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ISSA Chapter Officers Training

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					    Welcome to the
Chapter Officers Meeting
    April 21, 2008

 Sponsorship and Events
                          Speakers

Welcome                                Bill Danigelis, ISSA Board
ISSA Update                            Kevin Richards, ISSA Board
Chapter Sponsorships                   Candy Alexander, New England
So You Want to Host a Conference        Roy Wilkinson, Metro Atlanta
How to Run a Chapter Golf Event        Bill Danigelis, Silicon Valley
Chapter Presidents Advisory Council    Kevin Richards, ISSA Board
International Board Elections          Kevin Richards, ISSA Board
Collegiate Cyber Defense Competition    Ernie Zernial, ISSA Board
Closing Remarks                         Bill Danigelis, ISSA Board
                Agenda

• Chapter Sponsorship Programs Without
  Selling Your Soul
• So You Want to Host a Conference
• How to Run a Golf Event
• Chapter Presidents Advisory Council
• Collegiate Cyber Defense Competition
                          Speakers

Welcome                                Bill Danigelis, ISSA Board
ISSA Update                            Kevin Richards, ISSA Board
Chapter Sponsorships                   Candy Alexander, New England
So You Want to Host a Conference       Roy Wilkinson, Metro Atlanta
How to Run a Chapter Golf Event        Bill Danigelis, Silicon Valley
Chapter Presidents Advisory Council    Kevin Richards, ISSA Board
International Board Elections          Kevin Richards, ISSA Board
Collegiate Cyber Defense Competition   Ernie Zernial, ISSA Board
Closing Remarks                        Bill Danigelis, ISSA Board
Chapter Sponsorship Programs
 Without “Selling Your Soul”




  Candy Alexander, New England Chapter
                    Topics
   What is a Sponsorship Program
   Defining the Program
   Think Outside the Box
   How to Start
   Sponsor Benefits
   Solicit Sponsors
   Keeping Everyone Happy
   Renewals
              What is it?
 Chapter/membership dues aren’t always enough
 Means to provide for revenue generation
    Specialized training events
    Meeting space
    Snacks or refreshments at meetings
    Chapter specific handouts/giveaways
             Defining the Program

 Decide what you’d like to use the funds for?
    Hold a conference
    Subsidize training
    “Give-aways” such as coffee-mugs, notebooks, etc.
    Chapter BBQ/Social

 Determine your revenue goal
    Can be rough estimate
        Defining Your Program
 Determine how much $$ for Sponsorship slot
    Understand your worth
    Determine what vendors are local
    Two schools of thought
         Keep it minimal for all (< $1000/2000 so that Sales People can
          put on their card)
         Go for the gold - determine various levels such as:
              GOLD = $10,000 for a whole lot of benefits
              SILVER = $5000 for a lot of benefits
              BRONZE = $2000 for some benefits
                   Think Outside the Box
•Be creative
  – Don’t always have to receive $$ from sponsors!
     • Discount training /conference admissions
     • Website work
     • Negotiate anything and everything!

  – Benefits are your call ‟ Typically are:
       „   Advertising on Website
       „   Mention at meetings
       „   Speaking opportunities
       „   President’s auto-signature
       „   Corp. Banners at meetings
       „   Ability to attend Chapter meetings
       „   Vendor Show Case meeting
                 How to Start
 Get a “volunteer” from your Board of
  Directors or bring one in…
    Outgoing personality
    Ability to remain “neutral” amongst vendors
    Will become the Chapter’s Sales Person
                          Solicit Sponsors
„   Flyer at “sign-in table”
„   Post on Website
„   Pamphlets
„   Determine a “Value Prop” for them
       „Target group of security folks
       „Ability to demonstrate “thought leadership”
       „Corp. community outreach
                Keeping Everyone Happy
„ Sponsors are YOUR customers
„ “Chapter Relations” Board member should build rapport with
Sponsors
„ Important to ensure that they feel
    „ welcomed at events
    „ getting their value
    „ ability to provide feedback or ask questions
„Reach out to them periodically to check in
    „ In person
    „ Emails
                 Renew, renew, renew!
„ Choose your renewal process
    „ Calendar Year
        „Easier to manage
    „ Anniversary Date
        „Steady stream of cash
„ Send renewal request 3 months before
    „ Provides time for processing, etc.
„ Give grace period (if they miss the date!)
Questions?
                         Speakers

