ASAE Handbook of Professional Practices in Association Management, 3rd Edition

Chapter FiveBusiness Models and Economic Drivers

Paul Pomerantz, FASAE, CAE

Many association CSEs have found themselves in the following situation. Things have gone well for years. Suddenly, revenues have flattened. You watch as the income begins to dip and slide gradually (or quickly deteriorates). The board is concerned. They say “Try harder” or “We need to market more.” Some say a new strategic plan is the answer, but the new plan, when all is said and done, is a continuation of the past, with emphasis on “member value” and improvements to current programs, such as the annual meeting. You know the answer is far more fundamental. It goes to the very core of what you do, how you attract customers (members) and generate revenue.

In fact, the ...