Let’s be honest: relying solely on membership dues to fund your chamber is like skiing on one leg. You can do it, but it’s not very effective, it’s not very efficient, and it’s certainly not very sustainable.
Chambers of Commerce must diversify revenue to stay resilient and essential. In an environment where businesses expect more, attention spans are shorter, and our role as community conveners is expanding, we must build value through our programming. Enter non-dues revenue, the Holy Grail of financial flexibility, mission alignment, and community impact.
About IOM
This article is brought to you by Institute for Organization Management, the U.S. Chamber of Commerce’s professional development program for nonprofit executives.
At Vail Valley Partnership, we see non-dues revenue not just as supplemental income but as a strategic pillar. It’s how we fund big ideas, invest in our workforce initiatives, drive regional economic development, and maintain brand credibility, all while delivering high-impact value to our members, our investors, and our community.
Here’s the secret: non-dues revenue works best when it’s mission-aligned. We don’t sell sponsorships just to slap logos on marketing materials. Instead, we create programs with our investors that solve real problems — housing shortages, workforce retention, talent pipeline development, tourism sustainability, economic development, and transit/transportation. That’s not advertising. That’s impact.
A few practical approaches:
- Signature Programs with Purpose : Our workforce mapping program, youth apprenticeship program, and Regional Talent Summit draw policymakers, HR professionals, and supporting entities to address workforce retention and career pipelines. These programs are both revenue-generating and reputation-building.
- Fee-for-Service Programs : We offer health care programs, lodging inspection programs, air service development programs, and more. These provide value to members and a return to the chamber.
- Grants and Contracts : Public-private partnerships can work, too. We’ve secured contracts to serve as the regional economic development organization, bringing in steady funding that supports shared outcomes. We’ve secured grants to support our mission and benefit the community.
- Tourism & Economic Alliances : Chambers are uniquely positioned to be collaborative engines. By building alliances (such as air service, transit expansion, childcare, or business retention programs), we can bring in funding from sectors outside our membership base.
Here’s my call to action to chambers, regardless of your size or location: stop viewing non-dues revenue as “nice to have.” It’s essential. It’s how we future-proof our organizations and amplify our mission. When done right, it deepens member value, drives community outcomes, and increases your chamber’s relevance.
As Chamber leaders, we’re taught to think strategically. So, think beyond the checkbook. Think about your community’s needs and how your chamber, with the right partners and the right mindset, can be the one to fill them. That’s where non-dues revenue becomes not just sustainable, but transformational.
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About the author
Chris Romer, IOM
Chris Romer is president & CEO of Vail Valley Partnership, a 3-time national chamber of the year. Romer is also a faculty member for the Institute of Organization Management (IOM).
