NCMA Operations NCMA Operations ReportReport

to theto the

Executive CouncilExecutive Council & & Board of Directors Board of Directors

December 5-6, 2003December 5-6, 2003Neal J. Couture, CPCM Neal J. Couture, CPCM

Executive DirectorExecutive Director

NCMA's vision is to lead and represent the contract management NCMA's vision is to lead and represent the contract management

profession as the association of choice.profession as the association of choice.

ManagementManagement

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Status of Actions from theStatus of Actions from the Board of Directors July 18-19, Board of Directors July 18-19,

20032003 AOG Policies posted.AOG Policies posted. Fellows awards processed.Fellows awards processed. Honorary Life Member awards processed.Honorary Life Member awards processed.

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Membership Database Membership Database SystemSystemSuccessesSuccesses

Event registration processing.Event registration processing. Volunteer positions tracking.Volunteer positions tracking. Financial system integration.Financial system integration.

ProblemsProblems Membership report queries.Membership report queries. Some individual records contain errors.Some individual records contain errors.

Plans DelayedPlans Delayed Members go online and update their own record Members go online and update their own record

(1/04).(1/04). Obtain demographic information (1/04).Obtain demographic information (1/04). Certification application status (3/04).Certification application status (3/04).

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StaffStaff Hired Director of Marketing – Karen Wilson Hired Director of Marketing – Karen Wilson

– to start immediately– to start immediately Will focus on membership recruitment programWill focus on membership recruitment program

Heidi Salkeld appointed Director of Heidi Salkeld appointed Director of Member and Chapter ServicesMember and Chapter Services Will focus on membership database, customer Will focus on membership database, customer

service, and chapter relationsservice, and chapter relations Advertising for Contracting Subject Matter Advertising for Contracting Subject Matter

Expert to start February 2004Expert to start February 2004 Staff restructuring in January 2004 to Staff restructuring in January 2004 to

maintain 16 person headcountmaintain 16 person headcount

MembershipMembership& &

Chapter RelationsChapter Relations

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Total MembershipTotal Membership

Membership continues to decline – 18,000Membership continues to decline – 18,000 Short term action:Short term action:

Major membership drive starting in JanuaryMajor membership drive starting in January Mid-term actions: Mid-term actions:

Marketing resources, national recruitmentMarketing resources, national recruitment Lead generation practicesLead generation practices Better understanding of what’s happening through Better understanding of what’s happening through

improved analysis of our membership trend dataimproved analysis of our membership trend data Membership recruitment planMembership recruitment plan

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Membership Recruitment Membership Recruitment PlanPlan

Development of expanded marketing Development of expanded marketing campaign that includes:campaign that includes: 2004 membership promotion campaign2004 membership promotion campaign Partner marketing (education providers, Partner marketing (education providers,

advertisers, corporate sponsors)advertisers, corporate sponsors) Key stakeholder advocacyKey stakeholder advocacy Packaged memberships (ie. w/conference Packaged memberships (ie. w/conference

registration)registration) Trial membershipsTrial memberships Group memberships (streamlined Group memberships (streamlined

processes)processes) Other direct marketing activitiesOther direct marketing activities

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Membership Promotion Campaign Membership Promotion Campaign 20042004

Sponsor a new member and receive Sponsor a new member and receive $20 off your next membership $20 off your next membership

renewal.renewal.

Last several years “lottery” approach yielded fewer Last several years “lottery” approach yielded fewer new membersnew members

Limit of 5 ‘coupons’ per renewalLimit of 5 ‘coupons’ per renewal Paid for by initiation fees of the new memberPaid for by initiation fees of the new member Developing administrative processesDeveloping administrative processes

1010

Chapter StatusChapter Status 143 current chartered chapters143 current chartered chapters 110 chapters have submitted 110 chapters have submitted

rosters (increase of 30 from 7/03)rosters (increase of 30 from 7/03) 82 chapters have submitted fiscal 82 chapters have submitted fiscal

year 2003 financials (14 in 7/03)year 2003 financials (14 in 7/03)

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Rebates Payments StatusRebates Payments Status Payments for the November 2002 Payments for the November 2002

rebate (for period 5/02-10/02)rebate (for period 5/02-10/02) All eligible chapters paid (100%)All eligible chapters paid (100%)

Payments for the May 2003 rebate (for Payments for the May 2003 rebate (for the period 11/02-4/03)the period 11/02-4/03) All eligible chapters paid (100%)All eligible chapters paid (100%)

$20,904 remains in accrued expense$20,904 remains in accrued expense Payments for the November 2003 Payments for the November 2003

rebate (for period 5/03-10/03 being rebate (for period 5/03-10/03 being calculatedcalculated Pay outs starting in December 2003Pay outs starting in December 2003

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Leadership SummitLeadership Summit

Las Vegas, NevadaLas Vegas, Nevada Circus Circus CasinoCircus Circus Casino June 4-5, 2004June 4-5, 2004 Moved date at suggestion of last year’s Moved date at suggestion of last year’s

attendeesattendees All volunteers at all levels are invitedAll volunteers at all levels are invited Room rates from $39/night up to $79/nightRoom rates from $39/night up to $79/night $50 registration fee$50 registration fee

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NCMA IntranetNCMA Intranet Username = 6 digit member numberUsername = 6 digit member number Password = Last namePassword = Last name Accounts set up upon receipt of Accounts set up upon receipt of

rosters rosters Next User Training will be held in Next User Training will be held in

JanuaryJanuary 10 new region and chapter websites 10 new region and chapter websites

set upset up

EducationEducation

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Certification Preparation Certification Preparation ProductsProducts

Federal Federal Knowledge Knowledge

ModuleModule

Commercial Commercial Knowledge Knowledge

ModuleModule

General General Business Business

Knowledge Knowledge ModuleModule

Study GuideStudy Guide AvailableAvailable May 2004May 2004 May 2004May 2004

Study Study ManualManual

March March

20042004125 units 125 units

sold!sold!125 units 125 units

sold!sold!

