covers the following areas: Respondent Profile, Overall Compensation, Leave Policies, Insurance, Retirement, Other Benefits and Role as a CEO. The information provided in

these areas is key to defining your organizations compensation philosophy and can assist in: > Benchmarking similar positions > Interpreting salary survey data > Determining market rates and competitiveness of current pay > Developing salary range consideration > Communicating compensation plans In addition to full-time positions reported, the survey instrument also asked respondents to note the FTE (full-time equivalents) represented by each position. This data was used to convert actual salaries that were reported for part-time workers, or incumbents who were split across several positions and/or did the same job for multiple clients within their association management company to ensure a true apples to apples comparison of salary levels. All compensation data is reported in the surveys as an annualized salary.

SUMMER 2012

Perspective

A key to successfully using the data contained in a salary survey is to understand the assumptions and criteria used to collect the information.

Manager/Coordinator titles; the survey does not cover administrative support.

Geographic focus of data

Appropriate salary comparisons will come from associations with a similar geographic focus: local, regional, or national. Consideration also needs to be given to labor market characteristics and cost of living. The ASA survey is available for the market that MASAE serves, as well as an edition whose data is national in focus.

Operating budgets of respondent organizations

As a general rule of thumb, larger operating budgets correspond to higher salaries. Comparable salaries come from organizations of a comparable size. Size is typically estimated by using the operating budget and/or looking at the number of paid full-time staff. Regardless of organization size, the ASA study shows that salary increases continue to be merit-based or cost of living-based.

Used in conjunction with other tools, salary surveys can provide useful information to attract, support and retain employees within the context of an organization-wide human resources plan. A key to successfully using the data contained in a salary survey is to understand the assumptions and criteria used to collect the information. Additional considerations in what makes a salary survey useful for benchmarking are:

Types of respondent organizations

Look at the functions, services, membership, and sources of funding of the organizations in the salary survey. For example, a philanthropic organization that relies on public funds or fundraising may have very different salaries than a trade organization whose primary source of income is membership dues. The majority of respondents to this survey were 501(c)6 (60%) versus 501(c)3 (38%).

Education, experience and employment status of respondents

The level of education required for a job and the type of employment arrangement (full/part-time/ contract) can have an impact on salaries. The average response for CEO experience for our region was 9.7 years.

Job descriptions or position profiles in the survey report

It is important to look at job duties and responsibilities, not just job title, when deciding if salary survey information is comparable. To be comparable, the jobs must have a similar level of responsibility and range of duties. The positions referenced in the ASA Compensation Study range from CEO/Executive Director to

Data collection timing and the date of the report

Economic forces can result in changes, sometimes significant in nature, in salaries in a short period of time. The more recent the data, the more useful it will be in using it to establish a compensation program. The ASA data was collected in March 2012 and reported in May 2012, making the survey data useful and timely.

Other compensation outside of salary and bonus

Having information on the total compensation package (retirement plan, bonuses, benefits, etc., in addition to salary) allows for better comparisons. For example, in a situation where no benefits or retirement plan are provided, higher

PACE

salaries or additional perks such as auto allowances or other expense reimbursements may be provided to offset. The 401(k) plan continues to be the preferred retirement vehicle for associations, with 67% of respondents indicating use. The basis on which the benefit is defined is either a matching or percentage of salary as reported by 85% of respondents; 62% of employees are vested immediately upon participation. Two of the other most popular benefits provided to the Chief Staff Executive include fully paid professional membership dues (81%) and smart phone monthly fees (81%). The goal of market-based pay for salaries is to collect and analyze data that meets your organizations objective of identifying competitiveness with not only other associations but with other market jobs within your region. While not an exact science, market pricing is a sound, practical approach using aggregate statistics from survey data that can validate and justify your organizations compensation structure. When designed and used properly, salary surveys can provide useful benchmarking information for comparing salaries and benefits. I encourage each of you to use these salary surveys in evaluating your organizations compensation programs for your professional staff, or for your use in negotiating your compensation agreement with your boards. These comprehensive surveys are available FREE to those of you who participated in the survey you should have already received your complimentary copy of the regional report. If youre interested in learning more about these surveys, or want to get your own copy, please contact Pat Koziol at info@midatlantic-sae.org or 973-283-4347. MASAE members can get a copy of the MASAE regional report for $100 and non-members for $200. The full, national report of all 18 allied societies is available to MASAE member for $150 and non-members for $350. A special package rate for both surveys is available at $225 for member and $500 for non-members.
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MASAE Scholarships
MASAE is once again proud to announce the availability of scholarships to assist you in satisfying your career goals for this year. MASAE is offering a $250 Conference Scholarship, sponsored by Bower Management Services, to be used toward the registration fee for the MASAE Annual Conference, which will be held November 28 and 29 at the Trump Taj Mahal and/or a one night stay at the host hotel during the conference. 2012 Scholarship Sponsors Brown Dog Marketing and Lane Services, Inc., are offering one $500 scholarship to be used for CAE certification costs and/or education, MASAE seminars and/or ASAE programs. November 1, 2012 is the deadline for application submission. Go to www.midatlantic-sae.org for detailed information regarding the scholarships or call the MASAE office at 973-283-4347. Application on page 22. CALL FOR SCHOLARSHIP COMMITTEE MEMBERS If you would be interested in reviewing the scholarships, please contact Pat Koziol at pat.koziol@pmsa.us.com.

Now is the time to apply for

calendar

2012 MASAE Calendar of Events: Dont miss out on any of MASAEs exciting
events! Keep your eye on PACE and your email for more information.

