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New AIA Contract Documents ( 4.3 Release ) Important details for your component, members, and customers May 26, 2010 2:00 – 3:00 p.m. EST. Today’s Agenda. New & Updated Contract Docs Sales and Marketing Update Collecting Customer Info using net:FORUM Q&A. Susan Van Bell Kyle McAdams
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New AIA Contract Documents (4.3 Release) Important details for your component, members, and customers May 26, 2010 2:00 – 3:00 p.m. EST
Today’s Agenda New & Updated Contract Docs Sales and Marketing Update Collecting Customer Info using net:FORUM Q&A Susan Van Bell Kyle McAdams Sam Harrell
4.3 ReleaseNew & Revised Contract Documents Susan Van Bell, Esq. Director and Associate Counsel AIA Contract Documents
B106-2010Owner/Architect Agreement for Pro Bono Services What is it used for? • New agreement for building design, construction contract administration, or other professional services provided pro bono by the architect. How is Pro Bono defined? • Pro bono services are professional services for which the architect receives no financial compensation other than compensation for reimbursable expenses.
C198-2010SPE/Consultant Agreement C199-2010SPE/Contractor Agreement
Owner C C 4 4 SPE C C 4 4 A 2 1 CM SPE Contract Structure SPE Agreement (C195) 2. SPE Member Services Agreement (C197) 3. SPE Owner Agreement (C196) 4. Non-Member Agreement(C198 & C199) 3 2
Contact/Resource Information Documents content questions: E-mail:docinfo@aia.org Telephone: (202) 626-7526 Documents content reference material:www.aia.org/contractdocs/reference 13
AIA Contract Documents Reference Materials www.aia.org/contractdocs/reference
Kyle McAdams, AIA Director, Sales & Marketing AIA Contract Documents 4.3 Release Sales and Marketing Update
ACD sales are below target, but gap is closing 2010 Sales thru April: • YTD sales are roughly -4% below target • Closed gap from peak of -14% below target in February • March and April sales exceeded monthly targets • Docs-on-Demand continues to perform well at +199% over target 17
Non-Renewals are driving the software decrease • Decreasing renewal rates seem to be where we are losing sales • However, it appears renewals are just being delayed • Since Jan-Feb are biggest sales months: • Delayed renewals show up as big shortfalls early in the year • Hopefully made up as delayed renewals later in year 18
Survey shows lack of work driving decrease Delaying renewal until we have new/more work Not enough work to support purchase of a license Price is too high Lack of work driving delay of purchase Software did not fulfill needs Budget cut/do not have funding for a license We created our own contracts Downgraded to another ACD software license Competition does NOT appear to be driving renewal decrease Using another organization’s standardized building contracts We never used the software Our company/firm went out of business Other Reason for not renewing Most “other” reason was lack of DU carry over 19
We have targeted programs to recapture sales: Pricing: Raised prices 2.5% on select licenses Products & Promotion: Tested new license versions to address market needs: Winback offer to non-renewers: 1.8% conversion, $26K sales, 609% ROI Place:We are leveraging new sales channels to reach customers: Tech Support: Outbound renewal calls to Unlimited customer Sales: Outbound calls to Unlimited customer non-renewers 20
Now we need our FSD’s to help us drive sales…. Leverage Q2 product launches to drive interest AIA Contract Documents Software Release 4.3 AIA Documents on Demand™ New Improved Service • Added 6 more docs in April • Now 22 most popular docs • Release June 10, 2010 • New documents: • New IPD SPE Agreements • New Bond Forms • New Pro-Bono Agreement 21
Proof of these benefits • Are the industry’s most widely accepted contract documents: • 90% of contractors, architects, lawyers and owners surveyed agree • 8 out of 10 claim to use AIA documents • Are seen by Industry stakeholders as fair and balanced: • Drafted with input from contractors, architects, major insurers, owners • Majority of contractors and owners surveyed agree they are fair and balanced • Are time tested - over 100 years of case law • Reflect the latest industry trends -- well publicized updates • Most extensive library of agreements and forms (over 100)
Proof of a better product • Easy-to use software enables you to create, edit, and manage documents • Library with the complete collection of documents right at your fingers • Simple tools to auto-populate standard contracts saving time and money • Open sharing and “Track Changes” with anyone who has Microsoft® Word and Excel • Expert educational resources to understand documents and software • Regularly updated webinars, podcasts, video tutorials available online • Resources integrated with software interface • Highly experienced and dedicated AIA Contract Document support • Dedicated content advice and technical software support • Readily accessible via phone, e-mail, online tutorials, and extensive knowledge base
Ads continue to focus on “Protection” message Protection? Huh? 25 25 25 25
Integrate “Protection” message at Convention 26 26 26 26
4.3 MarketingHelp us take “Protection” media online 4.3 Banner Ads Available June 1 on Toolkit 4.3 Social Media campaign – Please Take Part!!! Protect your project with the latest version of the AIA Contract Documents, released today. New IPD Multi-Party and federally funded project agreements. Learn more at http://bit.ly/12TTC2.
