We have outlined a range of our past projects to give you a sense for the range of our services. Call us anytime to discuss your project and we will often share the learnings to the extent possible.

Airline Owners and Pilots Association (AOPA)

FBO Marketing Plan.  Developed Fixed Base Operators (FBO) Rebate Plan, an extensive marketing strategy for serving the network of aeronautical service providers serving air bases, a critical new business to business market for AOPA.  Drawing on past research, government data, file analysis of AOPA transactions, interviews and other qualitative research, developed a branding plan for serving these entities as an important new constituency, and as a marketing channel for AOPA to their traditional audience of small-craft pilots. (October 1996)

Affinity Program Marketing Plan.  Detailed marketing analysis and marketing recommendations for FlightPlus insurance and Legal Services programs.  (December 1996)

Air Safety Foundation

Fundraising Program Review.  Conducted review of the fundraising, finances, and programming provided by this group.  Using historical data and advanced statistical techniques, developed a review and growth plan, including audience segmentation, upsell models, new creative messages, and proposed new staffing for this large educational foundation. Presentation persuaded AOPA CEO to implement substantial changes to the entity. (August 1996)

American Association of Medical Transcriptionists (AAMT)

Focus Group Reports.  Analyzed focus groups made up of current and former members. Identified suggestions intended to improve the perceived value to the member segment. (November 2003)

American Council on International Personnel (ACIP)

Immigration Visa Marketing Plan.  Conducted extensive marketing assessment for organization serving to recruit and facilitate the immigration of qualified international labor with specialized skills. Services included extensive assessment of competition, current placement, corporate demanders of work visa immigrants, analysis of existing INS practices and case law, and recommendations for reorganization and growth.

American Short Line and Regional Railroad Association (ASLRRA)

Dues Equity Study and Communications Plan.  Analyzed dues structure for trade association primary and associate membership. Conducted online research to measure familiarity and satisfaction with member services, communications and perceived value by member segment. Facilitated Board discussions to set final new dues structure (October 2005)

American Society for Training and Development (ASTD)

Information Center Research Series.  Conducted studies and traffic analyses for inbound inquiries and on-site attendee surveys. (1988-90).

American Society of Appraisers (ASA)

Internal Membership Marketing System.  Analyzed and develop a full marketing system for an organization including in-depth analysis of existing database, in-depth assessment of national and chapter membership, development of new marketing materials, implementation of an eight-step direct marketing campaign, implementation of new internal business processes, and creation of a member-get-a-member system.  (March 1997).

General Association Studies

Market Study: Consolidation and Trade Association Membership.  Developed a benchmarking database to measure the impact on finances and membership of losses in membership due to industry consolidation.  Prepared full report for participants, presented results at ASAE Membership Marketing Symposium, and developed articles for ASAE publications (April 2000).

Association Membership and Marketing Department Structures Study.  Conducted survey to document the operations of associations with regard to departmental structures, staffing, key issues, and performance. (May 2005).

Associate/Vendor Member Operational Study.  Conducted survey to document the size, pricing, structure, and financial trends in associate member programs of trade and professional associations. (November 2005).

American Society of Health-System Pharmacists (ASHP)

Drug Information Marketing Plan and Implementation.  All marketing related to the American Hospital Formulary Service (AHFS), a subscription based print and electronic drug information product serving 45,000 health care professionals and generating more than $5 million in annual revenue.  Conducted quantitative assessments with lapsed subscribers, new users, database analysis of existing and potential audiences, determining estimates of penetration, determining and prioritizing barriers to greater performance including price sensitivity, strengths relative to competition, changes in computer systems and greater use of centralized electronics in key acute care, group practice, and managed care settings. 

Implementation included development of new marketing messages, design of collateral materials, identification of new audiences, targeting levels of effort to existing customer base, and managing strategic relationships with distributors and commercial data providers.

Member Section Launch Plan.  Conducted extensive research to launch the creation of two new distinct membership groups within ASHP, the Section of Clinical Specialists and Section of Home Health Practitioners.  Sections had their own standalone membership processes, recruitment, and unique services.  Launched an annual home health care conference to support one event, with extensive pre-marketing, assessment, development of prospect lists, and identification of key programming issues and member benefits.

Managed Care Penetration Plan.  In preparation of launching a service division focused on managed care pharmacists, developed database of managed care organizations, linking them to current membership records, to analyze membership penetration and develop an integrated marketing communications program to develop membership in key, growing area and to thwart competition from managed care pharmacy groups.

