CUNA Business Development School: Part I
Topics & Objectives

Please note that the Topics/Objectives listed below are subject to change.

Roundtable Discussion on Best Practices

• Discuss best practices regarding SEG ambassador programs, serving underserved markets, youth programs, financial literacy solutions, community partnerships, working with Hispanic markets, and using technology
• Develop a list of actions to implement at your credit union

"So You're a Credit Union, Now What?" - Branded Business Development Tactics That Work

• Understand the importance of branding and how to brand your credit union
• Learn the benefits of creating brand ambassadors
• Discuss branding and business development strategies and best practices

The Hispanic Market Opportunity

• Discuss why the Hispanic market presents an opportunity for growth
• Explore the Coopera Approach to reaching the Hispanic market
• Understand how credit unions can use the Coopera Approach by adapting the 4Ps model of personnel, products, processes, and promotion strategies
• Learn from credit unions applying the Coopera approach

Member Experience Management

• Gain a better understanding of consumer demographic and behavioral shifts
• Learn how to create a unique experience and sustain a competitive advantage
• Understand the tools and cultural changes necessary to be successful
• Discuss best practices and pitfalls to avoid

Building Advocate Relationships

• Learn the value of pre-call planning to enhance your competitive edge
• Share ideas on building advocate relationships to establish an ongoing referral base
• Identify member retention strategies to build your book of business
• Explore strategies for attracting and fostering SEG relationships

Succeed in Credit Union Business Development

• Discuss the competitive environment - banks, brokers, and Wal-Mart?
• Explore how to use the credit union philosophy in business development
• Know how to measure, track, analyze, and adjust your numbers
• Align your business plans with the overall strategy of your credit union

Communication Strategies to Enhance the Business Relationship

• Sharpen your communication skills to ensure effective, quality sales interactions
• Connect with your listener to gain their involvement, attention, and commitment
• Present a credible image and deliver your message in a confident and knowledgeable manner

Business Development's Role in Developing Business Accounts

• Define business services within your credit union
• Identify potential business accounts within your existing membership
• Learn how business loans can build your credit union’s business
• Hear about industry trends and learn how other credit unions are offering member business services