The Business of Toastmasters

1
The Business of Toastmasters

• Adolph P Kaestner DTM PDG
• 25 June 2005

2
Risk Management
3
The Face of the Business
WHY
WHAT
Manage
HOW
EXT Stake- Holders
INT Stake- Holders
MEASURE
4
Mind Map
5
The Business of TMI
6
WHY We Do IT
H O P E
H U G
7
Our StakeHolders
8
External

• TMI (Franchisor)
• The Public (Reputation)
• Prospective Members
• Business
• Government
• Organisations
• Youth
• The Speaking Industry
• The Training Industry

9
Internal

• The Members (Customers)
• Clubs Officers (Franchisee)
• D74 Coordinators
• D74 Area Governors
• D74 Div Governors
• D74 Cabinet (Franchisee)

10
WHAT We Do (KPI's)
11
HOW We Do It
12
Needs Analysis

• Members
• Club
• Business Sector
• Public Sector
• Organizations
• Geographic

13
Members Needs

• Record
• Interview
• Database
• www.adolph.co.za

14
Club Needs

• Moments of Truth
• Members Exit Interviews

15
Speaking Education

• CTM
• ATM
• Impromptu
• Competitions
• Better Speaking Series

16
Management Training

• Club Business Meetings
• Club Exec Meetings
• C O T (Club Officer Training)
• D O T (Dist. Officer Training)
• Area Council
• Div Council

• D74 Co-Ordinators
• Cabinet
• International Director
• Dist. Council Meetings
• The Successful Club Series
• District AGM/Council Meeting

17
Leadership Training

• Toastmaster of The Day
• Evaluations
• Competent Leader
• Advanced Leader
• Mentorship
• D T M

• Nominations Committee
• Awards Committee
• The Leadership Excellence Series
• Cabinet Bosberaad
• Club / Area / Division / District Inductions

18
Excellence Training

• Speech Contests
• Club Awards
• Area Div Awards
• District Awards
• International Awards

19
Business Growth

• Membership Retention
• Member Growth
• Club Growth
• Area Growth
• District Growth
• P R

20
Membership Retention

• Exit Interviews
• Needs Analysis

21
Member Growth

• Cost Benefit Evaluation
• Cost "Standardization"
• Selling TMI
• Induction
• Support / Mentoring
• Incentives
• Recognition

22
Induction

• Manual
• Pin
• Pledge
• Mentor
• Needs Analysis
• Record on Web Site

23
Club Growth

• Club Meeting Standards
• Club Rescue
• Club Extension
• Members Company Database

24
Club Rescue

• Rescue Team
• D T M's
• CL and ADV Lead

25
Club Extension

• Comminity
• Corporate
• Public Sector
• Organisations
• Geographical Areas

26
P R

• Newsletter - subscribe / unsubscribe

27
Communication

• D 74 Focus
• D 74 Web Site
• D 74 News Groups
• PR News
• Mails
• SMS

• Skype
• Teleconferences
• Video Conferences
• Phone
• Reports

28
D 74 Web Site

• Member Profile
• Value Adds
• Events Calendar
• Club Sites
• Area Sites ??
• Divisional Sites ??

29
Web Site Value Adds

• Speech Topics for All levels
• Plot your Progress
• Summary of ALL Educationals
• Summary of All Programmes

30
Quality Control

• CTM ATM Standards
• Meeting Standards
• Club Visits
• Club Exec Visits

31
CTM ATM Standards

• Pass / Repeat
• Evaluation Standards

32
Meeting Standards

• Materials
• Visitor Processes
• Business Meetings
• General Evaluations

33
Club Visits

• AG Visit - Official
• AG Visit - Unofficial
• Div Gov Visit
• Cabinet Visits

34
AG Visit - Official

• WHQ AG Report Completion
• Feedback to Members

35
AG Visit - Unofficial

• Educational Slot -ATM
• Recognition Rewards
• General Evaluation

D74 Club Visit Reports

• New Form
• Web Site Update
• Access Club,Area Gov, Div Gov Cab

36
Div Gov Visit

• Educational Slot -ATM
• Recognition Rewards
• General Evaluation

D74 Club Visit Reports

• New Form
• Web Site Update
• Access Club,Area Gov, Div Gov Cab

37
Cabinet Club Visits

• State of The Nation Updates
• Recognition Rewards
• General Evaluation
• D74 Club Visit Report
• Web Site Update

38
Club Exec Meeting Visits

• AG - 1 X per year
• Coordinators - For Support
• Div Gov Cab In Emergencies

39
Conferences Expo's

• Area Competitions
• Division Competitions
• Minicon
• Maxicon
• International

40
Community Involvement

• Youth Leadership
• Development Projects
• Public Speaking Contests
• Academy
• BEE

41
Image Acceptance

• Member Recognition Letters to
• CO's - CTM / ATM / DTM CL/ Contests / Etc
• PR
• Newspapers
• Magazines
• Radio
• T V
• NSASA Support
• Events Publicity