Tuesday, August 21
3rd Annual MASAE Golf Outing Sea Oaks Golf Club 99 Golf View Drive, Little Egg Harbor, NJ See page 14 for details.

Wednesday, November 28 Thursday, November 29, 2012

MASAE Annual Conference & Exhibition Trump Taj Mahal 1000 Boardwalk at Virginia Avenue, Atlantic City, NJ See page 12 for details.

September 20, 2012

Best Practices for Effective Facilitation

SUMMER 2012

EXECUTIVE DIRECTORS PERSPECTIVE

BY PATRICIA S. KOZIOL, MBA

Whats Ahead in 2012

i
hope that you have taken the opportunity to enjoy the summer or have plans to do so in the last few weeks of August.This has been a busy summer for your management staff as we gear up for the fall and the Annual Conference & Exhibition. The summer started with a very successful 2nd Annual Mid-Year Conference held at The Inn at Penn in Philadelphia on June 6. Over 70 association and meeting planner members and guests attended this one day conference jammed full of great ideas and information. We were fortunate to have ASAE & The Center for Leadership President, John Graham, as our keynote speaker. John presented a thought-provoking look at where associations are heading in the near future. Your Education Committee and Board of Directors were extremely pleased with the event and hope to continue to provide this type of educational and networking event every mid-year. us all to remain focused and dedicated to our associations and our professions. We also have a fall seminar planned for September 20 on Best Practices for Effective Facilitation. Visit www.midatlantic-sae.org for more details and to register for this session. We will also hold a special social networking event in Wilmington, Delaware for members and prospective members on October 17 at the | Sheraton Wilmington South. |
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Summer is waning, but fall is waiting so take advantage of

Inside this edition of PACE you will see the preliminary information on the 3rd Annual MASAE Conference & Exhibition to be held November 28 and 29 at the Trump Taj Mahal, Atlantic City. The conference will again be one week earlier than our traditional pattern and we hope this will allow more of you to join us in Atlantic City. The program theme is Remaining Relevant in a Changing World and the keynote presentations and workshops will challenge

these events presented by the Mid-Atlantic Society of Association Executives your local resource for education and networking.

MASAE wishes to thank our sponsors signed up to date:

Awards Reception/Dinner Sponsor Open Bar (Beer and Wine) Sponsor Closest to the Pin Sponsor At The Turn Drinks Sponsor

Longest Drive Sponsor Additional Sponsors:

Golf Cart and Sign Sponsor

PACE

Distinctions in the Roles of the Chief Elected Officer and the Directors w
hile it is intended that every director at the board table has an equal vote, the chief elected officer (chairman of the board or elected president) has broader concerns and duties than individual directors.

BY BOB HARRIS, CAE

BOARD
A mission statement should articulate the organizations purpose for existence and the stakeholders it serves. It is the boards responsibility to create the mission statement and review it periodically for validity.

PRESIDENTS CONCERN
The presidents role is to ensure the mission is advanced. The mission should influence every activity, discussion and assignment. The president will reference it often, including it in messages and on agendas, so that others realize its importance to the organization and the community served.

DIRECTORS CONCERN
A directors role is to understand the mission and to articulate it. The mission should serve as a framework for board meeting discussions.

Determine and Advance the Organizations Mission

Select the Executive Director Boards must reach consensus on the need for and job description of the executive director. The board undertakes a careful search process to find the most qualified individual for the position. The presidents concern is to fill the position promptly. The selection process must be thorough and fair. The president will appoint a committee to oversee the process, which can impact the associations success or failure for many years. If the executive directors position should become vacant, it will be a board responsibility to search for and fill the position. Directors may be asked to serve on a search committee with the board having final say in the selection process.

Support the Executive Director and Assess Performance The board should ensure that the executive director has their support. The executive director, in partnership with the entire board, should decide how and when performance evaluations are conducted. Other performance measures may include monitoring the budget, evaluating the board and agreeing on metrics. Conduct Organizational Planning As stewards of an organization, boards must participate in an overall planning process and assist in implementing the organizations goals. The president, with the help of the executive director, ensures that the planning process is organized to achieve the desired results. The president will help to determine who should be included in the planning meeting (a.k.a. retreat), for example the entire board, committee chairs, staff, etc., when and where it will occur, and if a facilitator will be needed. The board is responsible for setting a direction for the organization, often for three to five years in the form of a strategic plan. Directors will be asked to attend a retreat at the time the plan needs review or development. Every director should be familiar with the elements of the plan and be able to articulate its goals or priorities. The president is ultimately responsible for assessing the executive directors performance, and most often selects a subgroup of the board to assess performance. The president will ensure the integrity and confidentiality of the process and lead the conversation about findings and improvements. A group of board members or the whole board may be asked to evaluate performance of the executive director. A prescribed form to measure the duties will be provided. While the process can take various forms or meetings, it is important to maintain the confidentiality about personnel issues.

SUMMER 2012

Feature
BOARD
Build and Maintain Resources One of the boards foremost responsibilities is to provide adequate resources for the organization to fulfill its mission. The board should work in partnership with the executive officer to assist in developing the annual budget and ensure that proper financial controls are in place. This is important in order to remain accountable to members. The president has overall responsibility for understanding and safeguarding the organizations resources. Working with the executive director and officers, he or she should be fully aware of all resources. Members and stakeholders have expectations that resources will be safeguarded and used to benefit the members through programs and services. Directors have access to information to determine if the organization has adequate resources. Resources can take many forms, including workforce (staff, consultants, volunteers), finances (revenue, savings) and technology (hardware and software.) By comparing the plan of work described in a strategic plan, directors should consider the available resources or what resources may be spent if new projects are undertaken. Resources can also take the form of committees, of which directors may be asked to chair, serve or be a liaison. Directors may be asked to solicit funds in the forms of membership, advertising and sponsorships.

