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New AIA Contract Documents (4.3 Release)Important details for your component, members, and customers

May 26, 20102:00 – 3:00 p.m. EST

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Today’s Agenda

New & Updated Contract Docs

Sales and Marketing Update

Collecting Customer Info using net:FORUM

Q&A

Susan Van Bell

Kyle McAdams

Sam Harrell

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About the 4.3 Release

What’s Included?

• 3 NEW Documents:• Two are on IPD• One is on Pro Bono

• 2 UPDATED Bond Forms

• NEW Software Feature: Compatible with Windows 7

Date

• June 10, 2010• Coincides with start of

AIA Convention!

Where Released?

• Website• Software, • Docs on Demand• Paper version of docs

(excluding Pro Bono)• Convention• Through education

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4.3 ReleaseNew & Revised Contract Documents

Susan Van Bell, Esq.Director and Associate Counsel

AIA Contract Documents

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4.3 Release Documents

New Documents

• B106–2010Owner/Architect Agreementfor Pro Bono Services

• C198–2010 SPE/Consultant Agreement

• C199–2010SPE/Contractor Agreement

Revised Documents

• A310–2010Bid Bond

• A312–2010Performance Bond and Payment Bond

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A310-2010 Bid Bond Major Revisions from A310-1970

Updated language

Allows owner and contractor to extend period of acceptance of contractor’s bid up to 60 days without obtaining the surety’s consent.

Adds language allowing subcontractors to use A310-2010 when a bid bond is required by the contractor

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A312-2010 Performance Bond Major Revisions From A312-1984

Updated language

Adds language clarifying that owner’s failure to comply with notice requirements does not release surety from its obligations under the bond unless surety demonstrates actual prejudice.

Shortens notice period for surety default under the bond from 15 days to 7 days.

Limit of surety’s obligation to amount of bond does not apply if surety elects to complete the contract itself.

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A312-2010 Payment BondMajor Revisions from A312-1984

Updated language

Period of time in which surety must answer a Claimant’s Claim has been increased from 45 days to 60 days

Failure of surety to answer or make payment in the time period specified is not a waiver of surety’s and contractor’s defenses to the Claim, but may entitle the Claimant to attorneys’ fees.

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B106-2010 Owner/Architect Agreement for Pro Bono Services

What is it used for?• New agreement for building design, construction contract

administration, or other professional services provided pro bono by the architect.

How is Pro Bono defined?• Pro bono services are professional services for which the architect

receives no financial compensation other than compensation for reimbursable expenses.

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B106-2010 Owner/Architect Agreement for Pro Bono Services

Uses table format for the parties to designate the scope of architect’s pro bono services and maximum number of hours to be provided.

To be used in conjunction with AIA Document A201-2007 if the architect is providing construction phase services.

Available only in ACD software and free of charge on AIA Documents-on-Demand™ Website.

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C198-2010 SPE/Consultant Agreement C199-2010 SPE/Contractor Agreement

C198–2010, Standard Form of Agreement Between Single Purpose Entity and Consultant for Integrated Project Delivery

C199–2010, Standard Form of Agreement Between Single Purpose Entity and Contractor for Integrated Project Delivery

Coordinated for use with C195–2008, Standard Form Single Purpose Entity Agreement for Integrated Project Delivery

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1. SPE Agreement (C195)

2. SPE Member Services Agreement (C197)

3. SPE Owner Agreement (C196)

4. Non-Member Agreement(C198 & C199)

C 4

C

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C

4

C4

CM

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A

2

Owner

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SPE

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SPE Contract Structure

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Contact/Resource InformationDocuments content questions:• E-mail:

docinfo@aia.org • Telephone:

(202) 626-7526• Documents content reference material:

www.aia.org/contractdocs/reference

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www.aia.org/contractdocs/reference

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AIA Contract Documents Reference Materialswww.aia.org/contractdocs/reference

Amendments & Supplementary

ConditionsArticles Commentaries

Comparisons FAQs Knowledge Base

Numbering System Podcasts Retired Documents

Synopses

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Kyle McAdams, AIADirector, Sales & Marketing

