Course

Course Summary
Credit Type:
Course
ACE ID:
CUNA-0058
Organization's ID:
0058
Organization:
Credit Union National Association (CUNA)
Location:
Classroom-based
Length:
3.5 days (21 hours)
Dates Offered:
Credit Recommendation & Competencies
Level Credits (SH) Subject
Lower-Division Baccalaureate 3 Business Management, Marketing, or Introduction to Sales
Description

Objective:

The course objective is to provide an in-depth understanding and provide opportunities for practical application of the core competencies required to be an effective credit union business development executive. Core competencies include networking, engaging internal stakeholders, business development strategy, building a pipeline (of members/sales prospects), member recruitment and retention, sales skills, presentation skills, metrics and tracking, community and select employee group events, engaging select employee groups and community partners, understanding financials, and social media for business development professionals.

Learning Outcomes:

  • Build a business development plan that includes methods for determining the right market, pipeline development, building metrics and tracking
  • Use social media to enhance business development efforts
  • Determine and execute the best type of selling to fit various situations
  • Understand the basic financial metrics and ratios used by credit unions, and how business development can affect them
  • Plan and execute events in the community and at select employee groups
  • Show internal stake holders (CEO, C-Suite) how business development efforts are enhancing the overall strategic growth of their credit union

General Topics:

  • Ed talks - 18-minute TEDx-like talks about ways to improve one's self, team or credit union
  • Differentiation activity and presentations - an immersive learning activity where attendees venture out into the community, complete their objective, and do a group presentation on findings
  • Live your passion 24x7x365
  • Developing a business development strategy
  • Financials for business developers
  • Metrics, tracking and scorecards
  • Business development toolkit: advanced networking and business development events
  • Building a pipeline and moving prospects through it
  • Summary and action plan
  • Sales skills
  • Engaging internal stakeholders
  • Maximizing social media for business development
  • Four ways to rock your business development efforts
Instruction & Assessment

Instructional Strategies:

  • Audio Visual Materials
  • Case Studies
  • Classroom Exercise
  • Discussion
  • Learner Presentations
  • Lectures
  • Practical Exercises

Methods of Assessment:

  • Examinations

Minimum Passing Score:

70%
Supplemental Materials