Journal Assessment and Marketing Plan.  Conducted readership survey and content analysis for American Journal of Hospital Pharmacy including analysis of renaming (to 'Health-System Pharmacy"), content analysis, and examination of sales approach that generated $2.5 million in annual advertising revenue

Annual Survey of Pharmacy in Acute Care Settings.  Developed annual system of data collection for the state of practice of acute care pharmacists.  Integrated detailed analysis of institutional level practices, structure, and available resources into existing transactional databases to guide new direct mail and telemarketing campaigns.

Conference Surveys and Marketing Programs.  Conducted extensive review and marketing plan for the two key conferences, the Annual Meeting (prestigious meeting drawing approximately 4,000) and the Midyear Clinical Meeting (educational forum drawing 15,000). Plans included segmentation, copy points, and radical changes in how association promoted these events to increase registration and reduce costs. Developed and conducted meeting attendee evaluations to measure success/failure and refine subsequent years' plan.

Apex Digital Systems

Marketing and Business Plan Development.  Sought to evaluate past offerings/client engagements to identify new opportunities for business development and gradual expansion of project work. Developed an appropriate business plan. (July 2005)

Association of American Railroads (AAR)

Associate Member Program Analysis. Developed strategic program review of associate member benefits and possible future structural changes that will increase participation and membership. (July 2005)

American Helicopter Society (AHS)

Membership Needs Assessment.  Conducted online needs assessment as part of a five-association Membership Satisfaction Benchmarking Group consortium, designed to ensure direct comparability of usage, satisfaction, perceived value and other key metrics across professional societies. (November 2005)

Atlantic List Company  

Corporate Marketing Plan.  Conducted executive interviews and a detailed environmental scan to identify key areas of potential improvement in operations and business development. (June 2005)

Building Industry Show of Southern California

BIS Show Research and Marketing Plans.  Worked with large regional chain ($3MM budget, 20 staff) to enhance and refurbish their regional trade show, developing and analyzing surveys of attendees, exhibitors, and members, reviewing financial performance and making recommendations regarding format, timing, and marketing to help association convey new messages, increase attendance, and grow financially. (1991-1993)

Cancer Recovery Foundation

Donor Database Integration.  Developed a single donor database and analytical system by combining numerous donor files from various vendors into a single large file of donors and transactions with more than one million total records. Converted to a standard donor management system. (May 2005)

Council for Urban Economic Development (CUED)

CUED Sponsor/Associate Development Research and Plan.  Analysis of relationships between current stakeholders, members, and leaders to describe the relationship of CUED to its sponsor/exhibitor/associate member base, identifying new growth strategies and a 12-month implementation plan to achieve these goals. (January 2000)

Covenant House

Statistical Model Applications.  Oversaw statistical modeling program through Amergent, identifying national distribution patterns of donors and guiding copywriting/message development. (June 2005)

Direct Marketing Association Nonprofit Federation

Needs Assessment Study.  Conduct online survey to identify the needs of direct marketers within philanthropic/charitable institutions. (January 2005)

Conference Evaluations.  Conduct a mix of online surveys among attendees and non-attendees to evaluate the content, marketing, and program design of annual conferences. (February 2003, 2004, 2005)

Monthly Giving Program Study.  Conduct operational study among nation's largest philanthropic organizations to document their common practices in fundraising. (August 2005)

DelCor Technology Solutions

Customer Research and Marketing Communications Plan.  Conduct extensive user interviews and integrate with marketing communications strategies for an association technology company focusing on AMS selection and internal data, temporary analyst assistance, and help desk services.  Summarized with review of customer satisfaction, competitive positioning. (February 2000)

Duane Reade

Loyalty Marketing Pilot Program.  Develop and launch a loyalty marketing program for customers of a New York City based drug store chain with 145 stores.  Program contributed substantially to growing Duane Reade's annualized sales from $587 million to $1 billion in two years.  Conducted preliminary assessment including analysis of best practices in supermarket industry, structured program finances; negotiated with a marketing firm for production, decision support development and system integration; performed sales presentations to manufacturers. Raised $1.5 million from corporate supporters to offset costs of implementation with sponsorship dollars.  Co-developed marketing plan including media, electronic marketing, and card based in-store promotion. (September 1999)

The Endocrine Society

Global Needs Assessment.  Developed and conducted the first global needs assessment conducted by the association in five years.  Study evaluated all aspects of the organization, particularly how it serves its key professional practice segments of clinical researchers, basic researchers, clinical practitioners, and academics. (November 2000)

Journal Readership Study.  Design and conduct a detailed review of content, readership, and overall satisfaction with the association's four medical journals. (May 2001)

Diabetes Study.  Conducted market research study among Society members for a consortium of pharmaceutical and medical device manufacturers. (June 2001)

Online User Profile Study.  Design and collect online data from visitors to an online web portal service.  Analyzing demographics with marketing recommendations (November 2001).