Welcome                                Bill Danigelis, ISSA Board
ISSA Update                            Kevin Richards, ISSA Board
Chapter Sponsorships                   Candy Alexander, New England
So You Want to Host a Conference       Roy Wilkinson, Metro Atlanta
How to Run a Chapter Golf Event        Bill Danigelis, Silicon Valley
Chapter Presidents Advisory Council    Kevin Richards, ISSA Board
International Board Elections          Kevin Richards, ISSA Board
Collegiate Cyber Defense Competition   Ernie Zernial, ISSA Board
Closing Remarks                        Bill Danigelis, ISSA Board
  So You Want To Host A
      Conference...
                 Presented by


Roy Wilkinson, CPCS, FACFEI, CHS-V, CISSP, CAS,
                  HISP, CIFI...
      President Emeritus, Metro Atlanta ISSA
            CSO, ImagiTech Consulting
Conference Planning

So You Want To Host A
 Conference...

What do you need?
Primary Needs and Considerations
   • Location
   • Attendees / Reason for people to come
     – Speaker/Speakers
     – Demonstration, Show/Expo, Workshop, etc.
   • Budget / Revenue
   • Personnel
     – Organizing Committee
     – Staff
Secondary Needs and
Considerations
• Date(s)
• Facilities / Equipment
• Advertisement
• Registration / Check-in
• Vendors / Sponsors
• Refreshments / Food
Location Considerations
• Location and Date are intertwined
    – Avoid other events on or near your date
•   Central location if possible
•   Easy to find & access
•   Cost is also a factor!
•   Facilities / Equipment
•   Quality can add to or detract from image
    – [Future Value]
• Vendor location vs. neutral location
• Parking
Facilities / Equipment
• How much space/capacity do you need?
  – Is there a limitation on the # of attendees?
• Other Considerations:
  – Seating, Temperature (A/C / heat),
    Vendor/Sponsor space, Parking, Window shades,
    Peripheral noise, Event security factors
• Audio/Visual:
  – Projectors & screens, Mikes & sound system, etc.
  – Caution: This Can Be A Big Expense!
• Computers for presentations
 Speaker Considerations
• ‘Call for Speakers’ out early
   – Multiple channels
• How to vet speakers? What are your criteria?
   – Caution: Some companies will offer to "speak", but
     will give sales presentation
• Presentations for Attendees? If so, how?
   – Handouts? CDs/DVDs? Download from website?
• Speaker / Thank you gifts
   – Some expense, but nice touch [Future Value]
• Question - Do you pay speakers to present
  and/or cover expenses?
   – Business decision
Budget Considerations
Expenses
• Identify early
  – Fixed vs. Variable
• Keep to a minimum
• Track actual vs. planned
• Control expenses
  – Who can spend and how much
Budget Considerations
Revenue
• Attendee fees
  – Use your budget to determine attendee cost
  – Discounts?
     • Members, Volunteers, Students, Other orgs
     • Can be an attendance factor [Future value]
     • Also a business decision
• Conference Sponsors
  – Discount for current Chapter Sponsors?
Personnel Considerations
• Conference Committee v. Volunteers
  – Different personnel at different times
• Vital to success
• Recruit quality people
• Commitment needed
• Be sure to treat them well
  – 'Thank You', gifts, shirts, recognition
  – [Future Value]
 Sponsors / Vendors
• Can be a great benefit - especially to the bottom line
• Attendees get a chance to see the 'latest and greatest'
