Lessons from a Failed Golf Course
- Cathey Wise
- Oct 9
- 2 min read

Lessons from a Failed Golf Course
I love uncovering mini case studies from everyday life. This one hits close to home - literally.
Behind our house once stood a vibrant private golf course, founded in the 1970s. It was more than fairways and greens - it was a community. Families gathered for golf, tennis, swimming, and social events. Our sons learned to swim and play here. We lived our dream.
But as members aged, the club seemed to focus solely on golf. Member engagement faded. It was run as a golf course - not a membership organization.
Eventually, the land was sold to a developer. Soon, 221 homes will replace the rolling greens and pond with a fountain behind our home.
What went wrong?
No Financial Controls
A staff member embezzled a lot of money. Strong SOPs - clear controls, audits, separation of duties - might have saved the club.
Misunderstood Value Proposition
Leaders seemed to assume golf was the draw. But families valued connection. Net promoter surveys could have revealed loyalty gaps and retention risks.
No Prospecting Strategy
Nearby families didn’t know they could join. No outreach. No visibility. No growth.
No Retention Plan
When we didn’t renew, no one called. Families with summer memberships weren’t invited to stay year-round. No check-in. No welcome back.
Lessons from a Failed Golf Course: This wasn’t just a failed country club. It was a missed opportunity to lead with association management principles.
Communities thrive when they’re built around connection - not just amenities.
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