CHALLENGER INSIGHTS Vol. 23:
Why You Should Be Joining Professional Organizations
As my Great Great Grandpappy used to say, “Good things come to those who participate in professional organizations.” Okay, that’s not a real saying, but these organizations do come with a host of benefits for sales professionals – including opportunities to find out about projects as they emerge and the chance to build strong owner relationships.
We also have opportunities to gain insights on the issues which challenge our prospective customers and learn ways in which we can benefit their operations. Today, I’ll give you an idea of the types of organizations you should be joining and how to make the most of your participation.
Finding the Right Organization
My favorite Public Safety-related organizations are Property and Evidence Management associations. Not every state has one, but ask your evidence room managers if they participate in an evidence management group. Some of these organizations formed in the last decade, and if they haven’t formed yet, you could even be the one to get the ball rolling and bring evidence room managers together to form an association in your area.
Your state may also have a jail association. Jail associations consist of jail administrators and staff. It can be difficult to reach and form relationships with jail administrators, and the professional association offers a way to meet the people you need to know. The small time investment to attend a monthly meeting offers networking opportunities, sets you apart from your competitors, and can help you find jail projects as they emerge.
Many states also have a Chiefs of Police Association. These Police Chiefs Associations typically have an annual meeting with a vendor exhibit. Some of the best networking happens at hospitality suites in the evening of the conferences.
Most states also host events for county sheriffs to provide training required for all sheriffs. Since sheriffs are elected, sheriff and undersheriff prospecting lists may change often. When new sheriffs are elected, it may be a trigger to facility changes, and it is good to be on the leading edge of those trigger events.
How to Get the Most out of a Professional Organization
1) Network. Public Safety is a tight-knit community. Use your existing relationships to build new ones. Have existing customers introduce you to new people. When departments get new equipment, they like to show it off, and most are more than willing to tell another agency about the great new locker room or evidence room they have. You can even facilitate the
2) Learn Trends at Trainings. Use training events to understand trends in your area. At one association meeting I discovered that the state accreditation program was growing rapidly, driven by the need for professional standards and accountability. The number one area the state agencies struggled to pass was evidence management. What a great topic for an email campaign to the Chiefs of Police – and you get their list of contacts at the association! How else will you discover that?
3) Use Prospect Lists. Most associations distribute lists with contact information. If you get the list and want creative ideas on how to market to this group – let’s talk! A good strategy is to review the list of training course topics. Talk to group members and they will provide clues on what the challenges are. Then address the challenges in a way that they see how you are a benefit to their operation.
4) Utilize Social Media. Many of these associations and other community organizations have pages and groups that you can follow or join using a simple search on Facebook and LinkedIn. See what people are talking about in the groups, look for trends, connect with individuals, and comment or add insight where it’s useful. Even following relevant local and national associations like IAPE, AJA, and similar groups on Twitter can help you stay on top of relevant industry news, events, and new ideas.
Here are a few examples of local professional organizations you could join. A quick Google search or discussion with your public safety customers can be a great way to start looking for the right associations.
Illinois Association of Property and Evidence Managers
Minnesota Chiefs of Police Association
Tennessee Sheriffs Association
Southeastern PA Chiefs of Police LinkedIn Group