E-courseE-course MarchMarch

20042004January January

20042004January January

20042004

SeminarsSeminars March March

20042004February February

20042004MarchMarch

20042004

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NES SeriesNES SeriesBest Contracting Best Contracting Practices in BusinessPractices in Business

Fall 2003Fall 2003

Service ContractingService Contracting February February 20042004

Defense Authorization Defense Authorization Act of 2004 with SARA Act of 2004 with SARA ProvisionsProvisions

February February 20042004

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Audio-Seminar TopicsAudio-Seminar Topics7/03 Government Contracting Update7/03 Government Contracting Update7/03 Federal Prevailing Wage Laws7/03 Federal Prevailing Wage Laws8/03 Supply Chain Management8/03 Supply Chain Management9/03 Capture Life Cycle Management9/03 Capture Life Cycle Management10/03 Winning Government Business10/03 Winning Government Business11/03 Evolutionary Acquisition & Spiral Development11/03 Evolutionary Acquisition & Spiral Development12/03 Weighted Guidelines for Government 12/03 Weighted Guidelines for Government

ContractingContracting1/04 Service Contracting1/04 Service Contracting1/04 Government Contracting Update1/04 Government Contracting Update2/04 Intellectual Property2/04 Intellectual Property2/04 Software Licensing (Part 1 – Sellers)2/04 Software Licensing (Part 1 – Sellers)3/04 Software Licensing (Part 2 – Government Buyer)3/04 Software Licensing (Part 2 – Government Buyer)

ConferencesConferences

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East Coast Conference 2003East Coast Conference 2003Tysons Corner, VirginiaTysons Corner, Virginia

December 8-9, 2003December 8-9, 2003Goal Projected

324 attendees32 exhibits

$227,000 revenue$67,000 net surplus

325 attendees32 exhibits

$222,000 revenue$62,000 net surplus

2020

World Congress 2004World Congress 2004 Program in final developmentProgram in final development

More than 100 abstract More than 100 abstract submissions acceptedsubmissions accepted

Keynotes and panelists invitedKeynotes and panelists invited Exhibit and sponsorship sales Exhibit and sponsorship sales

50% sold (ahead of schedule)50% sold (ahead of schedule) Job FairJob Fair Pre-conference certification Pre-conference certification

preparation seminarspreparation seminars SBA Small Business Fair SBA Small Business Fair

couldn’t be worked outcouldn’t be worked out

April 26-28, 2004 Renaissance Orlando

Resort at Seaworld

Orlando, Florida

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West Coast Conference West Coast Conference 20042004

PCC approved Long BeachPCC approved Long Beach Hyatt Regency Long Beach (site Hyatt Regency Long Beach (site

of WC2002 lodging)of WC2002 lodging) Brand conference “aerospace & Brand conference “aerospace &

defense”defense” Increase exhibit salesIncrease exhibit sales July 15-16, 2004July 15-16, 2004

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Commercial Conference Commercial Conference 20042004

Continuing site Continuing site comparisons for comparisons for recommendation to recommendation to the PCC:the PCC: Boston, Boston,

MassachusettsMassachusetts Miami, FloridaMiami, Florida New Orleans, New Orleans,

LouisianaLouisiana September 2004September 2004

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East Coast Conference 2004East Coast Conference 2004

PCC approved Northern Virginia PCC approved Northern Virginia area for site search:area for site search: RFP out to facilitiesRFP out to facilities Brand conference “federal Brand conference “federal

contracting”contracting” Increase exhibit sales – more spaceIncrease exhibit sales – more space December 2004December 2004

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World Congress 2005World Congress 2005

Updating research for recommendation Updating research for recommendation to the PCC. Sites considered include:to the PCC. Sites considered include: Las Vegas, NevadaLas Vegas, Nevada Washington, DCWashington, DC San Antonio, TexasSan Antonio, Texas San Diego, California (or Long Beach)San Diego, California (or Long Beach) Denver, ColoradoDenver, Colorado

Decision for 2005 will be made by March Decision for 2005 will be made by March to enable promotion at Orlando in Aprilto enable promotion at Orlando in April

CertificationCertification

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CertificationCertification Commercial Module beta extended Commercial Module beta extended

through December 2003 to obtain through December 2003 to obtain more datamore data

Marketing deferred…shifting budget Marketing deferred…shifting budget to membership marketingto membership marketing

Portfolio of preparatory products Portfolio of preparatory products selling well, more products to be selling well, more products to be released through spring 2004.released through spring 2004.

Continue to pursue DoD equivalency Continue to pursue DoD equivalency

CommunicationsCommunications

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Contract Management Contract Management MagazineMagazine

Negotiating printing contract Negotiating printing contract renewal.renewal. Will improve cycle times and delivery Will improve cycle times and delivery

reliability.reliability. Will enable more pages.Will enable more pages. Will be perfect bound – a more Will be perfect bound – a more

professional product.professional product.

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NCMAJobs.comNCMAJobs.com Ad sales continue to surpass Ad sales continue to surpass

budget projectionsbudget projections 89 searchable jobs89 searchable jobs 12691269 searchable resumes searchable resumes 868 registered employers868 registered employers