42
PR

• International Speaker
• How We Help People Grow

43
Newspapers

• Local
• National

44
Magazines

• Succeed
• Young
• SAA

45
Radio

• SAFM - Douglas Kruger
• Local Radio

46
Recognition Reward

• CTM / ATM / CL / ADV L
• DTM
• S/Craft / YLP
• Brag Boards
• Dist Club / Area / Division
• Hall of Fame
• Certificates - Citations
• Ribbons

47
How We Manage
48
Vision
Values
Crit Succ Factors
Goals Action Plans
KPI Measure
MARKETING ? Identify good paying customers- data
base update with accurate info. ? List small
large companies that need full services ?
Referrals ask for these follow up? Smith
Black, Thomas, Gerrit, Keith, Maurice, Mike
synergy on CAPS ? Magazines, conference
organisers, Glyn Hunter Int. Burgundy Brown ?
Improve brochures and product literature CD
Outline ? Pens, caps or lamps for main customers
keep stock ? Newsletter four monthly -
interesting information latest books etc. ?
Update web site every six months and include
CAPS ? Utilise a marketing partner for large
corporate work - Joburg ? Network with other
service providers. National International -
win/win TRAINING ? Overheads on computer for
each course where applicable ? Course notes
all consistent with identity ? Feed back on all
programmes and adjust where necessary ? Full
planning and involvement of all delegates
energy high ? All documentation printed and
templates organised ? Hardware to be updated
Lap top, projection unit, digital camera ?
Courses and programmes certified ? Balance
hard and soft issues in the training
participative ? Facilitation methodologies to be
clear ? Be well organised for each programme with
materials etc. ? Confirm and secure all dates.
Cancellation policy in place ? CAPS trainers to
be consistent- good understanding
facilitation DEVELOPMENT ? Network -Thomas Int.,
Sue Hall Training, Smith Black ? Customise
programmes to each organisation eg. CAPS /
corporate? BST, CABS, Ernst Young, Glyn
Hunter ? Conference organisers, Confinitive,
Burgundy Brown etc. ? I.C.M.D., SMI, Bronwyn,
Jane Kung, Brenda, Other links - International ?
Harvard Business reviews international books ?
Attend seminars to see what is going down ?
Continual up date of course material and focus ?
Gather information for news letter ? Creating the
Chief work on and document processes ? Charge
for development time where specific.
Communicate FINANCE ? Back up of all computer
info every two weeks ? Clarity on payment terms
up front - open understanding ? Monthly books to
accountant ? Excess money to go into bond for
tax payments ? No debtors, stock etc. ?
Stationary stock keep to minimum without running
out ? Keep creditors up to date Printing, Web,
Cell, Diners etc. ? VAT levies completed
monthly - separate account ? Balance sheet and
tax returns done within 2 months ? Electronic
payments done where necessary
MARKETING ? Identify good paying customers- data
base update with accurate info. ? List small
large companies that need full services ?
Referrals ask for these follow up? Smith
Black, Thomas, Gerrit, Keith, Maurice, Mike
synergy on CAPS ? Magazines, conference
organisers, Glyn Hunter Int. Burgundy Brown ?
Improve brochures and product literature CD
Outline ? Pens, caps or lamps for main customers
keep stock ? Newsletter four monthly -
interesting information latest books etc. ?
Update web site every six months and include
CAPS ? Utilise a marketing partner for large
corporate work - Joburg ? Network with other
service providers. National International -
win/win TRAINING ? Overheads on computer for
each course where applicable ? Course notes
all consistent with identity ? Feed back on all
programmes and adjust where necessary ? Full
planning and involvement of all delegates
energy high ? All documentation printed and
templates organised ? Hardware to be updated
Lap top, projection unit, digital camera ?
Courses and programmes certified ? Balance
hard and soft issues in the training
participative ? Facilitation methodologies to be
clear ? Be well organised for each programme with
materials etc. ? Confirm and secure all dates.
Cancellation policy in place ? CAPS trainers to
be consistent- good understanding
facilitation DEVELOPMENT ? Network -Thomas Int.,
Sue Hall Training, Smith Black ? Customise
programmes to each organisation eg. CAPS /
corporate? BST, CABS, Ernst Young, Glyn
Hunter ? Conference organisers, Confinitive,
Burgundy Brown etc. ? I.C.M.D., SMI, Bronwyn,
Jane Kung, Brenda, Other links - International ?
Harvard Business reviews international books ?
Attend seminars to see what is going down ?
Continual up date of course material and focus ?
Gather information for news letter ? Creating the
Chief work on and document processes ? Charge
for development time where specific.
Communicate FINANCE ? Back up of all computer
info every two weeks ? Clarity on payment terms
up front - open understanding ? Monthly books to
accountant ? Excess money to go into bond for
tax payments ? No debtors, stock etc. ?
Stationary stock keep to minimum without running
out ? Keep creditors up to date Printing, Web,
Cell, Diners etc. ? VAT levies completed
monthly - separate account ? Balance sheet and
tax returns done within 2 months
Top 20 list Establish top 50 6 days per mth
30 4 referrals per mth C.S.I. 85 80 closing
ratio 12 days pm external mkt.
Top 20 list Establish top 50 6 days per mth
30 4 referrals per mth C.S.I. 85 80 closing
ratio 12 days pm external mkt.
? To identify, attract, satisfy and retain a
sound customer base. ? To create mutually
beneficial relationships with selected customers
? To identify, attract, satisfy and retain a
sound customer base. ? To create mutually
beneficial relationships with selected customers
Gr Ow Peop L e
INTEGRITY I will be open and honest and
consistent in all client dealings. I will conduct
business in an ethical way SERVICE I will keep
clients informed and to give a service both in
presentation and follow up that is world
class. KNOWLEDGE I will keep up to date with
developments in training and current business
thinking QUALITY I will supply professional
presentations, documentation and correspondence
Corporate alignment PARTNERSHIPS I will develop
a close relationship with strategic partners
based on openness and the win/ win
concept PROFITABILITY I will make a fair profit
while adding value to the client. I will ensure
market related pricing of services

