RISO Relationship

1
RISO Relationship

• Leverage National to Impact Local

2
Business Relationships

• A mutual beneficial dealing with a prospect or
  current customer
• Each party must benefit
• Usually develops with current or former customers
• Built on trust and commitment
• True measure is increase in incremental business
  not freebies

3
Benefits of Relationships

• New opportunities are discovered
• Further current account penetration
• New accounts more easily opened
• Get the inside track on account management and
  political situation
• Referral business will grow rapidly
• Avoid commodity mentality and build value for
  prospect
• Help to strengthen account loyalty to RISO

4
National RISO Relationships

• RISO has invested in many national relationships
  with many resources
• ASBO
• Association of School Business Officials
• NCEA
• National Catholic Education Association
• ASCD
• Association for Supervision and Curriculum
  Development
• AASA
• American Association of School Administrators
• Many state level affiliates
• Each organization has a state level affliate

5
ASBO

• www.asbintl.org
• 6,000 school business management professionals
• Provides programs and services to promote the
  standards of school business management
  practices, growth, and the effective use of
  educational resources
• Network of professionals providing knowledge,
  influence, and solutions
• Usually ASBO member handles business of school
  district
• RISO participates in International Show each year
• RISO Equipment is in use at national ASBO HQ in
  Washington DC
• Strong working relationship with Executive
  Director, Dr. Anne Miller
• Many new opportunities have come from this
  affiliation

6
State Level ASBO

• Each state has a local affiliate
• Most school districts have a local member
• Research the local membership through
  www.asbointl.org
• ASBO State Conference
• Each state has an annual conference
• Location rotates throughout state
• Executive Director of President can help with
  details of the event
• Look for creative ways to get involved
• Print conference programs in exchange for booth
  space and presentation time
• Host a small group for dinner or breakfast
• Key to success is the President or Executive
  Director
• Help them achieve their goals
• Provide value added services

7
NCEA

• www.ncea.org
• Advancing Excellence In Catholic Education and
  Catechesis
• Strong influence with Catholic Bishops and local
  diocese officials
• RISO participates in national conference each
  year and equipment is used in national HQ in
  Washington DC
• Focus is on Catholic Schools
• Great opportunities for Testing Solutions
• Local organization is similar to a school
  district
• Superintendent of schools
• Director of Education
• Make contact with local officials to maximize
  opportunities

8
ASCD and AASA

• National participation in annual conference
• Members are curriculum, instruction, and district
  level administrators
• RISO Testing Solutions and leveraging resources
  are the hot buttons here
• State Level affiliates
• Conferences and Events are small
• Great opportunity for local involvement
• Each district has a member of each organization
• Local conferences are small and offer great
  networking opportunities

9
Key to Success

• Must make a sincere effort to establish a
  relationship with highest ranking official
• Set realistic expectations in the beginning
• Build value and credibility by focusing on the
  needs of your contact
• Ask for referrals and opportunities to present
  RISO Technology to small groups
• Research and fully understand the needs of your
  local contacts

10
Potential Pitfalls

• Never commit to something you can not deliver
• Follow through on all commitments
• Follow up on a regular basis to check for
  acceptance and look for new opportunities
• Be careful not to get caught up in the
  sponsorship trap
• Some associations look for money at all turns
• Your time is needed sometimes more than money
• Do not forget to listen always!

11
Action Plan

• First step is to identify all local and state
  contacts for associations
• Become and affiliate member
• Register for local/state events
• Schedule a meeting with local and State level
  officials top down selling
• Identify top three priorities for local
  association and work to help in achievement
• Develop a monthly follow up program to develop
  the local relationships
• Work closely with your RISO support team to
  maximize your local efforts.