PRESIDENTS CONCERN

DIRECTORS CONCERN

Resource Management The board must safeguard its tax-exempt status and resources at all times. Stakeholders may notice excess spending, mismanagement or loss of resources. The board should be sure financial controls exist. While the president may rely on consultants (legal, accounting, insurance) and committees, in the end he or she is responsible for the organization. An understanding of safeguards such as insurance, audits and filing requirements is important to verify that resources are managed. Directors monitor the organizations resources. A director should readily ask questions about resources to fully understand their extent and the mechanisms in place to protect them. For example: Is a budget adopted and reported upon? Does an independent financial audit occur?

Determine, Monitor and Strengthen Programs and Services The boards role is to determine which programs are the most consistent with an organizations mission, and to monitor their effectiveness. The president ensures that the mission is carried out through programs and services. While not a direct responsibility to develop or oversee programs, it is vital to affirm that existing and new programs add value and support the mission statement. Development and delivery of programs and services is a board oversight responsibility. While most of the work will be done by committees, directors may help by identifying the needs of members and how programs can benefit their needs. Directors should be aware of the needs of the members they represent.

Promote the Organization An organizations primary link to the community (constituents, members, public and media) is through the board. Clearly articulating the organization's mission, accomplishments and goals to the public, as well as garnering support from important community members, are important elements of public relations outreach. The president is the official spokesperson. The responsibility can be delegated for specific instances (i.e. testimony or interviews). The public perception is that the president is always representing the association; be careful not to confuse personal opinion with official positions and duties. Directors are representatives of the organization. It is expected that every director can articulate the purpose and positions of the association. Directors must follow established lines of communication and be careful not to assume the presidents role as the official spokesperson. A short description of the organization is referred to as an elevator speech.

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BOARD
The board is ultimately responsible for ensuring adherence to legal standards and ethical norms. Solid personnel policies, grievance procedures and a clear delegation to the executive director of hiring and managing employees are key. The board must establish policies and adhere to provisions of the organizations bylaws and articles of incorporation.

PRESIDENTS CONCERN
The president must understand all applicable laws and governing documents. Enforcement of policies may be a requirement of the president, for instance ensuring that directors disclose any conflicts of interest or avoid violating antitrust/competition laws.

DIRECTORS CONCERN
Directors are expected to uphold all applicable laws and comply with the governing documents. It is structure such as policies and procedures - that sustains the organization through the succession of boards. A director should study the documents and promote compliance and accountability.

Ensure Legal and Ethical Integrity and Maintain Accountability

Recruit New Board Members; Assess Board Performance All boards have a responsibility to sustain themselves by identifying new leaders through a search and nominating process. The composition of the board should reflect the membership and be a balance in skills. Boards must orient new board members to their responsibilities and the organizations history, needs and challenges. By evaluating their performance, boards can recognize their strengths and weaknesses. The president will appoint a nominating committee that has responsibility for identifying board members. He or she may have authority in the bylaws to appoint committees. There should be processes in place to determine the qualifications for board service and to assess strengths and weaknesses of the board. It is essential to focus on sustainability and competency of the board. Having a full complement of board members is essential to a successful organization. It is expected that current board members will know other members who may have an interest in leadership roles. It is important that director skills are matched with their job descriptions. Nearly every leaders path starts with a director asking, Would you be interested in a leadership role in the organization?
Distinguishing Director from President Roles Association Mgmt tools and samples at www.nonprofitcenter.com

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SUMMER 2012

SUMMER 2012
Georgian Court University ..................................BC Mercadien ..............................................................10 Plymouth Rock Assurance ..................................IFC

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MASAE Awards

MASAE Awards

We Want YOU to Participate!

BY SHERI ACCONZO, CMP, MASAE AWARDS CHAIR

its

that time again... We are now accepting nominations for the MASAE annual awards program and we want YOU to participate. The annual awards program continues to be the premier forum to recognize outstanding achievements within the Mid-Atlantic association community. Please consider taking a few moments to recognize our comrades within the association management community. Do you know a shining starindividual or organizationthat deserves recognition? If you do, please consider submitting a nomination! Every year we are blown away by the creativity of our members & the inspiration that they spread throughout our field. The annual awards program allows us to shine light on the wide array of creative programming, gamechanging events, and stellar accomplishments that take place within our community. The awards give us the opportunity to stand together and recognize the industry leaders and associations that inspire us all year long. The race to get your submissions in is on! We encourage you to act quickly in submitting your nominations for these three very important awards: Distinguished Service Award, Positive Impact Award and Points of Light Award.

Please note that nominations are open to all MASAE members, both professional and associate. Awards recipients will be recognized at the 2012 MASAE Annual Conference at Caesars Atlantic City. Below is a description of each award and information on how to nominate a colleague or organization for these prestigious honors.

Distinguished Service Award

Presented to a dedicated individual who fulfills the "spirit" of the following criteria: Is an active member of MASAE Is serving or has served as a volunteer leader Works in a professional, positive and enthusiastic manner Puts their own agenda aside to work for the benefit of MASAE members Possesses the ability to motivate and stimulate others in their volunteer functions Gives a sense of direction and acts as a catalyst to effect exceptional results that benefit MASAE Is a role model for others to follow Has a demonstrated track record of success and achievements in MASAE endeavors

Points of Light Award

Volunteerism and community service exemplify the best in us: a sense of caring and responsibility for others, a commitment to service and a display of citizenship. The Points of Light Award is designed to honor a MASAE member who has demonstrated a commitment to their community and the needs of others.

