The public concern about energy affordability, the environment, and global conflict has required America to create a pathway to address and solve the persistent hard times we face. Throughout its history, the U.S. scientists, researchers, and private companies routinely demonstrated that when faced with stiff challenges, this country is capable of overcoming adversity and achieving lofty and heroic breakthroughs. Realistically, we know there is a unfortunate political divide, record high energy prices, and a strong desire to reduce the carbon footprint. It’s time to reimagine how strategic partnerships between industry associations and their member companies solve the issue of reducing the carbon footprint. As we have seen, no other solution can make as great an impact.
Strategic partnerships continue to play an important role in helping industries position for growth. The most fertile ground for nurturing strategic partnerships within any given industry is through trade associations. That assertion should be obvious to all industry leaders, but if widespread adoption is a fair indicator, the results are not there. The good news is that several industry and trade association strategic partnerships are taking hold and they are changing the game. One of the more effective collaborations is between the Frozen Food Industry and the American Frozen Food Institute (AFFI), their relationship demonstrates that this strategic partnership drives Frozen Food Growth.
Some strategic partnerships were created to help industries weather tough times; sometimes those tough times are due to internal issues, sometimes external issues, sometimes uncontrollable circumstances, sometimes extraordinary opportunities, and occasionally in preparation to achieve the next breakthrough. Successful strategic partnerships come in all shapes, sizes, textures, colors and flavors. Nowadays, industry CEOs are using a new application of strategic partnerships that are more inclusive, impactful and ambitious—the sort that moves the needle for entire industries.
The good news for business leaders is that strategic partnerships between industries and their trade associations already exist. They lead and convene industries to deliver unified advocacy strategies and convey business outcome-focused messages to government officials. These relationships translate into vital assets to help industries face challenges and position them for growth. For example, recreational boating built its own strategic partnership through its trade association, NMMA, (National Marine Manufacturers Association) and its been highly successful.
Nowadays, there’s a lot of conversation of what cannot be done. Many say we are in uncharted waters, and that is true because uncertainty keeps reaching new orders of magnitude. The Federal Reserve continues to raise interest rates to tame inflation, job openings break new ground surging past 10 million, military conflict persists in Ukraine, gasoline prices are heading higher again. Some say that a longer-term cohesive industry growth strategy is not feasible.
The global economy is making a pivot from just in time to just in case and there are opportunities to unleash supply chain innovation. As noted in a USA WIRE article, supply chain innovation is underway. From the private sector all the way to strategic partnerships between Industries and Trade Associations, collaboration and outside the box thinking is happening in real time.
American Eagle’s Chief Supply Chain Executive Shekar Natarajan is working to unclog retail supply chains and modernize them. The company created a supply chain that can be shared among different companies with an end goal of squeezing out inefficiencies and satisfying customers. It’s a strategic partnership strategy, and it’s a frenemy network too where retail companies share resources to drive down costs and increase efficiencies.
Some great strategic partnerships were created to weather tough times. COVID-19 was an especially difficult time, impacting profits, workers, families, and the U.S. economy. Most writing on strategic partnerships focuses on how companies have combined their strengths and mitigated their weaknesses to expand customer bases and achieve far more together than they could separately. However, there are more prodigious, inclusive, and ambitious types of strategic partnerships—the sort that change the game for entire industries. These take shape between industries and their trade associations.
Forty year high inflation, persistent supply chain challenges, a tight employment market, and the threat of increasing global conflict require far different thinking than at any other time in history. Just as necessity is the mother of invention, these hard times break open the door to strategic partnerships between industries and their trade associations. This is an opportunity and a clarion call for industries and executives.
At the majority of associations, member engagement takes a back seat to fighting fires and meeting budget expectations. Over time, member dissatisfaction, poor retention, or weak membership growth can prompt boards to ask the tough questions.
Proactive
In several instances executives are demonstrating the direct linkages between their efforts, member outcomes, and their association’s business model. They understand that corporate and individual members view their participation with associations through a very different lens than when they had relatively few go to sources for information and knowledge sharing.
Change The Conversation
People value and make contributions to the activities that help them achieve something they (or their company) value. Continually generating more activities is unsustainable; it also creates an unfocused “all you can eat buffet.”
Member Contract: Focus On Member Outcomes
Corey Rosenbusch, President & CEO, and his team at GCCA (the Global Cold Chain Alliance), www.gcca.org worked closely with their largest member to craft a 3 year member contract linking the member relationship to their strategic business outcomes. In doing so, they moved the conversation away from “here’s what you get for your money” to “here’s the power of engaging with others in your industry/profession to create new, innovative solutions”.
ROI TO R.O.M.E.
Only when board/staff engagement and member engagement are high do innovative solutions surface through a “we” collaboration. Moving to a “we” focused community is about inclusiveness and being open to the possibilities that might surface. Increasingly, associations, including the Global Cold Chain Alliance, recognize the significance of “we” collaboration and strategic member engagement (see 2/24/2014 posthttp://bit.ly/1g8g1J2).
Selling or Engagement? Engagement drives the association’s business model, while enhancing the association’s influence, prestige, and competitive positioning. Discussions like these can completely change the conversations away from: “what do I get for my dues?” Associations looking to grow revenues and membership and improve engaging instead of selling could better position their organizations for longer term success using this approach.
“Impact ” VS. “Satisfaction”
Quite often, associations are tracking member “satisfaction” with their offerings. “Satisfaction” surveys have the explicit connotation of “we want to know if you as a member appreciate all that we are doing for you”. Often disappointed with satisfaction survey results, associations add more and more services.
Alternatively, impact and outcome survey data allows you to set priorities and minimize the activities that no longer provide sufficient relative value. This is also an opportunity to find out how various segments of members and non members prefer to be engaged, and which other organizations are trying to meet their needs.
Member Impact Strategies
Evidence that the member impact survey and corresponding strategies are taking shape and impacting operating results and performance at different organizations. In addition, Corey Rosenbusch, President & CEO, GCCA, (the Global Cold Chain Alliance) says that his organization is shifting away from a “member satisfaction” focus to a “member impact” focus.
Selling or Engagement?
Is there any correlation between the frequency of impact surveys and 3 year business model trends? The Strategic Member Engagement survey shows that those who conduct member impact surveys annually were far more likely to report an upward 3 year trend in their operating results.
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