2. 1 What’s in YOUR chapter playbook? Kim Rupert, CPCM, CFCM Fellow NCMA Board of Directors Robert Jones, CCCM, CFCM Dayton Chapter November 2, 2014

3. 2 The NCMA Team Members and chapters are key components of the NCMA team

4. 3 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.

5. 4 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

6. 5 Draw up the plays Think Outside The Box

7. 6 Let’s discuss examples of plays and strategies and how to incorporate them in to your playbook

8. 7 Types of “plays”

9. 8 How to Execute the Plays 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. 11 What are your pricing strategies? Member / non member BOGO Student / retiree discounts Early bird discounts Block or group pricing Obtain sponsorships

13. 12 What are your chapter’s pricing policies? 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. 13 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.

15. 14 Let’s price a NES First step? Next steps?

16. 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 - Early20 Member - Regular15 Non-Member - Early20 Non-Member - Regular555 Break-Even Attendees36.216.912.7 Profit & Loss Revenue $ 12,625 $ 17,190 $ 19,650 ❷ Variable Costs (per attendee) Books & Materials $ 95 Breakfast $ 5 Lunch $ 10 Subtotal $ 5,500 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 Net Profit $ 4,775 $ 9,340 $ 11,800 Profit per Attendee → → → → $ 96 $ 187 $ 236 http://www.leftbrainpro.com/wp- content/uploads/2014/10/NES-Pricing-Calculator.xlsx

17. 16 Creating Value—That is what should be in your chapter playbook For the member For the chapter For NCMA For the profession

18. 17 Meet your new chapter member— Mr. Benjamin Franklin

19. 18 Questions???