Positive Impact Awards

Positive Impact Awards are presented to organizations that utilized original thinking to successfully implement a project/activity and produced a positive impact on the organization, its membership, and/or its vital communities.

To download the nomination forms, visit the awards page of our website at www.midatlantic-sae.com/awards/. Submissions must be received by November 1, 2012. You can submit your forms electronically to pat.koziol@midatlantic-sae.org or fax to 973-838-7124. If you have any questions regarding MASAEs awards program, please feel | free to call MASAE at 973-283-4347 or me at (609) 587-4333. |
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We look forward to hearing from you and thank you in advance for your participation.
PACE

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MASAE

November 28-29, 2012 TRUMP TAJ MAHAL Atlantic City | NJ

Trump Taj Mahal and the Chairman Tower is on the historic boardwalk of
Atlantic City. We have a very special conference room rate of $59 per night for rooms in the new Chairman tower. Join us for an evening of relaxation and networking on November 28th at 6:00 P.M. for our reception at the elaborate Signature Club within the Taj! Were pleased to partner with Trump Resorts to host and sponsor our conference and networking reception.

The 3rd Annual MASAE Conference & Exhibition

emaining Relevant in a Changing World is the theme of our 3rd Annual Conference & Exhibition, and association professionals need to understand the trends and challenges impacting their ability to lead non-profit organizations. Some of these trends include:

How can you Remain Relevant in a Changing World?

By listening to dynamic speakers who will offer strategies and solutions to your associations challenges. By networking with expert suppliers to help you meet your associations business needs. By choosing the professional tracks that will help you earn valuable credits toward earning OR renewing your CAE or CMP designation. By meeting with your peers to inspire, ignite, and invigorate you to meet your associations new normal. Go to www.midatlantic-sae.org for your conference registration brochure.

Multiple generations working side-by-side Sharing leadership across generations and cultures More for-profit organizations seeing the value of doing well by doing good More not-for-profit engaged in for profit activities Challenges to associations ability to thrive in a blended economy
There is a new normal for association managementone not only based on adapting to social media tools and techniques...but one that also means learning to apply new ways of networking to allow for deeper, more meaningful collaboration to engage the next group of association members. The MASAE Annual Conference is your resource for finding new ways to have impact across networks and programs, and to forge new and/or collaborative partnerships beyond the traditional association borders.

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Were inviting you to join us at the Trump Taj Mahal on November 28 - 29 to enhance your goals for remaining relevant in a changing world.
SUMMER 2012

Conference

MASAE ANNUAL CONFERENCE SCHEDULE AT-A-GLANCE

WEDNESDAY, NOVEMBER 28
11:00 A.M. 5:00 P.M..............Conference Registration ....................................................Open 12N-1:30pm ...............................Keynote & Membership ....................................................Meeting Luncheon
The End of Membership as We Know It | Sarah Sladek

THURSDAY, NOVEMBER 29
7:30 A.M. - 9:00 A.M.................Conference Registration ....................................................Open 9:00 A.M. 10:00 A.M. ..............Exhibits Open
Lets Have Another Cup of Coffee with Exhibitors! PRIZES GALOREMUST BE PRESENT TO WIN. Travel the trade show and collect KEYS TO THE TREASURE CHESTS

1:45 P.M. 2:45 P.M. .................Concurrent Sessions:

CEO Track | Workshop #1: Maximum Engagement Association Professional Track | Workshop #2: Updated Trends for Association Managers Association Professional & Meeting Planner Track | Workshop #3: Small Staff Issues

10:15 A.M. 11:45 A.M. ............Concurrent Sessions:

CEO Track | Workshop #7: What Wins-Culture or Strategy? Association Professional Track | Workshop #8: Free & Low-Cost Technology Tools Meeting Planner Track | Workshop #9: Maximizing Your Relationship with Convention & Visitors Authorities

2:45 P.M. 3:00 P.M. .................Break and Travel to Next ....................................................Workshop 3:00 P.M. 4:00 P.M. .................Concurrent Sessions:
CEO Track | Workshop #4: CEO Roundtable Association Professional Track | Workshop #5: Great Membership Ideas Association Professional & Meeting Planner Track | Workshop #6: Managing Content to Enhance Member Value

12:00 P.M. 1:30 P.M. ...............Lunch with Exhibitors

Travel the trade show and collect KEYS TO THE TREASURE CHESTS

1:30 P.M. 3:00 P.M. .................Quick Sessions If you missed some of the breakout sessions, were presenting them again in a quick format! Grand Prize Drawing at close of Conference.

