Who Are Your Customers?

2. Who Are Your Customers? Elliott Branch, Fellow, NCMA Past National President, Pentagon Chapter Terry Raney, NOVA Chapter Jackie Secor, CPCM, Fellow, Leatherstocking Chapter Marcus Soriano, Tysons Corner Chapter Mandy Thompson, Dayton Chapter

3. Leatherstocking Chapter Rome, NY Jackie Secor, CPCM, Fellow Leatherstocking Chapter

4. The Leatherstocking Chapter was first chartered by procurement professionals at Griffiss Air Force Base (GAFB) The chapter was made up primarily (75%-80%) government employees, both military and civilian The remaining members were various R&D contractors in and around GAFB GAFB became a victim of BRACC in 1993 and finally closed in 1995 A Little History

5. The City of Rome’s population declined approximately 28% to the current 31,000 as a result of the BRACC AFRL/RIK Contracting Division remains in Rome, but reports up to Wright-Patterson Air Force Base Griffiss Business and Technology Park is still home to the Rome Research Site of AFRL, as well as EADS and DFAS. The remainder was turned over to the City of Rome for development A Little History (continued)

6. The membership demographics over the next several years changed dramatically. Now, AFRL staff makes up less than 25% of our membership As a result, we have had to rethink how to recruit new members and to keep current members Rebirth ! !

7. The membership demographics over the next several years changed dramatically. Now, AFRL staff makes up less than 25% of our membership As a result, we have had to rethink how to recruit new members and to keep current members Rebirth ! !

8. It’s all about PEOPLE! Figure out when to meet to draw the most members. In our case, it is lunchtime, the second Tuesday of every month Find out what makes people come to your meetings Educational events Relevance to contracts Minimal social events Rebirth ! !

9. Don’t wait for volunteers to come to your leaders. Go find them. Each of us has a network of people we deal with professionally. Draw on it! Invite new people to meetings Ask for help with a single task. We’ve asked people to help with registrations at our NES, and before you know it, they’re chairing a committee Match people to their capabilities. You don’t want someone who can’t add two numbers together to do your audit Once they help with a single task, recognize them and thank them! And then think about how they did. If they did well, ask them to help support a committee. From there, see if they will chair the committee. Rebirth ! !

10. Involve people using new tools! Call the VP of Contracts at a company with low participation and see if they will host a meeting Send your officers to the new site for the meeting Run that new meeting at the same time as your regular meeting, but connect them together via a tool like WebEx Once you can show the value of participation in the chapter, many new people are willing to join You must stay relevant and continue to provide value to your members. Don’t do the same old thing all the time. Mix it up. And talk it up! Rebirth ! !

11. The National organization offers oodles of training opportunities, between new (or refreshed) NES topics, webinars (either recorded or live), and education on demand. Leverage it! It all revolves around PEOPLE and WIIFM. You just need to find out what they want. Rebirth ! !

12. Dayton Chapter Wright-Patterson AFB area Mandy Thompson, CFCM Dayton Chapter

13. Who are your Customers? How do we keep them coming back? Survey local Industry/Govt leadership for needed training (ask their org to sponsor/support) Offer low cost training with Subject Matter Experts Have a diverse mix(Industry/Govt) on your board Explore your community demographic: Universities Military Local/State Govt Closely Related Career Fields (Program Management)

14. Our success came from the fundamentals of the FAR: Offered a low-cost CFCM Study Group No one required to take exam…but many did Offered an inviting study environment Arranged for SME’s to participate in each class End Result: New membership from people who never considered it before Buy in from leadership(since they were the SME’s)

15. NCMA An Industry Return On Investment View Of Corporate Support To NCMA Membership and Chapter Participation Dr. Terry Raney CACI International 20 July 13

16. An Industry Return On Investment View • Revenue Generation • Resume Content and Personnel Qualifications • Contract Labor Category Requirements , Certification, Equivalency • Job Fairs, NCMA Job Board, Recruiting Venue • Marketing Opportunities • Workforce Management & Development • Recruiting and Retention (Support of Career and Professional Development) • Training and Skills Development • Certification and Commitment To Profession • Leadership and Management Skills Development – Active Chapter Participation Should Be Encouraged (Expected If Company Pays For Membership)

17. An Industry Return On Investment View • Competitive Advantages From A Professional Workforce – Benefits of Having Better Contracting Skills Than Competitors and Customers • Such As - Better Proposals, Successful Negotiations, Increased Profitability • Relationship Development and Networking – Building Professional and Personal Relationships That Support • Business Development • Communication and Resolution of Disputes and Misunderstandings With Peers and Customers • Sharing of Ideas And Solutions On Implementation Of Government Regulations • In Today’s Budget Constrained Market A Value Proposition And ROI Are Key To NCMA and NCMA Chapter Value, Success and Perhaps Survival