CC Pam 145-36
Rev: 05/06/03
CC PAM 145-36
Army Reserve Officers’ Training Corps Tactics, Techniques, Procedures (TTP) for
Army ROTC Recruiting
Original Document Date: 12/01/01
Revision Date: 05/06/03
Summary. This is change 01 to Cadet Command Pamphlet 145-36, 1 December 2001. This
change: 1) adds information on overcoming some of the unique concerns of specific
target markets, 2) updates the information on the National Referral List system
(formerly START/PMS Galley), and 3) provides additional information on recruiting
planning - what to do with the targeted prospect list. Additionally, this change provides
Appendix X, The Marketing-Recruiting-Retaining Playbook, which is designed as a stand-
alone document and is available from HQCC on CD-ROM. The web version of this Pamphlet,
with links to all other references, remains on the CC Right Site and has been updated to
incorporate these changes; a document with printable changes is also available from HQCC to
update the printable versions provided previously on CD to the ROOs.
Applicability. The instruction in this pamphlet applies to all members of Cadet Command
but in particular to those in recruiting positions, e.g. Brigade and Battalion Recruiting
Operations Officers, Nurse Counselors, etc.
Supplementation. Proponent for this pamphlet is U.S. Army Cadet Command, ATTN: ATCC-
OT. Supplementation of this pamphlet is authorized as new tactics, techniques and
procedures, including field best practices, are identified. Such information should be provided
through channels as suggested improvements whenever possible.
Forms. Official forms referenced in this pamphlet are prescribed by other guiding
documents, based on the references cited. This pamphlet prescribes no new forms; sample
worksheets such at the Event Packing List and Event After Action Report are
recommendations only.
Suggested Improvements. The proponent for this pamphlet is the Director, Recruiting
Operations Directorate. Send comments and suggested changes to Cadet Command Pamphlet
145-36 on DA Form 2028, Recommended Changes to Publications and Blank Forms, through
channels to Commander, U.S. Army Cadet Command (ATCC-OT), Fort Monroe, VA 23651-
5000.
Page 1 of 57
, CC Pam 145-36
Rev: 05/06/03
Table Of Contents
Introduction
Section I Ingredients for Successful Recruiting
ROO Core Competencies (Training Requirements)
Section II How to Recruit Scholars-Athletes-Leaders (SALs) TTP
National Marketing v. Local Marketing
What's on a List?
"First Stringers"
SAL Definition
SAL Criteria
Section III ROO Guide
A: ROO Tasks & Duty Description
B: Product and Process Knowledge
C: Sales and Presentation Skills
D: Prospect Management
E: Gold Bar Recruiters
F: Nurse Program
G: Green to Gold (G2G)
H: DODMERB
Appendices
A References
B Features and Benefits of Army ROTC and Officership
C How to Address Concerns
A: Resolving Skepticism
B: Resolving Misunderstandings
C: Resolving a Drawback
D Example ROTC Financial Benefits
E Data Fields for Prospect Management
Part I: Contact Information
Part II: Personal Information
Part III: Academic Information
Part IV: Athletic Information
Part V: Leadership Information
Part VI: Management
Part VII: Remarks
Using MS Office Tools
Create Contact Sub-Folders
Export
Import
Public Folders
Database Management
MS Access
National Referral List System
Page 2 of 57
, CC Pam 145-36
Rev: 05/06/03
Appendices (continued)
F Grad School, Law School, Medical School & Army Chaplains:
A: Graduate Student Enrollment in ROTC
B: Requests for Ed Delay to Pursue Law School
C: Application Process for the ARMY Jag Corps
D: JAG Corps Internships
E: Funded Legal Education Program
F: Medical School Options
G: Opportunities to Serve as Army Chaplains
X The Marketing-Recruiting-Retaining Play Book
Page 3 of 57
, CC Pam 145-36
Rev: 05/06/03
Introduction
Recruiting in Cadet Command is unlike any other mission in the Army.
While enlisted recruiters (USAREC) are focused on attracting quality soldiers for our Army,
Cadet Command cadre must not only attract such young people but conduct initial entry
training as well, introducing them to all elements of the Army, while simultaneously ensuring
their success in college as well - only after successfully completing both a bachelor’s degree
and an officer commissioning program does a new officer count toward our "mission." Thus,
Cadet Command cadre are charged with "recruiting our own" cadets, training them to
standard, mentoring them, and retaining them, for a period of anywhere from two to five
years and longer. Few experiences outside Cadet Command prepare you for the unique
mission of recruiting for ROTC.
