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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.

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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???