AIA Contract Documents

4.3 ReleaseSales and Marketing Update

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ACD sales are below target, but gap is closing

•YTD sales are roughly -4% below target

•Closed gap from peak of -14% below target in February

•March and April sales exceeded monthly targets

•Docs-on-Demand continues to perform well at +199% over target

2010 Sales thru April:

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Non-Renewals are driving the software decrease

• Decreasing renewal rates seem to be where we are losing sales

• However, it appears renewals are just being delayed

• Since Jan-Feb are biggest sales months:

– Delayed renewals show up as big shortfalls early in the year

– Hopefully made up as delayed renewals later in year

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Survey shows lack of work driving decrease

2%

13%

12%

2%

2%

3%

4%

5%

7%

22%

27%

0% 5% 10% 15% 20% 25% 30%

Delaying renewal until we have new/more work

Not enough work to support purchase of a license

Price is too high

Software did not fulfill needs

Budget cut/do not have funding for a license

We created our own contracts

Downgraded to another ACD software license

Using another organization’s standardized building contracts

We never used the software

Our company/firm went out of business

Other Reason for not renewing

Lack of work driving delay of purchase

Competition does NOT appear to be driving renewal decrease

Most “other” reason was lack of DU carry over

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We have targeted programs to recapture sales:

Pricing: Raised prices 2.5% on select licenses

Products & Promotion: Tested new license versions to address market needs:• Winback offer to non-renewers: 1.8% conversion, $26K sales, 609% ROI

Place: We are leveraging new sales channels to reach customers:• Tech Support: Outbound renewal calls to Unlimited customer• Sales: Outbound calls to Unlimited customer non-renewers

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Now we need our FSD’s to help us drive sales…. Leverage Q2 product launches to drive interest

AIA Documents on Demand™ New Improved Service

AIA Contract Documents Software Release 4.3

• Added 6 more docs in April

• Now 22 most popular docs

• Release June 10, 2010

• New documents:

– New IPD SPE Agreements

– New Bond Forms

– New Pro-Bono Agreement

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Remember positioning: “The Industry Standard”

Are the: Only Standard Design and Construction Contract Documents

That: Give you a proven standard from which to easily tailor your own contract and minimize legal tie-ups

Because they:

• Are the industry’s most widely accepted• Are fair and balanced to all parties• Have the most user-friendly software• Give you 100+ years of the best innovative thinking from the industry’s

sharpest mindsSo that: You feel confident signing a rock-solid contract while saving loads time

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Proof of these benefits

• Are the industry’s most widely accepted contract documents:– 90% of contractors, architects, lawyers and owners surveyed agree– 8 out of 10 claim to use AIA documents

• Are seen by Industry stakeholders as fair and balanced: – Drafted with input from contractors, architects, major insurers, owners– Majority of contractors and owners surveyed agree they are fair and balanced

• Are time tested - over 100 years of case law• Reflect the latest industry trends -- well publicized updates • Most extensive library of agreements and forms (over 100)

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Proof of a better product

• Easy-to use software enables you to create, edit, and manage documents– Library with the complete collection of documents right at your fingers – Simple tools to auto-populate standard contracts saving time and

money – Open sharing and “Track Changes” with anyone who has Microsoft®

Word and Excel• Expert educational resources to understand documents and software

– Regularly updated webinars, podcasts, video tutorials available online – Resources integrated with software interface

• Highly experienced and dedicated AIA Contract Document support– Dedicated content advice and technical software support – Readily accessible via phone, e-mail, online tutorials, and extensive

knowledge base

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Ads continue to focus on “Protection” message

Protection?Huh?

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26262626

Integrate “Protection” message at Convention

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Component Sales & Marketing Tools

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4.3 MarketingHelp us take “Protection” media online

4.3 Banner Ads

Available June 1 on Toolkit

4.3 Social Media campaign – Please Take Part!!!

Protect your project with the latest version of the AIA ContractDocuments, released today. New IPD Multi-Party and federallyfunded project agreements. Learn more at http://bit.ly/12TTC2.

