NCMA FCLS14 Chapter Playbook
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This document discusses strategies for chapter playbooks in NCMA (National Contract Management Association). It provides examples of "plays" or activities that chapters can include in their playbooks to meet NCMA's expectations. These include providing educational, networking, business, and leadership opportunities. The document also discusses setting goals and financial strategies, like pricing policies, budgets, and profit goals. It emphasizes the importance of creating value for members, the chapter, NCMA, and the contracting profession.
NCMA FCLS14 Chapter Playbook
- 2. What’s in YOUR chapter playbook? Kim Rupert, CPCM, CFCM Fellow NCMA Board of Directors Robert Jones, CCCM, CFCM Dayton Chapter 1 November 2, 2014
- 3. 2 The NCMA Team • Members and chapters are key components of the NCMA team
- 4. Team Expectations • Sports teams will play the game to win, make the playoffs and expand the brand. • NCMA teams are our chapters. • NCMA expects the chapters to participate in the profession and professional development, be recognized through the awards programs and expand the NCMA brand. 3
- 5. How Chapter Teams Can Meet and Beat NCMA Expectations • Provide educational opportunities • Provide networking and social opportunities • Provide business opportunities • Provide career enhancing and career matching opportunities • Provide leadership opportunities 4
- 6. 5 Draw up the plays Think Outside The Box
- 7. Let’s discuss examples of plays and strategies and how to incorporate them in to your playbook 6
- 8. 7 Types of “plays”
- 9. How to Execute the Plays 8 • Time Budget • Resource Budget • Financial Budget
- 10. 9 Set Your Goals • What is your game strategy? • Do you have a two minute drill? • What team members are involved in your playbook? • How are you “using your bench”?
- 11. 10 Financial Goals • How do we pay the bills? – Break even? – Build reserves? – Create wealth to support and expand initiatives?
- 12. What are your pricing strategies? • Member / non member • BOGO • Student / retiree discounts • Early bird discounts • Block or group pricing • Obtain sponsorships 11
- 13. What are your chapter’s pricing policies? 12 • Credit cards – Every event? – Selected events? – Refunds? • Refund or cancellation policy – Is it publicized? – Do you always collect? – Do you have a 3 strikes policy?
- 14. Understand the components of price • Fixed, variable and semi-variable costs • Cost + Profit = Price – PROFIT is NOT a bad word – Chapters are allowed to make a profit on their events. 13
- 15. 14 Let’s price a NES • First step? • Next steps?
- 16. http://www.leftbrainpro.com/wp-content/ uploads/2014/10/NES-Pricing-Calculator.xlsx 15 Pricing & Attendance Price 1 Price 2 National ❹ Price Member Early $ 175 $ 249 $ 295 Regular $ 225 $ 299 $ 325 Non-Member Early $ 225 $ 299 $ 345 Regular $ 250 $ 349 $ 395 ❸ # of Attendees 50 Member - Early 20 20 20 Member - Regular 15 15 15 Non-Member - Early 20 20 20 Non-Member - Regular 5 5 5 Break-Even Attendees 36.2 16.9 12.7 Profit & Loss Revenue $ 12,625 $ 17,190 $ 19,650 ❷ Variable Costs (per attendee) Books & Materials $ 95 Breakfast $ 5 Lunch $ 10 Subtotal $ 5,500 $ 5,500 $ 5,500 Contribution Margin → → → → $ 7,125 $ 11,690 $ 14,150 ❶ Fixed Costs Meeting Room $ 1,000 Equipment $ 200 Advertising $ 300 Speaker Travel $ 500 Speaker Hotel $ 250 Speaker Meals $ 100 Subtotal $ 2,350 $ 2,350 $ 2,350 Net Profit $ 4,775 $ 9,340 $ 11,800 Profit per Attendee → → → → $ 96 $ 187 $ 236
- 17. Creating Value—That is what should be in your chapter playbook 16 • For the member • For the chapter • For NCMA • For the profession
- 18. Meet your new chapter member— Mr. Benjamin Franklin 17
- 19. Questions??? 18
Editor's Notes
- #7: Chapters need to develop programs and opportunities to meet and exceed the expectations. Those are the plays in your “playbook” Times are changing. How about non traditional speakers and topics? It can’t just be the monthly rubber chicken dinner anymore. Variety in programing is essential.