"Recruiting our own" is a guiding principle of any recruiter, but the fundamental difference
between Cadet Command and other Army organizations with a recruiting function is the sheer
size of our mission – recruiting is only the tip of the iceberg.
But, in order for the training, mentoring and retaining to go smoothly, the recruiting must be
the first priority, followed by retention and training. In fact, the training function and every
other aspect of battalion operations include an element of recruiting. Cadets in Army ROTC
are not yet soldiers – once enrolled, they are still not fully “recruited” nor have they
completely bought into the program. Cadre members coming to Cadet Command for the first
time must often learn as much about college students as the college students have to learn
about the Army!
While every cadre member is considered a recruiter, the hub of recruiting for any program is
the partnership between the commander – the Professor of Military Science (PMS) - and the
Battalion ROO (Recruiting Operations Officer). The entire unit mission can be made or broken
on the performance of the ROO alone. This places emphasis on the selection, training, and
resourcing of Battalion ROOs. However, an effective recruiting operation should be
considered the result of a thoroughly planned, properly resourced, and aggressively and
systematically executed effort to identify and enroll/contract individuals we desire to be ROTC
cadets. Effective recruiting is not merely the ROO’s execution of a barrage of promotional
events.
This document is designed to give ROOs (and the rest of the battalion cadre) the necessary
tactics, techniques and procedures (TTPs) to successfully recruit. The first section identifies
the three ingredients for successful recruiting. The second section includes TTPs for recruiting
our target: the Scholar, Athlete, Leader (SAL). Following the TTPs is an updated version of
the "ROO Guide" that includes training, applications, references, and example products,
materials, slides, and letters. Files can be opened, modified and saved for your own use. This
PAM is not intended to replace or substitute for the resident ROO Course, only supplement it
with helpful TTPs and examples. This information is current as of 1 December 2001. Please
send all comments and improvements to Headquarters, Cadet Command (HQCC), ATTN:
ATCC-OT.
You can also participate in the "Recruiting Officer Best Practices" discussion board which
is available on line. This is the forum for exchange of good ideas and additional TTPs for
ROTC recruiting.
NOTE: If you are reading this document in electronic format, you will find a number of links
throughout, which take you either to an external resource; e.g., the link below to the Cadet
Command Documents Web Page, or to products such as training slides that reinforce a
Page 4 of 57
Rev: 05/06/03
CC PAM 145-36
Army Reserve Officers’ Training Corps Tactics, Techniques, Procedures (TTP) for
Army ROTC Recruiting
Original Document Date: 12/01/01
Revision Date: 05/06/03
Summary. This is change 01 to Cadet Command Pamphlet 145-36, 1 December 2001. This
change: 1) adds information on overcoming some of the unique concerns of specific
target markets, 2) updates the information on the National Referral List system
(formerly START/PMS Galley), and 3) provides additional information on recruiting
planning - what to do with the targeted prospect list. Additionally, this change provides
Appendix X, The Marketing-Recruiting-Retaining Playbook, which is designed as a stand-
alone document and is available from HQCC on CD-ROM. The web version of this Pamphlet,
with links to all other references, remains on the CC Right Site and has been updated to
incorporate these changes; a document with printable changes is also available from HQCC to
update the printable versions provided previously on CD to the ROOs.
Applicability. The instruction in this pamphlet applies to all members of Cadet Command
but in particular to those in recruiting positions, e.g. Brigade and Battalion Recruiting
Operations Officers, Nurse Counselors, etc.
Supplementation. Proponent for this pamphlet is U.S. Army Cadet Command, ATTN: ATCC-
OT. Supplementation of this pamphlet is authorized as new tactics, techniques and
procedures, including field best practices, are identified. Such information should be provided
through channels as suggested improvements whenever possible.
Forms. Official forms referenced in this pamphlet are prescribed by other guiding
documents, based on the references cited. This pamphlet prescribes no new forms; sample
worksheets such at the Event Packing List and Event After Action Report are
recommendations only.
Suggested Improvements. The proponent for this pamphlet is the Director, Recruiting
Operations Directorate. Send comments and suggested changes to Cadet Command Pamphlet
145-36 on DA Form 2028, Recommended Changes to Publications and Blank Forms, through
channels to Commander, U.S. Army Cadet Command (ATCC-OT), Fort Monroe, VA 23651-
5000.
Page 1 of 57
, CC Pam 145-36
Rev: 05/06/03
Table Of Contents
Introduction
Section I Ingredients for Successful Recruiting
ROO Core Competencies (Training Requirements)
Section II How to Recruit Scholars-Athletes-Leaders (SALs) TTP
National Marketing v. Local Marketing
What's on a List?