Component Tools for Marketing and Selling Segmented Sales Sheets Collateral Video Demos LG Architect LG Contractor SM Architect SM Contractor Print Ads Banner Ads Contract Diagrams FAQ’s for Docs FAQ’s for Program Talking Points
Component Tools for Docs on Demand Logos, Talking Points and FAQ’s Docs on Demand Postcards Web Banners
Component Resources in ToolkitFind it Now… AIA Component Homepage (scroll) aia.org Homepage Scroll down Component page to “Managing a Component” 2 3 Click link to “Toolkit” Component Toolkit 4 Scroll to select ACD marketing tools available 1 Click on “For Components” link
4.3 Release 7 Steps to Collecting Customer Info Using net:FORUM Sam Harrell Associate, Sales and Marketing AIA Contract Documents
Step 1: Log In to net:FORUM To log in to netFORUM, go to https://ams.aia.org/iweb/ • You will see a login screen- enter your username and password here
Step 2: Go to the CRM Module • Once you are logged in, you’ll see the net:FORUMhomescreen. It should be automatically on the CRM module, but if not click on the orange CRM button on the top left of the page. A pop-up menu will open- select the “CRM” option
Step 3: Enter Query Mode • You’ll now be in the CRM module. Go to the top of the page where there is an “Individuals” tab. When you run your mouse over this you’ll get a drop-down menu- from this you’ll select “Run Query.”
Step 4: Load Existing Query Now, click on the “Load an Existing Query” tab and you’ll get a drop-down menu. Scroll down until you see the query called “DOC: FSD Customer Information” and click on this.
Step 5: Run Query • You’ll see a screen Step 5- Run Query • like this. From here, click on “Run Query” in the lower right hand corner.
Step 6: Input Query Fields You now have some choices to make! You’ll see 7 input boxes on your screen. The first 2 give the query information on the period of time you want to look for orders. Note that the query is run by the date of expiration of the product, not the order date of the product. Thus, you will need to run the report one year ahead or before the order date of products you want to find. There are three ways to run the report for date ranges: • Find all purchases before a given date. To do this, enter the date one year ahead of when you want the report to look backwards. In the “Less Than or Equal To” field. Note: net:FORUM records only go back to 2006. • Find all purchases after a given date. To do this, enter the date one year ahead of the date from which you want to look forward in the “Greater Than or Equal To” field. Leave the 2nd field blank. • Find all purchases within a given date range.
Step 6: Input Query Fields (Continued) Now you’ll need to put in the cities in which you want to find the orders. Currently, you’ll only be able to run the report by city; I will soon have two new reports that you can run by an entire state or by a zip code range. For now, though, you’ll need to input the state in which you’re looking for order in the “Addess::State/Territory is Equal To” field (you should use the state code, not full name). Then, you can input up to four cities within that state to find records in. If you only want to search for one city, just enter that one in any of the four fields and leave the others blank.
Step 7: Save Query Results After you’ve run the query you’ll see a screen like this. Scroll over to the left side of the screen.
Step 7: Save Query Results (Cont.) Once you’ve scrolled all the way to the left, scroll over the icon with an arrow on the top right. From the drop down menu, select “Export to Raw Data to ASCII Delimited/CSV” by clicking on it. Once a new window opens, save the file.
You’re done! Completed Excel File You now have a complete Excel file with the following information: • Customer ID • Customer Full Name • Customer Company Name • Customer Email Address • Date the customer purchased their product • Member Type (1): Used for Prospect Licensed and Local Allied members • Member Type (2): Used for full Members, National Allied Members, International Associates, and Associates • Product type • Full Address • Primary Phone Number Please note: net:FORUM will not have complete information for many of these fields. The most commonly missing information is: Company Name, Full Address, and Primary Phone Number.