• Identify display/booth needs & associated costs
   – Electricity, Internet access, tables, draping, etc.
   – Who pays for these costs?
• Venue may limit the type / method of displays
• Set limits on space per vendor
   – How much vendor space does the facility have?
• Be Aware: Sponsors want time for attendees to visit
  their booths
   – Build into your schedule; Can be a selling point
   – ‘Vendor Passport’ program
Sponsors / Vendors
• Sponsor Benefit options:
  –   Logo/link on your website
  –   Logo on conference program, signage
  –   Vendor Table / presence at conference
  –   Giveaways/Handouts in attendee packet
  –   Access to top / key Info Sec professionals
  –   Drawing for door prizes (supplied by sponsor)
  –   Sponsors introduce speakers (be careful of conflicts)
 Advertisement / PR
You can have the greatest conference in the world, but if
  no one knows about it...
• Email
   – Chapter list, ISSA list(s), professional contacts
• Website postings and calendars
   – Your own, ISSA, technology/security-related sites/blogs
• Contact other organizations
   – ISACA, ASIS, other technology/security groups
• Word-of-mouth
   – Announce at meetings, 'bring a friend' program/discount
• Paid advertising
   – Business decision / Investment [Future Value]
 Registration / Check-in
• Online vs. Manual Registration
   – Can be an attendance factor
   – Work factor decreases with Online
• What types of payment can you accept?
   – Can also be an attendance factor
• Can you accept payment on-site?
   – Internet access / computer available for online payment?
   – How to secure the proceeds
• Registration Cutoff dates / Graduated rates
• Discount programs?
   – Students, members, partner associations, ‘Bring-a-friend’
   – Business Decision
Registration / Check-in
• Conference Program / Notebook
  – Work to do & cost, but can add professionalism
  – [Future Value]
• Nametags
  – Suggest having them printed in advance
  – Quality can factor into image [Future Value]
• Giveaways / Coupons
  – Sponsors, chapter, venue, local businesses
  – Extra value for attendees / Little or no cost
• Evaluation Forms
  – Attendees, Sponsors [Future Value]
Other Ideas
• Sales?
  – Chapter merchandise
  – ISSA memberships
• Door prizes?
  – If so, advertise ahead of time
  – Donations from sponsors
• Follow-up
  – Non-member attendees
  – Potential Chapter sponsors
 Refreshments / Food
• Consider carefully
   – Many factors; Big investment in money and effort; Significant risk
• Big moneymaker for venues!
   – Adds cost, but can mean discounts in other areas - Negotiate!
• Caution: Venue Add-on fees!
   – Don't get caught unaware, factor in around 30% extra
• Some attendees will expect refreshments
• Can you self-cater?
   – More work, but – Cost Savings!
   – Venue may restrict
• Be aware: Food can make or break a conference!
   – Quality, menu choices, etc. [Future Value]
• Special meal considerations:
   – Vegetarian/vegan, kosher, red vs. white meat, etc.
Conference Planning Timeline
• Group 1
   –   Location / Date
   –   Reason(s) for people to come (Decision)
   –   Budget
   –   Personnel - Organizing Committee
• Group 2
   –   Speakers
   –   Facilities / Equipment
   –   Advertisement
   –   Registration
   –   Vendors / Sponsors
   –   Refreshments / Food
• Group 3
   – Personnel - Staff
   – Check-in, Attendee packets, Giveaways
   – Management of the actual event!
Conference Planning