4:00 P.M. 5:00 P.M ..................Speed Networking with ....................................................Exhibitors 5:00 P.M......................................Register in Hotel 6:00 P.M. 7:30 P.M. .................Networking Reception
The Signature Room, Taj Mahal
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PACE

MASAE 2011

Annual Report
SUMMER 2012

2011

was a great year for MASAE! With the transition-

al year of merging our former organizations behind us, we were focused on delivering educational content and increasing networking opportunities. The milestones and accomplishments highlighted below are cause for celebration as MASAE looks forward to another year of meeting the dynamic needs of association professionals in todays challenging environment. Education: In addition to the MASAE Annual Meeting hosted at Caesars Hotel & Casino in Atlantic City, and the Mid-year Meeting held at the Hub in Philadelphia, MASAE hosted six educational programs throughout the course of 2011: Legal Update, 60 Ideas in 60 Minutes; Social Media; Human Resources Best Practices; Legislative & Lobbying; Working with Your Board. Topics were compiled by the education committee based on recommendations from the membership and survey results. Your insight continues to help the Board and committees shape the services MASAE delivers. Networking: In addition to social events surrounding the Mid Year meeting, and the Annual Conference, MASAE hosted its annual Golf Outing a the Sea Oaks Country Club in Little Egg Harbor Township, NJ, and a first-ever Happy Hour at the Lowe's Hotel. Annual Budget: Financial results for MASAE are complete; while we did not meet all of our budgeted revenues for the year, we managed to reduce our expenses, resulting in a net change in unrestricted assets of $37,500 for FYE 12/31/11. Investments: Our overall asset allocation remains conservative and increasingly diversified as the implementation of the long term reserve investment policy has maturing CDs progressively cascading through the asset classes outlined in the policy. All holdings meet the fiduciary criteria outlined in the new Investment Policy adopted by the Board in June 2010. The Societys total Long Term Reserve is in excess of one years operating budget, with operating reserves nearing that level. The Societys financial health is excellent, and the board will be focusing on re-investment in delivering services to the membership. PACE Magazine: MASAE delivered two issues of PACE magazine to the membership in 2011, highlighting news, best practices, and information relevant to our profession. The Officers and Board of Directors of MASAE are committed to fiscally-responsible management, providing strategic direction, and ensuring a solid future for our members and the organization. We hope that you will continue to support MASAE and each other in our quest to make MASAE your local resource for education and networking.

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Annual Report
MASAE Balance Sheet
Checking LPL Financial Services (CDs) LPL Financial Services (Risk) LPL Financial Services (Cash/Cash Equiv) Petty Cash Undeposited Funds Bank Fees Total Assets December 31, 2011 144,427 34,024 106,280 42,060 115 755 (10) 326,147 December 31, 2010 147,822 114,218 15,376 56,633 180 355 (10) 337,575

MASAE Statement of Financial Position

MEMBERSHIP Revenues Expenses Net Membership PROGRAMS Revenues Expenses Net Programs CONFERENCE Revenues Expenses Net Conference PACE MAGAZINE Revenues Expenses Net Pace Magazine TECHNOLOGY Revenues Expenses Net Technology FINANCIAL Revenues Expenses Net Financial OPERATIONS & ADMINISTRATION Revenues Expenses Net Operations & Administration OTHER Revenues Expenses Net Other Total Revenues Total Expenses Net Revenue December 31, 2011 53,031 1,930 51,101 December 31, 2010 49,985 1,546 48,439

40,883 23,841 17,042

32,064 24,155 7,909

54,311 31,383 22,928

43,246 29,939 13,307

1,400 536 864

5,305 0 5,305

2,495 2,139 356

4,000 2,298 1,702

6,986 2,125 4,860

4,183 2,194 1,989

0 56,275 (56,275)

0 56,996 (56,996)

2,344 5,713 (3,370) 161,449 123,944 37,505

717 16,752 (16,034) 139,502 133,883 5,619

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PACE

Education Corner

Recap of Second Quarter

Education Events
t
he MASAE Education Committee was pleased to offer two education sessions in April and May of 2012 focusing on the operational issues of public relations/ communications and financial matters.

On April 26, MASAE member Fernley & Fernley hosted a breakfast session on
Managing the Media in Good Times and Bad. Leza Raffel, founder and president of Communication Solutions, was an excellent presenter. She offered practical strategies for handling bad news, publicizing good news and keeping focused on issues that may have an impact on your associations members.
LEZA RAFFEL FOUNDER AND PRESIDENT OF COMMUNICATION SOLUTIONS

The presentation opened with a discussion of the external environment and interaction among attendees regarding the current state of media. Ms. Raffel continued the presentation by focusing on actual case studies for association professionals and sharing best practices.

On May 23, Association Headquarters, Inc. hosted a three speaker presentation

on Financial Matters.Managing Risk, Preventing Fraud, and Investment Best Practices for Your Association.
DON ISAACSON, MBA, CPA VICE PRESIDENT-FINANCE ASSOCIATION HEADQUARTERS, INC.

Don Isaacson, MBA, CPA, Vice President-Finance, Association Headquarters, Inc., gave an overview on the Value of Risk Management Awareness to Your Association. Mr. Isaacson explained the risk management process, how to identify financial risks for your association and implementing strategies to avoid and modify potential harmful risks. Glen Walton, CPA, Partner, Bowman & Company, gave an insightful view on the Prevention and Detection of Fraud in the non-profit environment. Mr. Walton outlined the reasons why non-profits are vulnerable to fraudulent activities, and the impact of fraud on the organization and its members. James Dargusch, CPA, Managing Partner, Northeast Planning Corp., Philanthropic Division, described Investment Best Practices for Your Association. Mr. Dargusch discussed the investment venues associations can enter and how to monitor portfolios easily and efficiently.

GLEN WALTON, CPA PARTNER, BOWMAN & COMPANY

JAMES DARGUSCH, CPA MANAGING PARTNER, NORTHEAST PLANNING CORP.-PHILANTHROPIC DIVISION

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The spring seminar presentations are available to all MASAE members by calling the office at (973) 283-4347 or by visiting www.midatlantic-sae.org. Our thanks to all of our speakers and our hosts, Fernley & Fernley and Association Headquarters, Inc.