Annual Meeting Exhibitor and Registrant Surveys.  Designed and analyzed the results of an online survey regarding meeting format, schedule and location preferences, conducted among attendees and non-attendees to guide future meeting planning decisions and marketing activities.  (November 2001).

Howard Community College (MD)

Industry Certification Program Survey.  Conducted and analyzed the results of two surveys to measure student demographics and satisfaction with the program (November 2001).

Independent Office Products and Furniture Dealers Association

NOPA Industry/Market Study.  Conducted global market survey of members and non-members for the Office Products Alliance, one of two major membership divisions of IOPFDA.
(November 2001)

OFDA Industry/Market Study.  Conducted market survey for Office Products Alliance with marketing recommendations, and assessment of feasibility of new services. (November 2001)

Institute for Professionals in Taxation (IPT)

Marketing Review and Program/Services Plan.  Analyze and develop an organization-wide marketing plan including recommended new services, sunset and redesign of several existing programs, review of all marketing materials and development of new communications strategies and messages. (January 1998)

Institute of Food Technologists (IFT)

Member Needs Assessment.  Conducted extensive needs assessment including specific questionnaires for current, lapsed, and prospective members for Chicago-based professional association. (September 1999)

International Association of Financial Planners (IAFP)

Qualitative Member Needs Assessment.  Conducted meeting related focus groups (November 1996) to analyze general member reaction and needs, including perceptions of certification, public awareness campaigns, and their slate of educational programs. (October 1996)

Broker Dealer Audience Assessment.  IAFP Broker Dealer membership audience segment analysis.  Conduct series of focus groups to review the unique needs of this independent audience of members within association of financial planning professionals.  (January 1997)

National Association of Chain Drug Stores (NACDS)

Annual HR Practices Research Consortium:  Designed and built a data collection and reporting system to deliver human resources data now used to guide the benefits, compensation and policies decisions of 40 participating domestic chains with over 800,000 employees.

In-store Consumer/Employee Research Program:  Developed a pilot system for measuring consumer and employee perceptions through in-store kiosk technology.  Developed final report to measure the relationships between customer satisfaction, employee attitudes, and store level financial performance.  Implemented by seven regional operators with a collective $25 billion in annual sales.

Program/Service Feasibility Study Series:  Conducted a series of studies testing the value proposition and forecasting the support for a series of programs including a new International Drug Chain Conference, a completely reformatted Fall Conference, cooperative chain programs in areas such as computer based training and shipping.

ChainDrugStore.net Launch Research and Plan:  Conducted research including web usage analysis, quantitative user surveys, a study benchmarking the state of retailer technology, and a manufacturer focus group to develop user specifications for CDS.net, an internet based web portal and messaging system being developed as a startup company with a $10 million investment by NACDS.

National Association of Home Builders (NAHB)

Association Services and Income Study Series.  Developed a series of Services and Income reports documenting the operations and best practices of the NAHB-affiliated network of 850 local and state associations, including trade show, home show, and convention practices; dues structures and services offered; staffing; and financial performance.  Incorporated into marketing consulting and strategic planning for individual chapters.

Building Codes Initiative.  Conducted NAHB Codes and Technology Research assessing quality of code-related services.  (1993)

Membership Marketing Research Support.  Performed three-stage support for membership marketing efforts:

• Reporting and communication system organizing pledges and new member input for National Membership Day (an annual event responsible for 5,000+ new members);
• Extensive surveys among participants, administrators, and membership chairpersons; review and restructure of the "Spike Club" (an organized member-get-a-member volunteer management and tracking system responsible for 25,000+ new members annually); and
• Semi-annual panels and reports from exit surveys documenting key areas and issues of concern driving attrition.

