Tell us if this sounds familiar? A new business (or one that isn’t sure of chamber value) wants to try membership out. So they suggest exchanging their product or service for membership. That way they’re not out of pocket for membership and the chamber gets something it needs.
Would you accept?
On the surface, the idea can be appealing. Many small chambers operate on tight budgets, and having a local business provide photography, printing, or tech help in exchange for a membership might sound like a win-win. But as many seasoned executives point out, the tradeoff isn’t just about balance sheets—it’s about value, perception, and sustainability.
So should you do it?
The Case Against Trades: “You Can’t Pay the Mortgage in Trade”
Kathi Quinn, President and COO of the Northbrook Chamber of Commerce, summed up what many chamber pros feel: “Can’t pay the mortgage with trade.”
That’s the reality for most chambers. Rent, staff, utilities, and program costs can’t be covered by in-kind services. As Della Schmidt put it bluntly, “Nope. Hard no. I always tell them that our auditors require that we pay for goods and services. No trades. Ever.”
Deb Neuman, President of the Bangor Region Chamber of Commerce, agrees, saying, “Nope. Nope. Slippery slope. Doesn’t help with cash flow.”
Once a chamber opens the door to trades, it can quickly become complicated to manage. Determining fair value, tracking exchanges, and ensuring consistent treatment can eat up valuable administrative time and create uncomfortable expectations from other members who want the same deal.
Marcus Holland shared a real-world example of how this can go wrong. “Generally speaking, the membership value isn’t realized with a trade. I had a photographer that we no longer needed the service they provided, so I sent them an invoice. They didn’t see the value in the chamber, so they didn’t pay the invoice.”
That experience changed his process. “I have traded since then,” he said, “but I make sure it is an invoice that I email and then another ‘payment received’ with their services.” This documentation ensures there’s a paper trail and accountability on both sides.
When Trades Make Sense
Despite the strong opposition from many, some chamber pros acknowledge there are times when a trade can make financial and strategic sense but only if it’s handled carefully.
Michelle O’Brien said she only considers trades “for things we would have planned already paying cash for.” This standard ensures the chamber isn’t accepting services it doesn’t truly need just to bring in a member.
Chris Thomas, Executive Director of the Millington Chamber, shared a positive experience: “We did trade out for a company that upgraded our website and social media and helps us with several things to promote our chamber and saved us thousands of dollars. They get a premier membership.”
When handled with transparency and clear value on both sides, trades like these can be mutually beneficial. The chamber saves money on necessary services, while the member gains recognition and visibility that might exceed the value of a standard membership.
Meg Adams, President and CEO of the Forney Chamber of Commerce, applies similar discretion. “Very limited situations with very active members that are things we would already be paying for anyway. In every situation it’s designed to allow us to come out better financially than if we would have paid for the service directly.”
In other words, it’s not about convenience. It’s about strategy.
The In-Kind Sponsorship Approach
One of the most common best practices among chambers that do allow trades is to classify them not as membership payments, but as sponsorships or in-kind contributions.
Nisha Hall, President and CEO of the Virginia Black Chamber of Commerce, explained: “I’m not a fan of bartering; however, we offer sponsorship packages to keep things fair and equitable. If someone wants to exchange their services, we accept it as an in-kind sponsorship which typically includes amplified marketing exposure.”
This approach reframes the transaction. Rather than a member “buying” their membership with a service, they are sponsoring the chamber in a way that includes visibility benefits and recognition.
Mark Creffield, President and CEO of the Greater High Desert Chamber of Commerce, agrees: “We do not trade for memberships. Trades only for sponsorship opportunities. Everyone must pay for their chamber membership.”
Similarly, Shauna Marie Lee Wessely, Executive Director of the Fort Atkinson Area Chamber of Commerce, said, “Yes, we do [allow trades]. It has to be something relevant though—snow removal, technology services, photography, etc. We don’t publicize it that way, but we do allow it. It is more common that we cite these in-kind donations as event sponsorships rather than for the membership fee.”
This approach keeps accounting cleaner while still creating room for collaboration.
Setting Fair Value: Avoiding Unequal Trades
If your chamber chooses to entertain trades, make sure the exchange is fair and beneficial to your bottom line.
Diane Latta Poole from the Leeds Area Chamber of Commerce suggests a clear formula: “Only if it’s something you would purchase anyway, and only at a value of at least 2.5 times the value of the membership. For example, if the membership is valued at $100, what they offer must be valued at $250 or more. Equal trades don’t work because what they would give you would be less than what they would pay in membership in cash. (Think about it in terms of their mark-up value. They don’t sell you something at cost.)”
This logic helps chambers account for profit margins and ensures that the “trade” has true financial worth.
Special Cases: Nonprofits and Community Partners
Some chambers make exceptions for nonprofits or community service organizations that contribute in other meaningful ways.
Kimberly Pickering, Executive Director at the Western White Mountains Chamber, said: “We have limited trade memberships. We only do them for organizations and nonprofits that give back to our community like Rotary, a community resource area, senior center, library, and historical society. They help spread the word about other events and share our posts and we add their events. We also get a lot of volunteers from the senior center and our Rotary club.”
This kind of reciprocal arrangement aligns with the chamber’s mission and helps build stronger community ties.
Similarly, Bianca Romero said her chamber allows in-kind memberships “mostly [for] government [entities] for their services during our festivals.” When the contribution directly supports an event or public function, it can make practical sense.
The “Marketing Value” Option
For chambers that want to avoid direct trades but still offer flexibility, Paul J. Farmer offers a smart compromise: “Membership must be paid because you can’t pay your rent and utilities and employees in trade. But tell them you can trade their service for marketing value. Win-win.”
This option reframes the exchange so that the chamber maintains its financial integrity while still rewarding the member’s contribution with visibility, exposure, or sponsorship perks.
Best Practices for Chambers Considering Trades
If your chamber is considering bartering in any form, keep these best practices in mind:
- Document everything. Treat it like a business transaction with invoices, receipts, and clear terms.
- Ensure fair market value. Use multipliers or professional estimates to confirm equivalent worth.
- Only trade for essential services. Never accept something you wouldn’t normally pay for.
- Avoid setting precedents. Handle trades quietly and selectively to prevent a flood of requests.
- Classify as sponsorships when possible. This simplifies accounting and clarifies the exchange.
- Always prioritize cash flow. Bartering won’t pay salaries, utilities, or rent.
Trading goods or services for membership can seem like a creative solution but it’s rarely a simple one. As these chamber leaders demonstrate, every situation should be weighed carefully.
If the exchange strengthens your chamber financially or strategically, and it’s well-documented and fair, it might be worth it. But for most chambers, cash is still king. After all, as Kathi Quinn reminded us, “You can’t pay the mortgage with trade.”
