NCMA Operations Report to the Executive Council & Board of Directors December 5-6, 2003 Neal J. Couture, CPCM Executive Director NCMA's vision is to lead and represent the contract management profession as the association of choice.

Management

3 Status of Actions from the Board of Directors July 18-19, 2003  AOG Policies posted.  Fellows awards processed.  Honorary Life Member awards processed.

4 Membership Database System Successes Event registration processing. Event registration processing. Volunteer positions tracking. Volunteer positions tracking. Financial system integration. Financial system integration.Problems Membership report queries. Membership report queries. Some individual records contain errors. Some individual records contain errors. Plans Delayed Members go online and update their own record (1/04). Members go online and update their own record (1/04). Obtain demographic information (1/04). Obtain demographic information (1/04). Certification application status (3/04). Certification application status (3/04).

5 Staff Hired Director of Marketing – Karen Wilson – to start immediately Hired Director of Marketing – Karen Wilson – to start immediately Will focus on membership recruitment program Will focus on membership recruitment program Heidi Salkeld appointed Director of Member and Chapter Services Heidi Salkeld appointed Director of Member and Chapter Services Will focus on membership database, customer service, and chapter relations Will focus on membership database, customer service, and chapter relations Advertising for Contracting Subject Matter Expert to start February 2004 Advertising for Contracting Subject Matter Expert to start February 2004 Staff restructuring in January 2004 to maintain 16 person headcount Staff restructuring in January 2004 to maintain 16 person headcount

Membership & Chapter Relations

7 Total Membership Membership continues to decline – 18,000 Membership continues to decline – 18,000 Short term action: Short term action: Major membership drive starting in January Major membership drive starting in January Mid-term actions: Mid-term actions: Marketing resources, national recruitment Marketing resources, national recruitment Lead generation practices Lead generation practices Better understanding of what’s happening through improved analysis of our membership trend data Better understanding of what’s happening through improved analysis of our membership trend data Membership recruitment plan Membership recruitment plan

8 Membership Recruitment Plan Development of expanded marketing campaign that includes: Development of expanded marketing campaign that includes: 2004 membership promotion campaign 2004 membership promotion campaign Partner marketing (education providers, advertisers, corporate sponsors) Partner marketing (education providers, advertisers, corporate sponsors) Key stakeholder advocacy Key stakeholder advocacy Packaged memberships (ie. w/conference registration) Packaged memberships (ie. w/conference registration) Trial memberships Trial memberships Group memberships (streamlined processes) Group memberships (streamlined processes) Other direct marketing activities Other direct marketing activities

9 Membership Promotion Campaign 2004 Sponsor a new member and receive $20 off your next membership renewal. Last several years “lottery” approach yielded fewer new members Last several years “lottery” approach yielded fewer new members Limit of 5 ‘coupons’ per renewal Limit of 5 ‘coupons’ per renewal Paid for by initiation fees of the new member Paid for by initiation fees of the new member Developing administrative processes Developing administrative processes

10 Chapter Status 143 current chartered chapters 143 current chartered chapters 110 chapters have submitted rosters (increase of 30 from 7/03) 110 chapters have submitted rosters (increase of 30 from 7/03) 82 chapters have submitted fiscal year 2003 financials (14 in 7/03) 82 chapters have submitted fiscal year 2003 financials (14 in 7/03)

11 Rebates Payments Status Payments for the November 2002 rebate (for period 5/02-10/02) Payments for the November 2002 rebate (for period 5/02-10/02) All eligible chapters paid (100%) All eligible chapters paid (100%) Payments for the May 2003 rebate (for the period 11/02-4/03) Payments for the May 2003 rebate (for the period 11/02-4/03) All eligible chapters paid (100%) All eligible chapters paid (100%) $20,904 remains in accrued expense $20,904 remains in accrued expense Payments for the November 2003 rebate (for period 5/03-10/03 being calculated Payments for the November 2003 rebate (for period 5/03-10/03 being calculated Pay outs starting in December 2003 Pay outs starting in December 2003

12 Leadership Summit Las Vegas, Nevada Las Vegas, Nevada Circus Circus Casino Circus Circus Casino June 4-5, 2004 June 4-5, 2004 Moved date at suggestion of last year’s attendees Moved date at suggestion of last year’s attendees All volunteers at all levels are invited All volunteers at all levels are invited Room rates from $39/night up to $79/night Room rates from $39/night up to $79/night $50 registration fee $50 registration fee