• Questions?
                          Speakers

Welcome                                Bill Danigelis, ISSA Board
ISSA Update                            Kevin Richards, ISSA Board
Chapter Sponsorships                   Candy Alexander, New England
So You Want to Host a Conference       Roy Wilkinson, Metro Atlanta
How to Run a Chapter Golf Event        Bill Danigelis, Silicon Valley
Chapter Presidents Advisory Council    Kevin Richards, ISSA Board
International Board Elections          Kevin Richards, ISSA Board
Collegiate Cyber Defense Competition   Ernie Zernial, ISSA Board
Closing Remarks                        Bill Danigelis, ISSA Board
ISSA Chapter Officers Training

How to Run a Chapter Golf Event

                    Bill Danigelis
  Past President, Silicon Valley Chapter (3 years)
           Director, International Board
Mission
„ 100% of the proceeds go towards the chapter out reach program

The Outreach program provides assistance to our Education Program in staging information
    security education classes and presentations that benefit our local communities and chapter
    members.
These areas include:
„ High school and College classes and/or curriculums
„ Citizen groups such as non-profit organizations and Senior Centers
„ Providing the CISSP training sessions to members
„ Sponsorship for members in need assistance in taking exams
„ Scholarships
„ Others events and benefits as determined by the Silicon Valley ISSA Chapter Board
Planning
„   Where? Central location, Good Value for Price
„   What day of the week? First Monday in October
„   How many? 72 or 144 ‟ start small
„   Golf, Cart, Range, Food, Drinks, and Prizes included
„   How long? 6 hours including Lunch, longer w/dinner & awards
„   Format: Scramble or Low net/gross with Handicaps
„   Prizes: 1st, 2nd, 3rd, Closest to the pin, long drive, etc…
„   Registration: PayPal, Survey Monkey
„   $1 million dollar Hole-In-One
Golfers:
„   $96 value for $50 (All fees go to SV-ISSA Chapter Outreach Program)
„   Green Fees, Cart Fees, Range Balls
„   Network with your Peers
„   Prizes and Awards
Bag Lunch:
„ Hot Dog or Sandwich Assortment (Ham, Turkey, Tuna or Egg Salad)
„ Choice of chips, candy or whole fruit
„ Bud draft, bottled water or soda available
BBQ Dinner:
„   Entree Choice of: Steak, Chicken,Vegetarian
„   Caesar Salad with Garlic Croutons & Mixed Greens Salad
„   Garlic Bread, Chef's Choice of Vegetables, Roasted Red Herbed Potatoes
„   New York Style Cheesecake & Coffee
Sponsors:
„ Sponsor fee $1,500
„ Logo and Link on Silicon Valley ISSA Chapter website
„ Logo on Silicon Valley ISSA Chapter emails
„ Two players to compete in the tournament
„ One representative from your company will be allowed to “man the hole”
  with giveaways (provided by Sponsor)
„ Sponsor Signage will be displayed during the event lunch and dinner
„ We will raffle off any special give-a-ways you provide during dinner
„ Attendee list will be provided post event
Fees:
„   Sponsor Fees
    – $1,000 or $1,500 each ‟ depends on how much you need to raise
     and number of sponsors
„ Player Fees
    – Player: $50 (100% of Player fee goes towards Chapter Outreach
      program)
    – $7,200 (144 x $50)
„ Registration
    – PayPal % of payment
Example Costs:
  $100/golfer = $14,400
   Includes: lunch, golf, practice range, dinner, limited drinks
  $200 - $400 Signage
  $700 Prizes
       Total Costs: $15,500
  Sponsor Fees: $18,000 ($1,000 per hole)
       Net Proceeds: $2,500
       Net Player Fees: $7,000
       Profit: $9,500
Schedule
„ Six months in advance
    – Confirm location and logistics
    – Send first email for members to save the date
    – Send info to Sponsors and go live with sponsor registration
„   Four months in advance
    – Go live with Player Registration and website
    – Email registration confirmations with directions and agenda
    – Promote, promote, promote
„   Two months in advance
    – Send reminder email to register
    – Have sponsors done and website updated
Schedule
„ Two weeks in advance
    –   Have signage done
    –   Have prizes/trophies done
„ One week in advance
    –   Send reminder email with directions and agenda
    –   Create Teams and flights (Open, 1st ‟ 6th flight)
„   One day in advance
    –   Send final registration list
                         Speakers

Welcome                              Bill Danigelis, ISSA Board
ISSA Update                          Kevin Richards, ISSA Board
Chapter Sponsorships                 Candy Alexander, New England
So You Want to Host a Conference     Roy Wilkinson, Metro Atlanta
How to Run a Chapter Golf Event      Bill Danigelis, Silicon Valley
Chapter Presidents Advisory Council Kevin Richards, ISSA Board
International Board Elections        Kevin Richards, ISSA Board
Collegiate Cyber Defense Competition Ernie Zernial, ISSA Board
Closing Remarks                      Bill Danigelis, ISSA Board
                          Speakers

Welcome                                Bill Danigelis, ISSA Board
ISSA Update                            Kevin Richards, ISSA Board
Chapter Sponsorships                   Candy Alexander, New England
So You Want to Host a Conference       Roy Wilkinson, Metro Atlanta
How to Run a Chapter Golf Event        Bill Danigelis, Silicon Valley
Chapter Presidents Advisory Council    Kevin Richards, ISSA Board
International Board Elections          Kevin Richards, ISSA Board
Collegiate Cyber Defense Competition   Ernie Zernial, ISSA Board
Closing Remarks                        Bill Danigelis, ISSA Board
                         Speakers

Welcome                             Bill Danigelis, ISSA Board
ISSA Update                         Kevin Richards, ISSA Board
Chapter Sponsorships                Candy Alexander, New England
So You Want to Host a Conference    Roy Wilkinson, Metro Atlanta
How to Run a Chapter Golf Event     Bill Danigelis, Silicon Valley
Chapter Presidents Advisory Council Kevin Richards, ISSA Board
International Board Elections       Kevin Richards, ISSA Board
Collegiate Cyber Defense Competition Ernie Zernial, ISSA Board
Closing Remarks                     Bill Danigelis, ISSA Board
                          Speakers

Welcome                                Bill Danigelis, ISSA Board
ISSA Update                            Kevin Richards, ISSA Board
Chapter Sponsorships                   Candy Alexander, New England
So You Want to Host a Conference       Roy Wilkinson, Metro Atlanta
How to Run a Chapter Golf Event        Bill Danigelis, Silicon Valley
Chapter Presidents Advisory Council    Kevin Richards, ISSA Board
International Board Elections          Kevin Richards, ISSA Board
Collegiate Cyber Defense Competition   Ernie Zernial, ISSA Board
Closing Remarks                         Bill Danigelis, ISSA Board

				
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