- #9: ****DON’T SPEND A LOT OF TIME ON THIS CHART DISCUSSING DIFFERENT TYPES OF PROGRAMS***** The session after this one will focus to different programming offerings.
- #10: Do you know how much time it takes to perform different tasks to run your chapter? Do you know the frequency of how often the tasks are performed? Is it a 30 min task once a month, is it 2 hours every quarter, is 8 hours once a year???? Volunteer time is precious. Time IS CURRENCY How many people does it take to run “your NCMA store?” How dependent are you on one or two chapter heros? Do you try to mentor new faces into new places in your line up??? Match chapter jobs to those people who have the time to spend. If you have an 8 hour job and a volunteer can only donate 2 hrs, that is OK!!! Let them spend 2 hrs and find 3 other volunteers who can only spend 2 hrs. Do you know the real financial cost of running your chapter? Have you sat down and put together a budget—on paper—on purpose?
- #11: Every chapter needs a plan. You will always need a plan A, a plan B and often a plan C. That’s why there are 26 letters in the alphabet!! How are you mentoring new team mates to get them into the starting line up??
- #12: Different strategies for different events is OK But, what is the problem when you consistently give programs for free or way below your cost? Is it OK to think you have a loss leader like a grocery chain???? DISCUSS THE PROBLEMS OF WHAT HAPPENS WHEN YOU GIVE PROGRAMS AWAY
- #13: Discuss different types of pricing strategies Discuss that it is OK to plus up the price of an NES for a new member fee and give the non member a membership when they go to NES Ask for examples of how chapters are getting sponsorships to help boost chapter revenue, defray costs of an event REMIND THEM that a chapter sponsorship must CLEARLY be advertised as a chapter sponsorship and not inferred to be a national sponsorship. “The Acme Elevator Company is pleased to be a sponsor of the East Peoria chapter small business fair” NOT “The Acme Elevator Company is pleased to be a sponsor of NCMA” This devalues the national sponsorships and relationships with our national education partners.. BUT chapters should feel free to contact a national education partner to see if they would like to help a chapter—perhaps they would be a speaker????
- #14: ***YOU MAY WANT TO DISCUSS DIFFERENT TYPES OF CREDIT CARDS AND PROCESSING OPTIONS*** ***YOU MAY WANT TO DISCUSS THAT SOME CHAPTERS HAVE CONTRACTED WITH REGISTRATION COMPANIES*** DOES THE $$ VOLUME AND NUMBER OF EVENTS AND ATTENDEES JUSTIFY THIS COST WHEN AN EXCEL SPREADSHEET AND PAYPAL COULD SERVE THE SAME PURPOSE
- #15: PROVIDE EXAMPLES OF fixed, variable and semi variable costs that a chapter could encounter in pricing their programs
- #16: First step: local intel and market research Are you competing that day with other locally offered seminars, or a HUGE meeting on base or a company “all hands meeting” ?? Is your event date near a 3 day holiday, in the middle of spring break? ASK ATTENDEES WHAT THE COSTS OF NES ARE WRITE DOWN THE COMPONENTS ON THE FLIP CHART—be sure they include base price of NES materials facility cost facility cost speaker travel food and beverage audio visual publicity shipping costs credit card processing fees registration company / e mail service fees speaker gift (suggest a $25 donation to the speaker’s favorite charity) PROFIT What is your expected attendance to set your unit price??
- #18: The end result is that the chapter should be creating value
- #19: And when they create value, they should also be creating funds for their chapter to continue to invest and reinvest in the chapter and for the profession.