SUMMER 2012

MASAE Education Corner

2nd Annual

Mid-Year Meeting
NEXT SESSION: SEPTEMBER 20, 2012
BEST PRACTICES FOR EFFECTIVE FACILITATION.

Presenters Kristin Brammell and Shannon Fagan with MASAE President Erica OGrady

Conference attendees

On June 6, the MASAE Education Committee presented the second full-day, mid-year conference at The Inn at Penn in Philadelphia, featuring over 15 exhibitors and sponsors and 70 attendees.
The event opened with a keynote presentation by John H. Graham IV, CAE, President and CEO of ASAE/The Center for Association Leadership. This being his first appearence at an MASAE event, Mr. Grahams presentation, entitled The Future of Associations: Trends Shaping the New Normal, focused on top trends impacting associations including: demographic shifts, technology advances, sector blurring, volunteerism, networking and collaboration. Key demographic shifts are seen in multiple generations working side-by-side, as well as when leadership roles are shared amidst different generations and cultures. This session was very informative and provided thought-provoking insight. I was impressed by Johns presentation at MASAE, commented Amy Drum Caruso, CAE, CMP of Drum Consultants. Two breakout sessions geared toward meeting planning professionals were also held. Negotiating Hotel Contracts in Real Time, by Joshua L. Grimes, Managing Attorney of Grimes Law Offices, LLC. Mr. Grimes specializes in serving the hospitality and association industries and he discussed the post-recession environment for best practices in negotiating and managing association meeting and conference contracts. The second meeting planner workshop entitled Creative Ways to Stretch Your Food and Beverage Budget featured Dave Dvorak, Vice President of Conventions Services and Catering for Starwood Corporation and Demetrios Haronis, Executive Chef, Tropicana Hotel & Casino. Both identified numerous ways meeting planners can maximize their conference budgets while still presenting a first-class event. Association management professionals attended workshops on Growing NonDues Revenue Using Social Media as a Platform for Research, Prospecting and Networking, presented by Sabina Gargiulo and Kim Karagosian of Association Headquarters, Inc. and Association Management Ethics and Professional Practices, with C. Michael Deese, partner in Howe & Hutton, Ltd.

Mr. Deeses presentation illuminated the slippery slope many association executives and board members encounter in managing day to day operations. His presentation focused on the best practices and ethical imperatives that impact all organizations structure and governance. MASAEs attendees were treated to a closing general session entitled Small Budget, Big Impact: Affordable Technology Solutions presented by Kristin Brammell, CMP and Shannon Fagan, CMP, both of Association Headquarters, Inc. This session showed attendees specific examples of affordable technology solutions that they can start using right away including: online survey tools, smart-phone apps, QR codes and more. | |
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I thought the social media workshop with Sabina and Kim offered new and valuable information and tips that I can bring back to the office today, said Don McDermott of DGM Associates.
MASAE WOULD LIKE TO THANK THE MID-YEAR PLANNING COMMITTEE OF HEATHER EVANS, TIM BOWER, BOB WALLER, AND PAT KOZIOL AS WELL AS BRENDAN MORRISSEY OF THE INN AT PENN FOR HOSTING THE CONFERENCE. THANKS AS WELL TO OUR GENEROUS SPONSORS: PHILADELPHIA CONVENTION AND VISITORS BUREAU FOR SPONSORING THE BREAKFAST AND KEYNOTE, AFFINITY INTERNATIONAL FOR SPONSORING LUNCH, PERFECT PRINTING, LANE SERVICES, ATLANTIC CITY CONVENTION & VISITORS AUTHORITY, AND WEBLINK INTERNATIONAL FOR THEIR SPONSORSHIPS OF EACH OF OUR WORKSHOPS. THANKS ALSO TO THE EXHIBITORS FOR THEIR SUPPORT OF MASAE AND ITS EDUCATIONAL EVENTS.

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MASAE Leadership

It is NOT about Warm Bodies

t
his may be a strange title for a magazine dedicated to the association profession, but it may be a fitting one to address the annual recruitment of members to serve in the top leadership roles for MASAE. Since most of us, as association professionals, are involved in the recruiting process for our own organizations, we know and have seen different types of leaders at the extreme ends of the spectrum: Those that truly lead the organization by being prepared, focused and providing vision for the organization, and Those that are not too engaged and rarely contribute to the organization, hence the term Warm Bodies. give back to your profession network with peers and colleagues in the industry grow professionally make a difference in the organization of which you are a member make new friends develop and use your communication, leadership and creativity skills If you identify with one or more of the benefits above, you owe it to yourself MASAE is now in its third year and I can truly state that the leaders I have had the pleasure to work with over the past year have been dedicated, passionate and to get more involved in the leadership have provided the vision that has made MASAE the successful organization that it of MASAE. The MASAE leadership roles I have served in have been and is today. continue to be important to my profesNow on to you! There are many benefits to be reaped from serving in a leadership sional growth as a leader and role for MASAE, all of which can have a positive impact on your own career. You association management professional. will have the opportunity to:

MASAE 2012 CANDIDATE/VOLUNTEER INTEREST FORM

Position Applying For: (Indicate your choice by checking the appropriate boxes. You can apply for more than one position.) [ [ [ ] Officer _________________________________________________________________________________________________
(President, Vice President, Treasurer, Secretary)

] Director ________________________________________________________________________________________________ ] Committee Member _____________________________________________________________________________________

Name: __________________________________ Title: _________________________________________________________________ Employer: ______________________________________________________________________________________________________ Phone: _____________________________ Email: ____________________________________________________________________ MASAE Board of Directors and/or Committee Service: _______________________________________________________________ _______________________________________________________________________________________________________________ Professional Recognition and Awards: _____________________________________________________________________________ _______________________________________________________________________________________________________________ Civic or Community Activities:_____________________________________________________________________________________ _______________________________________________________________________________________________________________ Please attach a statement detailing why you would like to be a MASAE Board Member and include the contributions you believe you could bring to the organization. Signature: _______________________________________________ Date:_________________________
Please send to Nominating Committee by email at info@midatlantic-sae.org or by fax to 973-838-7124. The deadline for completing the Candidate Interest Form is Friday, October 5th.