13 NCMA Intranet Username = 6 digit member number Username = 6 digit member number Password = Last name Password = Last name Accounts set up upon receipt of rosters Accounts set up upon receipt of rosters Next User Training will be held in January Next User Training will be held in January 10 new region and chapter websites set up 10 new region and chapter websites set up

Education

15 Certification Preparation Products Federal Knowledge Module Commercial Knowledge Module General Business Knowledge Module Study Guide Available May 2004 Study Manual March units sold! E-courseMarch2004January2004January2004 SeminarsMarch2004 February 2004 March

16 NES Series Best Contracting Practices in Business Fall 2003 Service Contracting February 2004 Defense Authorization Act of 2004 with SARA Provisions February 2004

17 Audio-Seminar Topics 7/03 Government Contracting Update 7/03 Federal Prevailing Wage Laws 8/03 Supply Chain Management 9/03 Capture Life Cycle Management 10/03 Winning Government Business 11/03 Evolutionary Acquisition & Spiral Development 12/03 Weighted Guidelines for Government Contracting 1/04 Service Contracting 1/04 Government Contracting Update 2/04 Intellectual Property 2/04 Software Licensing (Part 1 – Sellers) 3/04 Software Licensing (Part 2 – Government Buyer)

Conferences

19 East Coast Conference 2003 Tysons Corner, Virginia December 8-9, 2003 GoalProjected 324 attendees 32 exhibits $227,000 revenue $67,000 net surplus 325 attendees 32 exhibits $222,000 revenue $62,000 net surplus

20 World Congress 2004 Program in final development Program in final development More than 100 abstract submissions accepted More than 100 abstract submissions accepted Keynotes and panelists invited Keynotes and panelists invited Exhibit and sponsorship sales 50% sold (ahead of schedule) Exhibit and sponsorship sales 50% sold (ahead of schedule) Job Fair Job Fair Pre-conference certification preparation seminars Pre-conference certification preparation seminars SBA Small Business Fair couldn’t be worked out SBA Small Business Fair couldn’t be worked out April 26-28, 2004 Renaissance Orlando Resort at Seaworld Orlando, Florida

21 West Coast Conference 2004 PCC approved Long Beach PCC approved Long Beach Hyatt Regency Long Beach (site of WC2002 lodging) Hyatt Regency Long Beach (site of WC2002 lodging) Brand conference “aerospace & defense” Brand conference “aerospace & defense” Increase exhibit sales Increase exhibit sales July 15-16, 2004 July 15-16, 2004

22 Commercial Conference 2004 Continuing site comparisons for recommendation to the PCC: Continuing site comparisons for recommendation to the PCC: Boston, Massachusetts Boston, Massachusetts Miami, Florida Miami, Florida New Orleans, Louisiana New Orleans, Louisiana September 2004 September 2004

23 East Coast Conference 2004 PCC approved Northern Virginia area for site search: PCC approved Northern Virginia area for site search: RFP out to facilities RFP out to facilities Brand conference “federal contracting” Brand conference “federal contracting” Increase exhibit sales – more space Increase exhibit sales – more space December 2004 December 2004

24 World Congress 2005 Updating research for recommendation to the PCC. Sites considered include: Updating research for recommendation to the PCC. Sites considered include: Las Vegas, Nevada Las Vegas, Nevada Washington, DC Washington, DC San Antonio, Texas San Antonio, Texas San Diego, California (or Long Beach) San Diego, California (or Long Beach) Denver, Colorado Denver, Colorado Decision for 2005 will be made by March to enable promotion at Orlando in April Decision for 2005 will be made by March to enable promotion at Orlando in April

Certification

26 Certification Commercial Module beta extended through December 2003 to obtain more data Commercial Module beta extended through December 2003 to obtain more data Marketing deferred…shifting budget to membership marketing Marketing deferred…shifting budget to membership marketing Portfolio of preparatory products selling well, more products to be released through spring Portfolio of preparatory products selling well, more products to be released through spring Continue to pursue DoD equivalency Continue to pursue DoD equivalency

Communications

28 Contract Management Magazine Negotiating printing contract renewal. Negotiating printing contract renewal. Will improve cycle times and delivery reliability. Will improve cycle times and delivery reliability. Will enable more pages. Will enable more pages. Will be perfect bound – a more professional product. Will be perfect bound – a more professional product.

29 NCMAJobs.com Ad sales continue to surpass budget projections Ad sales continue to surpass budget projections 89 searchable jobs 89 searchable jobs 1269 searchable resumes 1269 searchable resumes 868 registered employers 868 registered employers