What’s in YOUR chapter playbook?
Kim Rupert, CPCM, CFCM Fellow
NCMA Board of Directors
Robert Jones, CCCM, CFCM
Dayton Chapter
November 2, 2014
1
The NCMA Team
• Members and chapters are key
components of the NCMA team
2
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
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
Draw up the plays
Think
Outside
The Box
5
Let’s discuss examples of plays
and strategies and how to
incorporate them in to your
playbook
6
Types of “plays”
7
How to Execute the Plays
• Time Budget
• Resource Budget
• Financial Budget
8
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”?
9
Financial Goals
• How do we pay the bills?
– Break even?
– Build reserves?
– Create wealth to support and expand
initiatives?
10
What are your pricing strategies?
•
•
•
•
•
•
Member / non member
BOGO
Student / retiree discounts
Early bird discounts
Block or group pricing
Obtain sponsorships
11
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?
12
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
Let’s price a NES
• First step?
• Next steps?
14
http://www.leftbrainpro.com/wpcontent/uploads/2014/10/NES-Pricing-Calculator.xlsx
Pricing & Attendance
❹ Price
Member
Non-Member
Price 1
Price 2
National
Early
$
175
$
249
$
295
Regular
$
225
$
299
$
325
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
$
5,500
$
$
$
7,125
$ 11,690
$ 14,150
Subtotal
$
2,350
$
2,350
$
Net Profit
$
4,775
$
9,340
$ 11,800
$
96
$
187
❷ Variable Costs (per attendee)
Books & Materials
$
Breakfast
$
95
5
Lunch
$
10
Subtotal
Contribution Margin
→→→→
5,500
5,500
❶ Fixed Costs
Meeting Room
$
1,000
Equipment
$
200
Advertising
$
300
Speaker Travel
$
500
Speaker Hotel
$
250
Speaker Meals
$
100
Profit per Attendee
→→→→
15
$
2,350
236
Creating Value—That is what should
be in your chapter playbook
•
•
•
•
For the member
For the chapter
For NCMA
For the profession
16
Meet your new chapter member—
Mr. Benjamin Franklin
17
Questions???
18