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Mid-Atlantic Society of Association Executives 170 Kinnelon Rd, Ste 33, Kinnelon, NJ 07405 973-283-4347 * 973-838-7124 * info@midatlantic-sae.org

SUMMER 2012

New Members
Volunteer Opportunities
Officers: Consists of the President, Vice President, Secretary, Treasurer, and Immediate Past President. All are one-year terms with an annual election of the Secretary position. Directors: MASAE Bylaws Article V, Section 2, require that no less than six (6) directors are elected to the board, of which no more than two (2) shall serve from the Associate Member Category. All are two-year terms with various openings annually. Committee Members: MASAE is always looking for members to take that first step into leadership by serving on one of the nine Committees that contribute to the execution of the many valuable products and services MASAE has to offer. Committee Chairs are two-year terms and committee involvement is on-going.

Whats required?
In order to be considered for any of the opportunities listed above, you must be an MASAE member in good standing. We are looking for people who are dedicated, passionate about association management and have the vision and objectivity to move the organization forward. For the role of Director, we are looking for at least 2 years of volunteer leadership experience in MASAE as a committee or task force chair. For an officer role we are looking for at least 2 years of volunteer leadership experience in MASAE as a Director. For committee involvement, we are seeking general knowledge of association management and overall knowledge of MASAE.

Call for Action

This is your chance to contribute to the growth and development of MASAE! For more information visit MASAEs web site to read officer and director job descriptions, a listing of the committees and their missions, and to access the candidate interest form. The due date for submitting the candidate interest form is October 5th. There is no time better than now to make an impact by volunteering for this vibrant association of committed and dynamic executives and associate professionals. | |
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BY VICTORIA E. ELLIOTT, R.PH, MBA, CAE, CHAIR-MASAE NOMINATIONS COMMITTEE

Mid-Atlantic Society of Association Executives

Welcome New Members

Welcome New Professional Member:

Mr. Geoff Snelling

Ms. Jennifer Friday

Tampa Bay & Company 401 E. Jackson St., Ste. 2100 Tampa, FL 33602 Phone (813) 342-4060 Email: jfriday@visittampabay.com

Ms. Tanna McTee-Pearman

Grand Sierra Resort 2500 E. Second St. Reno, NV 89595 Phone (775) 789-2033 Email: tanna.mctee@grandsierraresort.com

NRG Energy 3711 Market St., 10th Floor Philadelphia, PA 19104 Phone (609) 238-2985 Email: gsnelling@energyplus.com

Welcome New Associate Members:

Ms. Wendy Baten

Ms. Barbara Kopala

Hilton Hotel 1 Hilton Court Parsippany, NJ 07054 Phone (973) 267-7373 Email: barbara.kopala@hilton.com

Ms. Kelsey Riley

Heritage Hospitality 2700 Mount Rose Ave. York, PA 17402 Phone (717) 755-0123 Email: kelsey.riley@hhgr.com

The Atlantic Club Casino Hotel Boston Avenue and Boardwalk Atlantic City, NJ 08401 Phone (609) 340-7095 Email: wbaten@atlanticclubcasino.com

Mr. Bob McIntosh

Hilton Hotel 1 Hilton Court Parsippany, NJ 07054 Phone (973) 267-7373 Email: robert.mcintosh@hilton.com

Ms. Prudence Shapcott

ABE Research 2 Redwood Ct. Princeton Junction, NJ 08550 Phone (609) 785-1223

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Association Executives Whats

BY PRUDENCE SHAPCOTT

Keeping You Up At Night?

t
his was one of the questions asked of senior association executives in a recent Association Trends survey. It should come as no surprise that one area uppermost in executives minds is on delivering member value for the diverse businesses and individuals that make up their membership. Underpinning that concern is the challenge of membership retention and growth that many associations struggle with. Despite the array of data and articles on how to address this, there is no silver bullet. Each association is unique; what works for one will not necessarily be effective in another. We know however, that personal recommendation from members is key to driving growth; and that keeping members just satisfied with the status quo is not a good long-term strategy for retention. Members need to experience value as defined from their perspective and find real levels of engagement that address more than just having the qualifications or letters associated with that organization. So the real questions are how engaged are your members and do they experience real value from their membership to the extent that they become natural advocates for your organization? As a senior association executive or a membership board, its virtually impossible to answer those questions adequately without asking your members.

Seriously, dont waste your money on membership surveys, but do conduct surveys that will help you address your strategic concerns.
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Dont waste your money on membership surveys.

SUMMER 2012

Feature
Seriously, dont waste your money on membership surveys, but do conduct surveys that will help you address your strategic concerns and provide a tangible ROI. With the wide prevalence of DIY online survey tools, many associations do quick membership surveys. The tools themselves are often not the issue but the process. Here are my suggestions to help you achieve better value from your surveys.

So the real questions are how engaged are your members and do they experience real value from their membership to the extent that they become natural advocates for your organization?