Internet Service Pre-Launch Research.  Conducted feasibility study for Build-Net, a proposed early system for delivering home plans online.  Included in-depth analysis of users of NAHB-net bulletin board service (1991)

Executive Officers Research Program.  Conducted several key studies for the Executive Officers Council, the NAHB subsidiary serving all volunteer and paid staff leaders of local and state affiliated organizations.  Studies included compensation survey, and study of educational needs that resulted in redesigned products and services, and redefinition of relationships and marketing with this key audience.

Member Services Center Business Plan.  Conducted the research, internal relationships, and developed business plan for the Member Services Center, a new system for responding to member inquiries.  Included development of widely-disseminated directories, staffing, and a product information system supporting a new staff of eight customer service representatives providing product and industry information.

Readership/Viewer Surveys.  Conducted readership survey and content analysis for Land Development magazine.  Conducted readership research and creative review of Builders Video Network, a system of distributed videotapes for regional and local meetings, and for conference center and hotel broadcasts at national conferences.

Sales and Marketing Council Research.  Provided marketing support for Sales and Marketing Council, a 10,000-member professional association within the NAHB trade association structure.  Included needs assessment, readership studies for Monthly Marketing Ideas magazine, and extensive reviews and re-branding of Maxsel Awards recognition program and Super Bowl Sales Rally annual networking event.

Financial Benchmarking Publications. Conducted and published benchmarking accounting studies for key audiences, including the Builders Profit and Loss and Remodelers Cost of Doing Business.

Software Evaluation Research Program.  Conducted software sufficiency analysis with Coopers and Lybrand for over 15 titles, culminating in a stand-alone book "Remodelers Guide to Software."

Building Automation Subsidiary Marketing/Forecasting.  Worked with Smart House, LLP. subsidiary corporation to estimate rates of consumer product adoption, and to establish a nationwide launch plan for a home automation product and special wiring system to be installed during new home construction.

Member Census Program.  Converted demographic data collection and member records administration (170,000 company records from 800 autonomous local associations) into a consolidated Member Census program including automated data collection and reporting.

Local Association Custom Studies. Conducted series of needs assessments for more than twenty autonomous local associations and compiled this data into a benchmarking database for membership satisfaction, providing individual association clients with a basis for scorecarding and evaluating the success of their programs and identifying potential problem areas:

• Apartment Association of Philadelphia
• Builders Association of Southeastern Michigan (Detroit)
• Building Industry Association of Greater Columbia (SC)
• Building Industry Association of Southern Arizona (Tucson AZ)
• Building Industry Association of the Delta (CA)
• Building Industry Association of Treasure Coast (FL)
• Building Industry Association of Whatcom County (WA)
• Central Minnesota Builders Association
• Collier Building Industry Association (FL)
• Flagstaff (AZ) Home Builders Association
• Greater Houston Builders Association (TX)
• Home Builders Association of Bucks & Montgomery Cos (PA)
• Home Builders Association of Central Florida (Orlando)
• Home Builders Association of Greater Columbia (SC)
• Home Builders Association of Greater Houston
• Home Builders Association of Hickory-Catawba Valley (NC)
• Home Builders Association of Maryland (Baltimore)
• Home Builders Association of Metro Portland (OR)
• Home Builders Association of Raleigh & Wake County (NC)
• Home Builders Association of Winston-Salem Inc. (NC)
• Lancaster Builders Association (PA)
• Master Builders Association of King & Snohomish Counties (Seattle WA)
• Southern Tier Home Builders & Remodelers Association
• Suburban Maryland Building Industry Association
• Tidewater Builders Association (Hampton VA)
• Treasure Coast Builders Association Inc (FL)

Local Association Marketing Pilot Projects.  Also conducted the following key specialty marketing projects to facilitate the development of best practices, using builder associations as test markets to pilot national-level programs through innovative practices.

Lee Building Industry Association (Florida) Surveyed to identify specific examples and constructive opportunities to work with voters and improve speed and performance of local zoning and approval offices to reduce bottlenecks in housing productions.

Building Industry Association of Central Ohio  Working with Columbus Ohio market to measure consumer attitudes through telemarketing studies regarding attitudes and preferences for sharing burden of development expenses and infrastructure development.

Home Builders Association of Greater Tulsa Worked with education planning staff and Tulsa area builders to identify the specific learning needs of building professionals. Developed a book-length report from the 'Tulsa Project,' gave national-level presentations and worked with curriculum developers to expand learnings into an approved, effective educational and training program for home builders, remodelers, and subcontractors.

