Non-dues revenue is vital for sustaining and growing a successful professional association. But generating this revenue can be challenging, especially if your association lacks the time, resources, and expertise to build and manage an effective sales team. Many associations turn to outsourcing as a solution that offers flexibility and specialization. While outsourcing is not a one-size-fits-all approach, a tailored solution that is adapted to your organization’s specific needs and challenges can prove beneficial for long-term growth.
There are pros and cons to both in-house and outsourced sales models. Here’s a look at some of the advantages outsourcing can offer associations looking to generate more non-dues revenue.
- Time and resources
In-house teams: Building an in-house sales team requires a significant investment of time and resources. This includes not just the initial recruiting and hiring of the right talent but also the ongoing training and development needed to enhance their skills. The process can take months, during which your association might miss out on valuable revenue opportunities.
Outsourced model: Outsourcing allows you to leverage an existing team that is already trained and ready to deliver results. Furthermore, an outsourced team benefits from collective learning and growth, ensuring that the entire sales team evolves together and stays ahead of industry trends.
- Operational costs
In-house teams: Once your team is in place, there are ongoing operational costs to consider. These include salaries, benefits and other employee-related expenses, as well as the costs associated with maintaining sales infrastructure, such as CRM systems and marketing automation tools. These expenses can quickly add up, putting a strain on your budget.
Outsourced model: An outsourced model can often provide these services at a lower overall cost due to economies of scale. This can lead to significant cost savings without compromising on the quality of the sales efforts.
- Efficiency and expertise
In-house teams: An in-house team may lack the specialized expertise needed to maximize revenue generation. Without the right experience and knowledge, your team might struggle to identify and capitalize on new opportunities, leading to slower growth and missed targets.
Outsourced model: Associations exist to support their member base and often are not built as true sales organizations. An outsourced sales team, however, is constructed with the goal of generating non-dues revenue. This allows your staff to focus on enhancing the member experience, while the outsourced partner brings the necessary expertise for effective revenue generation.
- Comprehensive support
In-house teams: Revenue generation involves more than just sales. It requires a comprehensive support system, including marketing, quality assurance, ad collection, trafficking, accounting and collections. Building and maintaining these functions in-house can be complex and costly.
Outsourced model: Outsourcing provides access to a full suite of support services, ensuring that all aspects of revenue generation are handled efficiently and effectively.
Choosing between in-house and outsourced sales models is a strategic decision that depends on your association’s goals, needs and capabilities. However, for many associations, outsourcing can offer many benefits that can help generate more non-dues revenue. Outsourcing can save you time and resources, reduce operational costs, increase efficiency and expertise, and provide comprehensive support for all stages of the sales cycle.
Partnering with a trusted provider like MCI USA allows your association to tap into experienced professionals, proven processes, and advanced technology to drive revenue growth more effectively. Learn more about how we can help you develop your non-dues revenue strategy.