1 Get buy-in from your membership

for the survey. This should be done before, during and after the process. Communicate the rationale for the survey, how you value their input and how the results will be used. fatigue: results with members. 5 Minimize surveytoo often dont 7 Sharean indicationyourhow you survey your members - do Give of this at least once, and perhaps no more than, three times a year. have used/will use them to improve things for their benefit. your 8 Ensure widestsurvey method achieves the representation possible. Generally, you should be wary of making any strategic decisions based on single-digit response rates. Extremely low response rates can in some cases be an indication of the low level of engagement your members have with your organization. | |
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2 Use well designed questions that 6 Use incentives appropriately. are unbiased and address strategic They need to be appropriate to the
issues.

3 Encourage honest responses as

opposed to right or wrong answers. To provide truly honest and objective results, surveys need to be done anonymously and preferably executed by an external agent.

whole target audience and not just a particular group within your membership. They should not be so large that they over shadow the purpose of the survey. Be aware that they can introduce their own bias into your results if they become the primary motivation for completing your survey.

4 Respect your members time surveys should last no more than 10 minutes or so.

PRUDENCE SHAPCOTT IS A MARKET RESEARCH CONSULTANT AND OWNER OF ABE-RESEARCH LLC. FOR COMMENTS OR MORE INFORMATION, PLEASE CONTACT: PRUDENCE@ABERESEARCH.COM, OR VISIT WWW.ABERESEARCH.COM

Advertise in the next

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Call Now! THE PUBLISHING GROUP

I N T E R N A T I O N A L, I N C .

P: 303.368.4450 F: 303.675.3947
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ATTENTION FELLOW GOLFERS!

MASAES 3ND ANNUAL GOLF TOURNAMENT PROMISES GOOD GOLF, GREAT NETWORKING AND LOTS OF FUN!
BY ROBERT KELLY, CMP, DIRECTOR OF HOTEL, TRUMP ENTERTAINMENT RESORTS, MASAE GOLF COMMITTEE CHAIR

ummer is here and its time to hit the links and enjoy the great outdoors! MASAEs Annual Golf Tournament is scheduled for Tuesday, August 21st at Sea Oaks Golf Club, in Little Egg Harbor, NJ. Sea Oaks has proven to be the perfect fit for our tournament as the course is always in great condition and the service from the golf staff, as well as the catering staff, is outstanding year after year. Sea Oaks is centrally located with easy access off of exit 58 of the Garden State Parkway. Golfers of all skill levels start the day with registration and use of the driving range at 11am, followed by a box lunch. New this year is a Putting Skills Competition all registered golfers can participate and the winner will receive an overnight stay at my favorite place the Trump Taj Mahal!

The format for golf is a four person scramble with a shotgun start at 1pm. Immediately following golf is a cocktail reception with open bar, buffet dinner and dessert. Prizes are awarded for the 1st place team, longest drive for both men and women, closest to the pin for both men and women, a beat the pro contest and a chance to win fabulous prizes on all the par 3s for hitting a hole in one. There are numerous sponsorship opportunities available, including the awards/ dinner sponsor, closest to the pin, longest drive, hole in one and individual hole sponsors, just to name a few. The professional and associate members have stepped up year after year to support the tournament and MASAE through their sponsorships and prize donations. You would be hard-pressed to participate anywhere else in a tournament with so many prizes. The Golf Committee has been hard at work planning and organizing this event. The committee members include: Dean DAmbrosi National Association for Printing Leadership; John Connolly - Carlin Management; Tim Bower Bower Management Services and Joe Sapp Talley Management. If you are looking for a great networking opportunity, some good old fashioned exercise and lots of fun, the MASAE Golf Tournament is the | perfect opportunity. See you on the golf course! |
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Schedule of Events
Tuesday, August 21, 2012 Sea Oaks Golf Club 11:00am Registration Driving Range Open Putting Skills Competition 11:30am 1:00pm Networking Lunch Box Lunch Served 1:00pm 6:00pm Shotgun Start-Scramble Format 6:00pm 8:00pm Reception and Awards Dinner

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SUMMER 2012

SCHOLARSHIPS AVAILABLE
MASAE MEMBERS AND NON-MEMBERS*
MASAE IS ONCE AGAIN PROUD TO ANNOUNCE THE AVAILABILITY OF SCHOLARSHIPS TO ASSIST YOU IN SATISFYING YOUR CAREER GOALS FOR THIS YEAR.
Bower Management Services (Collingwood, NJ) is offering a $250 Conference Scholarship to be used toward the registration fee for the MASAE Annual Conference to be held November 28 and 29 and a one night stay (Wednesday, November 28) at the Trump Taj Mahal, Atlantic City.
I am very pleased to be able to support the educational goals of the Mid-Atlantic Society of Association Executives and to be this years sponsor of the Annual Conference scholarship, stated Tim Bower. Mr. Bower, CAE, serves as this years secretary of the MASAE Board and is also on the Education Committee. (*when sponsored by a member)

2012 Scholarship Sponsors Brown Dog Marketing and Lane Services, Inc. are offering one $500 scholarship to be used for CAE certification costs and/or education, MASAE seminars and/or ASAE programs. Jim DOvidio, president of Brown Dog Marketing and Dr. Robert Lane, PhD and principle of Lane Services also serve on the MASAE Board of Directors. Dr. Lane chairs the MASAE Associate Member/Supplier Task Force and Mr. DOvidio also serves on this group.

November 1, 2012 is the deadline for application submission. Please go to www.midatlantic-sae.org for detailed information regarding the scholarships.