Association of Latino Professionals For America

Association of Latino Professionals For America

ALPFA ALPFA MONTHLY CALL Presidents, EVPs and Regional Directors Wednesday, April 18, 2018 4:30 – 5:30 p.m. ET Empowering Latino Leaders 2

ALPFA AGENDA Welcome Marketing Updates • Chapter Updates • Career Center Conversation • Corporate Development Discussion Empowering Latino Leaders 3

ALPFA Marketing Update Luis Vargas Chief Marketing Officer Empowering Latino Leaders 4

Marketing Update Convention Media kit - update • Developing new videos and graphic content to promote convention on social • Need contacts on each chapter to share New ALPFA Online Store coming up! • We have chosen a vendor to partner for a new ALPFA Online Store • Store will be up for test run by April 23rd • Full launch by April 30th 3 day/2night stay at Caesars Palace contest extended to 04/30 • All individuals registering for the ALPFA Convention before 04/30 will have the chance to win a 3day/2night stay at Caesars Palace Empowering Latino Leaders

ALPFA CHAPTER UPDATES Pavel Payano Director of Chapter Operations Empowering Latino Leaders 4

ALPFA Career Center Conversation Katie Schlomann VP Membership Empowering Latino Leaders

ALPFA Internal or Partner Pricing Empowering Latino Leaders

ALPFA Some highlights of Katie´s intervention Avoid giving away Gold memberships: Occasionally, we have encountered an issue in which a chapter includes a number of memberships and the amount of the agreement in total will not cover the dollar amount of those memberships, so this is a reminder that the dollar value of a gold membership is $200. You can be confident to communicate that value to partners. For example, if you are working in a small local partnership for $1000, that agreement should not include 5 gold memberships, unless the entire agreement is comprised of memberships. So you need to look at the total value of the sponsorship to decide how many gold memberships to include at each of those levels. Allocantions of funds per membership For the time being, dollars that comes in for membership or ALPFA.org are split 50/50 between the national and the local allocation. So if for example a membership is bought in New York, in their P&L, New York will receive $100 and national gets the other $100. Now, for all memberships that come through corporate partner agreements a 100% of those dollars are allocated to the chapter, so if you execute an agreement with KPMG and there are a number of memberships included in that agreement, the 100% goes to your chapter and it will not be split out. Empowering Latino Leaders

ALPFA Some highlights of Katie´s intervention ALPFA Career Center and Job postings: The ALPFA Career Center is available in ALPFA.ORG you can also type in Jobs.alpfa.org to get to the website and see what we have available there. The product that is more often purchased by corporate partners is the basic 60 day job posting, one job posting is available in our website for $400 and anybody (it doesn´t have to be a partner) can buy a package and the more job postings you buy, the lower the prices per job posting. This information was essentially sent to you a while ago. When including ALPFA job postings on agreements: If you choose to include job postings in your agreements, the dollar values you see on chart above are what you should keep in mind as you execute the agreement. So let´s say you have a $2000 local partnership agreement, you should definitely not be including 10 job postings in that agreement, because the total value of those deliverables is $3750, so keep in mind that it´s effectively a hard cost at ALPFA for every job post that we deliver. We have a revenue share agreement with our platform provider based on the schedule you see where ALPFA shares part of the cost with the platform provider. There is no separated allocation, the P&L is not split out; you keep every dollar you make on your corporate partner agreements, you just need to keep in mind the value of them and not give them away. Empowering Latino Leaders

ALPFA Summary of Questions made to Katie Do we have status of career center usage by partners and members? I´m assuming that you need to know about the level of engagement. Partners: It´s not like I can provide an aggregate report by a particular partner on the platform but we can look up usage by a particular partner so if you have a particular agreement with EY we can look up on how many job posting EY has left from the original agreement, for example. As to member engagement each employer who posts a job on the website can log in and view the activity on that particular posting, so they should be able to log in and see that themselves as they control it. Beyond that I might need additional information about what statistics are you looking for. It can be tough to track the level of engagement with this platform because we provide employers the full control of how they post their jobs. For job allocations, many employers choose to use the ALPFA site as a sort of pass to just advertise the job and immediately direct the candidate to apply to their own internal system in the website that their company hosts an at that point ALPFA is no longer involved in the process. Empowering Latino Leaders

ALPFA Summary Questions made to Katie How does the resume search work? Right now ALPFA has a job board and we also have a resume bank where any ALPFA member can log into the Career Center to effectively activate their account so when you log in the Career Center is the same password when you log into your member profile in alpfa.org but you have to log in separately. You log into your account and you can upload your resume which will allow employers and partners to have access to the ALPFA Career Center to view your resume. I think this is been underutilized resource unfortunately, I´d like to find a better way to promote this to both partners and members. In addition to throughout the year resume bank serving as a pool of candidates for employeers is also used as a point of conection for employeers that are looking for folks attending the Convention. If you go there today and you upload your resume, you´ll have an option as part of the resume upload process to check on the blocks indicating that you will be attending the 2018 ALPFA Convention in Vegas. When you do this, your resume is going to appear with a flag or an icon next to it in search results and there are employees who are actively searching for candidates who will be present on site at Convention and they will use the Career Center to connect with you, to invite you to special events and to invite you to interview on site at Convention. Empowering Latino Leaders