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Component Tools for Marketing and Selling

Video Demos

Segmented Sales Sheets LG Architect

LG Contractor

SM Architect

SM Contractor

Banner Ads Print Ads

FAQ’s for Docs FAQ’s for Program

Talking Points

Contract Diagrams

Collateral

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Component Tools for Docs on Demand

Docs on Demand Postcards Logos, Talking Points and FAQ’s

Web Banners

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Component Resources in ToolkitFind it Now…aia.org Homepage

AIA Component Homepage (scroll)

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Click on “For Components” link

Scroll down Component page to “Managing a Component”

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3 Click link to “Toolkit”

Scroll to select ACD marketing tools available

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Component Toolkit

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4.3 Release 7 Steps to Collecting Customer Info Using net:FORUM

Sam HarrellAssociate, Sales and Marketing

AIA Contract Documents

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Step 1: Log In to net:FORUMTo log in to netFORUM, go to https://ams.aia.org/iweb/

• You will see a login screen- enter your username and password here

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Step 2: Go to the CRM Module• Once you are logged in, you’ll see the net:FORUM homescreen. It should be

automatically on the CRM module, but if not click on the orange CRM button on the top left of the page. A pop-up menu will open- select the “CRM” option

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Step 3: Enter Query Mode• You’ll now be in the CRM module. Go to the top of the page where there is an

“Individuals” tab. When you run your mouse over this you’ll get a drop-down menu- from this you’ll select “Run Query.”

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Step 4: Load Existing QueryNow, click on the “Load an Existing Query” tab and you’ll get a drop-down menu. Scroll down until you see the query called “DOC: FSD Customer Information” and click on this.

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Step 5: Run Query• You’ll see a screen Step 5- Run Query• like this. From here, click on “Run Query” in the lower right hand corner.

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Step 6: Input Query FieldsYou now have some choices to make! You’ll see 7 input boxes on your screen. The first 2 give the query information on the period of time you want to look for orders. Note that the query is run by the date of expiration of the product, not the order date of the product. Thus, you will need to run the report one year ahead or before the order date of products you want to find.

There are three ways to run the report for date ranges:1. Find all purchases before a given date. To do this, enter the date one year ahead of when

you want the report to look backwards. In the “Less Than or Equal To” field. Note: net:FORUM records only go back to 2006.

2. Find all purchases after a given date. To do this, enter the date one year ahead of the date from which you want to look forward in the “Greater Than or Equal To” field. Leave the 2nd field blank.

3. Find all purchases within a given date range.

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Step 6: Input Query Fields (Continued)Now you’ll need to put in the cities in which you want to find the orders. Currently, you’ll only be able to run the report by city; I will soon have two new reports that you can run by an entire state or by a zip code range. For now, though, you’ll need to input the state in which you’re looking for order in the “Addess::State/Territory is Equal To” field (you should use the state code, not full name). Then, you can input up to four cities within that state to find records in. If you only want to search for one city, just enter that one in any of the four fields and leave the others blank.

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Step 7: Save Query ResultsAfter you’ve run the query you’ll see a screen like this. Scroll over to the left side of the screen.

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Step 7: Save Query Results (Cont.)Once you’ve scrolled all the way to the left, scroll over the icon with an arrow on the top right. From the drop down menu, select “Export to Raw Data to ASCII Delimited/CSV” by clicking on it. Once a new window opens, save the file.

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You’re done! Completed Excel FileYou now have a complete Excel file with the following information:

– Customer ID– Customer Full Name– Customer Company Name– Customer Email Address– Date the customer purchased their product– Member Type (1): Used for Prospect Licensed and Local Allied members– Member Type (2): Used for full Members, National Allied Members, International Associates, and Associates– Product type– Full Address– Primary Phone Number

Please note: net:FORUM will not have complete information for many of these fields. The most commonly missing information is: Company Name, Full Address, and Primary Phone Number.

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Thanks!Any questions?

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Contact Information

Kyle McAdams, AIA202.626.7560

kylemcadams@aia.org

Susan Van Bell, Esq.202.626.7397

svanbell@aia.org

Sam Harrell202.626.7553

samuelharrell@aia.org

To get involved in the 4.3 Social Media Campaign

contact:

Courtney Holmescourtneyholmes@aia.org