INTEGRITY I will be open and honest and
consistent in all client dealings. I will conduct
business in an ethical way SERVICE I will keep
clients informed and to give a service both in
presentation and follow up that is world
class. KNOWLEDGE I will keep up to date with
developments in training and current business
thinking QUALITY I will supply professional
presentations, documentation and correspondence
Corporate alignment PARTNERSHIPS I will develop
a close relationship with strategic partners
based on openness and the win/ win
concept PROFITABILITY I will make a fair profit
while adding value to the client. I will ensure
market related pricing of services

3 days per wk. 50 6 days pm external
facilitator 3 months booking 3 Projects per
year 12 CAPS per year 25 external
3 days per wk. 50 6 days pm external
facilitator 3 months booking 3 Projects per
year 12 CAPS per year 25 external
? To produce professionally presented process
based training dev. that can be easily
implemented.
? To produce professionally presented process
based training dev. that can be easily
implemented.
2 books per month 2 talks per year 4 days per
mth. 15 3 newsletters p year 2 books
complete
2 books per month 2 talks per year 4 days per
mth. 15 3 newsletters p year 2 books
complete
? To ensure ongoing innovation and learning takes
place ? To select appropriate technologies for
the business
? To ensure ongoing innovation and learning takes
place ? To select appropriate technologies for
the business
? To continually network with local
International organisations to secure
international work. ? To ensure all
administrative controls are in place and up to
date.
? To continually network with local
International organisations to secure
international work. ? To ensure all
administrative controls are in place and up to
date.
1 day per month 15 90,000 T/O -1 million 30,000
commission fee 12,000 per week 60,000 per
month Accounts 14th Payments 3 days
1 day per month 15 90,000 T/O -1 million 30,000
commission fee 12,000 per week 60,000 per
month Accounts 14th Payments 3 days
49
How We Measure
50
Financial Competance

• Surplus for Following Year
• Emergency Fund

51
Resistence
52
Finance - Income
53
District - Income

• Maxicon
• Stock
• Speakers Bureau
• Seminars
• Academy
• Advertising

• W H Q Kick Back - Per Caps
• WHQ - Top 3 Flights
• WHQ - Top 3 Training
• Exchange Turn
• Interest
• Minicon

54
District Seminars

• Speech Craft
• Y L P (For Profit)

55
District Academy

• Contestants Workshops
• Judging
• Leadership 1 2 3
• Productive Meetings
• Parliamentary Procedure
• Listening
• Evaluations
• Thinking 1 2
• Management Skills
• Speaker to Trainer

56
Advertising

• Focus
• Web Site
• Newsletters

57
Division Income

• Competitions X 2
• COT
• Public Seminars
• Member "Levies"
• Social

58
Div Public Seminars

• Enter Sub-topic
• Speech Craft
• Y L P
• "Academy"

59
Div. Social

• Potjie Kos
• Quiz
• Speakathon

60
Area Income

• Competitions X 2
• Speech Craft
• YLP
• Social

61
The Crux of the Matter

• MONEY
• FOLLOWS
• EXCELLENCE

62
Individual University Fees

• Your Own P L Account
• Your Education Budget

63
Finance - Expenditure
64
WHQ Expenses Guideline

• Membership and Club Extension 25
• Communication and Public Relations max 25
• Officer training max 30
• Speech contests and awards max 10
• Administrative max 20
• Travel max 30
• Other max 10

65
The Problem

• This Totals 150

The Solutions

• Find Alternative Funding

66
The Law

• EXPENDITURE
• MAY
• NEVER
• EXCEED
• INCOME

67
The Only Way To Succeed
68
Question Time ?

• Web www.adolph.co.za
• e-Mail adolph_at_adolph.co.za
• Tel 011- 679 - 3145
• Cell 082 - 493 - 9093