ALPFA Summary ofQuestions made to Katie Normally job postings are 60 days but if the partner requires 30 days or 90 days is there an increase or decrease in funding that the sponsor has to provide? I haven´t received any request for 90 days job postings, but yes we could create a package with 30 days job postings but if it´s enough interest we can certainly do that. Related to the same question is a similar one, related to the resume searches. Would it be the same cost if a partner is searching for a certain period of time or a longer period of time Yes, it´s a price diferential in terms of the resume search. The resume access option is an option that it´s typically only included in national convention agreements. So all of the agreements that Verna and her team execute for Convention have the resume access option. It´s not something that is commonly included at the local chapter level; although it could be. If you go to jobs in alpfa.org in the pricing page you´ll see, there are a couple of resume access products available, so 30 days is the minimum of resume access in $200 and 60 days minimum of a resume access is $300 so anyone can go to the ALPFA website and purchase access; it could also be purchased through a corporate partner agreement so if a local partner wants to include this in a package, they can. We only need to be cautious with the timing, because we want to make sure that we assign a high value to resume access for whatever time period is. Empowering Latino Leaders

ALPFA Summary of Questions made to Katie How can we know if sponsors are using all their ALPFA career postings ? You can reach out to me and either I Can check or I would put you in touch with a Career Center representative who can work with you to provide you that information. This is one of the things that can be hard for chapters that have no enough staff. The answer is that we can look that up and provide it to you. Empowering Latino Leaders

ALPFA Corporate Development Conversation Verna Greer EVP Strategic Initiatives Empowering Latino Leaders

ALPFA Some highlights of Verna´s intervention The Unit has changed its name: • Charlie has changed the name from Corporate Development to Strategic Partnerships and the • reason is because when people see ¨corporate development¨ they know that you are coming to ask for money and they probably won´t return your calls so we´ve been working on the right name. Keep in mind a margin of benefit when putting together a sponsorship package we think ¨the company is giving me $5000 that´s a lot of money so I´m going to give them a lot of memberships, the career center, tickets to our events and so on. I don´t know how many on the call have an accounting background or in Finance but you always have to have your margin, my margin is 50%. Sometimes you don´t get to achieve the 50% because you are trying to bring a partner in but it can´t be less than 35%. Every time you offer a package you need to quantify the cost of each item, you know that a membership is $200, the career center is 375 and you also need to keep in mind your margin. For example if you are going to offer tickets to a marquee event, unless that partner is a sponsor of that marquee event I would strongly recommend to limit the number of tickets that you give, because those tickets have a value and a cost so you want to make sure you are not just giving away your brand for free. Empowering Latino Leaders

ALPFA Some highlights of Verna´s intervention The value of ALPFAMemberships :Money that you get from memberships is like a general fund, memberships are our main ingredient and we shouldn´t be giving them awayas they guarantee our cash flow. Summary of Questions made to Verna Can you share with us some experiences you are aware of that involve talent adquisition and engaging within the company? How do we ensure that people hired keep growing professionally once they are hired? When speaking to partners, I always try to get a sense of how many people have they hired in the last couple of years and then I tell them: help me understand where are those folks today? are they in the same jobs? what´s your internal process for helping those people to grow in their careers so they can become managers, seniors managers, VPs etc I listen to their answer and if it doesn´t sound like they have structured programs to help Latinos and other minorities, that´s when I pitch ALPFA Solutions and that´s when I bring Raymond Arroyo to tell them, look what we can do is help you with a retention strategy and use the predictive index so we ensure that we not only put the right people in the right roles, but for those that are already employees you make sure that they are happy and try to find a place in the company for them, where they can add a maximum value. Companies want to hire but is more than hiring, you want to know that you are developing and promoting the people that you are hiring . Empowering Latino Leaders

ALPFA Summary of Questions made to Verna Where could someone get a list of the sponsorship levels at the national level and also the companies that are working with ALPFA at a national level? We have an online repository where we keep all our materials to avoid firewall problems when trying to send emails with attachment to partners. If you ever receive an email from myself or Ann Marquez you´ll receive a link at the bottom of the email that it will take you to Isuu where you can see different brochures we have available there. How do we know when a corporate partner has a contract at a national level and at a local level? I have thought about this and I don´t know how to notifiy the chapters, because, for instance let´s say we are negotiating with Comcast. The idea is to present ALPFA as an entire organization but sometimes we don´t know before the meeting that we are selling chapters because we don´t have a CRM system where I can go. We don´t have the state of the art system yet. Some chapters I work closely with Boston, Chicago, New York, Philadelphia, Seattle and that´s because the president and Strategic partnership of that area have reached out to me and asked for help. If chapters reached out to me I can make myself available Empowering Latino Leaders

ALPFA Summary of Questions made to Verna How do you find new potential partners to join ALPFA? We don´t believe in ¨cool calling¨ specially in the Strategic Partnership area; you can send a correspondence and maybe we can get a couple of leads from there, but in my experience the best way is to find as many opportunities to attend in networking events in your city as possible. Some of these events are free and some of them you have to pay for. I can also go to all the conferences and that really works. If you go to conferences, especially in your city is best to go maybe two people at a time and you go to the career fair and meet with the companies that are there and you exchange business cards and you ask if it´s ok for you to follow up after the event and when you send the email, you tell them ¨it was wonderful to talk to you last week¨. That´s a one contact already. Sometimes the person you reach out to is not the person you need to talk to but they promise to introduce you. That´s a new way to meet new companies and start a warm relationship. Another thing I do is, with some partners I´m really close to, I may have a short list of maybe 4 or 5 companies that I´d really like to partner with and I would ask them: do you know anybody in this company that you can introduce me to? That is an excellent option as well. Empowering Latino Leaders

Association of Latino Professionals For America