ncma fcls14 chapter playbook
TRANSCRIPT
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
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The NCMA Team
• Members and chapters are key
components of the NCMA team
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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.
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
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Draw up the plays
Think Outside
The Box
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Let’s discuss examples of plays
and strategies and how to
incorporate them in to your
playbook
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Types of “plays”
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How to Execute the Plays
• Time Budget
• Resource Budget
• Financial Budget
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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”?
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Financial Goals
• How do we pay the bills?
– Break even?
– Build reserves?
– Create wealth to support and expand
initiatives?
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What are your pricing strategies?
• Member / non member
• BOGO
• Student / retiree discounts
• Early bird discounts
• Block or group pricing
• Obtain sponsorships
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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?
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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.
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Let’s price a NES
• First step?
• Next steps?
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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
http://www.leftbrainpro.com/wp-
content/uploads/2014/10/NES-Pricing-Calculator.xlsx
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Creating Value—That is what should
be in your chapter playbook
• For the member
• For the chapter
• For NCMA
• For the profession
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Meet your new chapter member—
Mr. Benjamin Franklin
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Questions???