"First Stringers"
SAL Definition
SAL Criteria
Section III ROO Guide
A: ROO Tasks & Duty Description
B: Product and Process Knowledge
C: Sales and Presentation Skills
D: Prospect Management
E: Gold Bar Recruiters
F: Nurse Program
G: Green to Gold (G2G)
H: DODMERB
Appendices
A References
B Features and Benefits of Army ROTC and Officership
C How to Address Concerns
A: Resolving Skepticism
B: Resolving Misunderstandings
C: Resolving a Drawback
D Example ROTC Financial Benefits
E Data Fields for Prospect Management
Part I: Contact Information
Part II: Personal Information
Part III: Academic Information
Part IV: Athletic Information
Part V: Leadership Information
Part VI: Management
Part VII: Remarks
Using MS Office Tools
Create Contact Sub-Folders
Export
Import
Public Folders
Database Management
MS Access
National Referral List System
Page 2 of 57
, CC Pam 145-36
Rev: 05/06/03
Appendices (continued)
F Grad School, Law School, Medical School & Army Chaplains:
A: Graduate Student Enrollment in ROTC
B: Requests for Ed Delay to Pursue Law School
C: Application Process for the ARMY Jag Corps
D: JAG Corps Internships
E: Funded Legal Education Program
F: Medical School Options
G: Opportunities to Serve as Army Chaplains
X The Marketing-Recruiting-Retaining Play Book
Page 3 of 57
, CC Pam 145-36
Rev: 05/06/03
Introduction
Recruiting in Cadet Command is unlike any other mission in the Army.
While enlisted recruiters (USAREC) are focused on attracting quality soldiers for our Army,
Cadet Command cadre must not only attract such young people but conduct initial entry
training as well, introducing them to all elements of the Army, while simultaneously ensuring
their success in college as well - only after successfully completing both a bachelor’s degree
and an officer commissioning program does a new officer count toward our "mission." Thus,
Cadet Command cadre are charged with "recruiting our own" cadets, training them to
standard, mentoring them, and retaining them, for a period of anywhere from two to five
years and longer. Few experiences outside Cadet Command prepare you for the unique
mission of recruiting for ROTC.
"Recruiting our own" is a guiding principle of any recruiter, but the fundamental difference
between Cadet Command and other Army organizations with a recruiting function is the sheer
size of our mission – recruiting is only the tip of the iceberg.
But, in order for the training, mentoring and retaining to go smoothly, the recruiting must be
the first priority, followed by retention and training. In fact, the training function and every
other aspect of battalion operations include an element of recruiting. Cadets in Army ROTC
are not yet soldiers – once enrolled, they are still not fully “recruited” nor have they
completely bought into the program. Cadre members coming to Cadet Command for the first
time must often learn as much about college students as the college students have to learn
about the Army!
While every cadre member is considered a recruiter, the hub of recruiting for any program is
the partnership between the commander – the Professor of Military Science (PMS) - and the
Battalion ROO (Recruiting Operations Officer). The entire unit mission can be made or broken
on the performance of the ROO alone. This places emphasis on the selection, training, and
resourcing of Battalion ROOs. However, an effective recruiting operation should be
considered the result of a thoroughly planned, properly resourced, and aggressively and
systematically executed effort to identify and enroll/contract individuals we desire to be ROTC
cadets. Effective recruiting is not merely the ROO’s execution of a barrage of promotional
events.
This document is designed to give ROOs (and the rest of the battalion cadre) the necessary
tactics, techniques and procedures (TTPs) to successfully recruit. The first section identifies
the three ingredients for successful recruiting. The second section includes TTPs for recruiting
our target: the Scholar, Athlete, Leader (SAL). Following the TTPs is an updated version of
the "ROO Guide" that includes training, applications, references, and example products,
materials, slides, and letters. Files can be opened, modified and saved for your own use. This
PAM is not intended to replace or substitute for the resident ROO Course, only supplement it
with helpful TTPs and examples. This information is current as of 1 December 2001. Please
send all comments and improvements to Headquarters, Cadet Command (HQCC), ATTN:
ATCC-OT.
You can also participate in the "Recruiting Officer Best Practices" discussion board which
is available on line. This is the forum for exchange of good ideas and additional TTPs for
ROTC recruiting.
NOTE: If you are reading this document in electronic format, you will find a number of links
throughout, which take you either to an external resource; e.g., the link below to the Cadet
Command Documents Web Page, or to products such as training slides that reinforce a
Page 4 of 57