Builders Show Research and Marketing Program Redesign.  Conducted research to evaluate and redesign the marketing of the Builders Show, a trade show and educational forum drawing approximately 55,000 attendees annually.  Conducted focus group in nine locations nationwide, 300 telephone interviews,  mail surveys to executive officers of local associations, and syndication of membership surveys conducted for local associations to provide unbiased views of member needs.  Made final presentation to Convention Committee, leading NAHB to make first time attendance free and boosting attendance by over 10,000 in subsequent years. (April 1993)

NAHB Remodelors Show Launch and Revision Plan.  Conducted research to provide services to remodelers, a small market for NAHB until we developed the Remodelors Show, an event that grew within three years to have 14,000 attendees and boost membership by 300% from a small base. (mid-1990)

National Association of Recording Merchandisers

Marketing and Communications Audit.  Conducted extensive marketing overview including review of all communications materials, publications, industry and member research, with an overview of future technological developments.  Established basis for strategic planning and review to develop new brand, name for association, and expanded sales and marketing plans to ensure organization covers a progressively larger share of their total market. (January 2001)

Needs Assessment Survey.  Developed and analyzed an extensive needs assessment reviewing membership attitudes including all primary and associate members, varying levels of association executives, to guide strategic marketing task force. (April 2001)

National Institute of Investor Relations (NIRI)

Service Provider Survey.  Conduct online survey of associate and counselor members.  (September 2005)

National Spa and Pool Institute (NSPI)

Membership, Subscriber, Customer Analysis and Marketing Survey.  Conduct membership survey.  Review of complete data including re-analysis of historical data, substantial analysis and linkages of past transactional database of several million records to provide insight in review of new programs, identify new markets, prioritize of member strengths, and develop of new strategies to crack key audiences such as smaller operators, and to increase sales within spa/pool dealer chains.  (January 1997)

Organization for Safety and Asepsis Procedures (OSAP)

Conference Evaluations.  Processed survey results for Annual Symposia and Federal Services Programs. Prepare reports rating symposia speakers and content to guide future event planning decisions. (2002-2005)

Lapsed Member Marketing.  Copywriting, design and database management for a lapsed member reinstatement campaign.. (April 2005)

Fundraising Program Planning.  Facilitated Board discussion and prepared feasibility assessment and fundraising plan for institutional grants and major gifts supporting the work of OSAP Foundation. (July 2002)

Pharmacy Technician Certification Board

Database Design and Audience Assessment System.  Developed a system for analyzing their membership records in their first year of operation, providing analytics and an analysis of their evaluation forms.  Grew to a 40,000 member organization. (January 1996)

Society for Industrial and Office Realtors (SIOR)

Membership Survey and Marketing Audit.  Conducted marketing and systems assessment for 1,800 member association of commercial real estate brokers.  Services included competitive analysis, organizational study, member needs assessment, and development of nationwide public awareness campaigns and direct mail packages simplifying a difficult membership process and generating a high volume of new leads. (April 1997)

United Nations Association of the USA (UNA)

Marketing Audit and Member/Donor Marketing Plan.  Conducted marketing overview including review of marketing communications materials, past needs assessments.  Developed growth plan with appropriate financials, staffing, and tactical plans for doubling membership, sharply increasing donor base and total non-dues revenue for a 20,000 member charitable organization. (December 2000)

U.S. Department of Labor: Consumer Price Index

Regression/Substitution Program.  Lead analyst for the hedonic regression project, a large scale initiative designed to link pricing to specific attributes of product samples by field staff to produce the monthly CPI.  Developed project scope and goals, training materials, periodic progress reports and presentations, a library of software programs on the mainframe to facilitate analyst work, and provided personal consulting to improve the accuracy of substitution, reporting, and acceptance tolerances. (1988)

Data Collection Improvement Initiative.  Led initiative to create and implement guidelines for the first time for the 600+ data collection forms used by field staff to collect product attributes for 200,000 sampled items monthly. (1987)

Consumer Price Index Users Survey.  Coordinated development, collection and analysis of a users survey commissioned by the General Accounting Office to estimate the impact of the CPI on the domestic economy, and to make the Index, its methodologies and communications more responsive to users. (1988)

U.S. Department of Energy

Energy Efficient Home Audience Research. Conducted focus groups among executives of the  largest building systems builders (log homes, modular homes) with marketing recommendations. (October 1993)