All You Ever Wanted To Know About APMP! Nicolas Adams

Introduction and objectives… Presenter: Nic Adams Q&A Panel: Rick Harris – APMP Executive Director Jamie Ninneman – APMP Vice chair Amanda Nuttall – APMP UK CEO Objectives: Provide an overview on APMP - how it was formed, how it has developed and how it is governed with a special focus on the UK Chapter Answer any questions that you may have at both International and Chapter level Gain your insights into where you believe we should be focussing in the future

What is APMP and why was it formed… Member Association (not for profit) Incorporated in Utah/launched in California (1989) with initial intent to: Create an organisation of like minded individuals to share ideas and focus on developing the industry and best practices Gain recognition as a profession

Our vision APMP is the worldwide authority for professionals dedicated to the process of winning business through proposals, bids, tenders and presentations

Our mission APMP promotes the professional growth of its members by advancing the arts, sciences and technologies of winning business

Governance structure… Two distinct tiers of governance: APMP International: Executive Committee, Board of Directors, Identified Workgroups and Staff Financial Operations, Day-to-Day operations, logistics APMP Chapters: Board of Directors, Committees and some consultant help Volunteers do it all

Organisational structure… Education Certification CBDE Education Programs Membership Marketing & Communications Member Services Member Events Executive Committee Board of Directors US West Region US South Region US Central Region US East Region EUROPE Region INT. Other Region Conference Capture & Business Development Conference Webinars Chair; Vice Chair; Past Chair; Treasurer; Exec. Dir. (non-voting) Strategic & Operational Direction Operational Delivery Strategic Direction Local Strategy & Operational Delivery Chapters Individual Members, Corporate Members & Sponsors WORK GROUPS

Governance - APMP Staff… APMP Member Service Center [Call Center] Member Requests 1st Line 2nd Line Manager Membership & Marketing US Peter Frank 2016 Executive Director Rick Harris 2011 VP Business Development & Operations Christina Lewellen 2015 Director of Certification Charlie Divine 2011 / Consultant Manager Corporate Growth Europe Tony Round 24 hour response SLA 3nd Line

Where does the money come from… 15% Certification Membership Dues Education MarCom Annual Conference (Net Return) 16% 69% 0% 0% Note: Marcom and Education are member benefit areas. Both have revenue lines, but income is not significant against their respective program expenditure.

Where are our members… Over 7,600 members Oct 2017 Largest 3 Chapters (50%) UK (23%) NCA (19%) Greater Midwest (7.3%) Largest 6 Chapters (64%) Noreasters (4.4%) ANZ (4.7%) DACH (4.3%) 28 Chapters across 12 Countries

Who are our members… Job Function Member Groups

APMP - UK Chapter facts… First non-US Chapter - 2001 Average more than 20 speaker events annually Largest Chapter > 1,700 members Annual Conference is the second largest APMP event globally Thought Leaders – APMP Certification and Apprenticeships programmes Gala Awards Dinner sets the standard for the industry Received multiple APMP International Awards Financially Robust

HISTORY: Journey to where we are today? Phase 0 Phase 1 Phase 2 Membership: Static +/- 500 Annual Events: +/- 5 Event Attendance: Low Conference: +/- 150 del Finances: Low Marketing: None / Poor Int. Awards: 0 Membership: Growing +/- 600 Qty. Events: +/- 12 Event Attendance: Good Conference Delegates: +/- 240 Finances: Good Marketing Plan: Yes / Mild Int. Awards: 0 Membership: Growing +/- 1,700 Qty. Events: +/- 25 Event Attendance: Good Conference Delegates: +/- 320 Finances: Very Good Marketing Plan: Strong / Improving Int. Awards: 11

HISTORY: Journey to where we are today? Phase 0 Phase 1 Phase 2 Membership: Static +/- 500 Annual Events: +/- 5 Event Attendance: Low Conference: +/- 150 del Finances: Low Marketing: None / Poor Int. Awards: 0 Membership: Growing +/- 600 Qty. Events: +/- 12 Event Attendance: Good Conference Delegates: +/- 240 Finances: Good Marketing Plan: Yes / Mild Int. Awards: 0 Membership: Growing +/- 1,700 Qty. Events: +/- 25 Event Attendance: Good Conference Delegates: +/- 320 Finances: Very Good Marketing Plan: Strong / Improving Int. Awards: 11 No Real Strategy or Plan More Social Club than Business Culture Key focus – Certification Programme

HISTORY: Journey to where we are today? Phase 0 Phase 1 Phase 2 Membership: Static +/- 500 Annual Events: +/- 5 Event Attendance: Low Conference: +/- 150 del Finances: Low Marketing: None / Poor Int. Awards: 0 Membership: Growing +/- 600 Qty. Events: +/- 12 Event Attendance: Good Conference Delegates: +/- 240 Finances: Good Marketing Plan: Yes / Mild Int. Awards: 0 Membership: Growing +/- 1,700 Qty. Events: +/- 25 Event Attendance: Good Conference Delegates: +/- 320 Finances: Very Good Marketing Plan: Strong / Improving Int. Awards: 11 No Real Strategy or Plan A key focus – Certification Programme More Club than Business Culture Plan for Specific Projects Focus on being more Professional Re-build Website Re-Branded (New Logo) Invested in Tools Improved Communications Invested in Key Note Speakers Strong Financial Management

HISTORY: Journey to where we are today? Phase 0 Phase 1 Phase 2 Membership: Static +/- 500 Annual Events: +/- 5 Event Attendance: Low Conference: +/- 150 del Finances: Low Marketing: None / Poor Int. Awards: 0 Membership: Growing +/- 600 Qty. Events: +/- 12 Event Attendance: Good Conference Delegates: +/- 240 Finances: Good Marketing Plan: Yes / Mild Int. Awards: 0 Membership: Growing > 1,700 Qty. Events: +/- 22 Event Attendance: Good Conference Delegates: > 380 Finances: Very Good Marketing Plan: Strong / Improving Int. Awards: 10 No Real Strategy or Plan A key focus – Certification Programme More Club than Business Culture Plan for Specific Projects Focus on being more Professional Re-build Website Re-Branded (New Logo) Invested in Tools Improved Communications Invested in Key Note Speakers Strong Financial Management Strategy & 3 Year Plan set in 2012 & 2015 Business Ethic / First Annual Report Website Re-build Re-Branded (New Logo & Strapline) Contracted Support New Programmes: Apprenticeship; Education; Special Projects Active Marketing & Public Relations

Key successes … re-branding

Key successes … annual conference

Key successes … member benefits focus

Key successes … setting standards Three Criteria for All Projects… does it Deliver Value to our Members? is it In-line with APMP Mission and Strategy? is it Sustainable?

Future challenges… Size of chapter places strain on volunteer resources Volunteers willing, but not always able or available

Questions, suggestions & feedback…