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
1
Today’s Agenda
New & Updated Contract Docs
Susan Van Bell
Sales and Marketing Update
Kyle McAdams
Collecting Customer Info using net:FORUM
Sam Harrell
Q&A
2
About the 4.3 Release
What’s Included?
• 3 NEW Documents:
• Two are on IPD
• One is on Pro Bono
• 2 UPDATED Bond Forms
• NEW Software Feature:
Compatible with
Windows 7
3
Date
• June 10, 2010
• Coincides with start of
AIA Convention!
Where Released?
•
•
•
•
Website
Software,
Docs on Demand
Paper version of docs
(excluding Pro Bono)
• Convention
• Through education
4.3 Release
New & Revised Contract Documents
Susan Van Bell, Esq.
Director and Associate Counsel
AIA Contract Documents
4
4.3 Release Documents
New Documents
• B106–2010
Owner/Architect Agreement
for Pro Bono Services
• C198–2010
SPE/Consultant
Agreement
• C199–2010
SPE/Contractor Agreement
5
Revised Documents
• A310–2010
Bid Bond
• A312–2010
Performance Bond and
Payment Bond
A310-2010 Bid Bond
Major Revisions from A310-1970
Updated language
Allows owner and contractor to extend period of acceptance of
contractor’s bid up to 60 days without obtaining the surety’s
consent.
Adds language allowing subcontractors to use A310-2010 when a
bid bond is required by the contractor
6
A312-2010 Performance Bond
Major Revisions From A312-1984
Updated language
Adds language clarifying that owner’s failure to comply with notice
requirements does not release surety from its obligations under the
bond unless surety demonstrates actual prejudice.
Shortens notice period for surety default under the bond from 15
days to 7 days.
Limit of surety’s obligation to amount of bond does not apply if
surety elects to complete the contract itself.
7
A312-2010 Payment Bond
Major Revisions from A312-1984
Updated language
Period of time in which surety must answer a Claimant’s Claim has
been increased from 45 days to 60 days
Failure of surety to answer or make payment in the time period
specified is not a waiver of surety’s and contractor’s defenses to
the Claim, but may entitle the Claimant to attorneys’ fees.
8
B106-2010
Owner/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.
9
B106-2010
Owner/Architect Agreement for Pro Bono Services
Uses table format for the parties to designate the scope of
architect’s pro bono services and maximum number of hours to be
provided.
To be used in conjunction with AIA Document A201-2007 if the
architect is providing construction phase services.
Available only in ACD software and free of charge on AIA
Documents-on-Demand™ Website.
10
C198-2010 SPE/Consultant Agreement
C199-2010 SPE/Contractor Agreement
C198–2010, Standard Form of Agreement Between Single Purpose
Entity and Consultant for Integrated Project Delivery
C199–2010, Standard Form of Agreement Between Single Purpose
Entity and Contractor for Integrated Project Delivery
Coordinated for use with C195–2008, Standard Form Single
Purpose Entity Agreement for Integrated Project Delivery
11
SPE Contract Structure
1. SPE Agreement
(C195)
Owner
3
C
4
C
2
12
2. SPE Member Services
Agreement (C197)
4
SPE
4
A
C
1
4
2
CM
C
3. SPE Owner Agreement
(C196)
4. Non-Member Agreement
(C198 & C199)
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 13
www.aia.org/contractdocs/reference
14 14
AIA Contract Documents Reference Materials
www.aia.org/contractdocs/reference
15
4.3 Release
Sales and Marketing Update
Kyle McAdams, AIA
Director, Sales & Marketing
AIA Contract Documents
16
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
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
18
Survey shows lack of work driving decrease
27%
Delaying renewal until we have new/more work
22%
Not enough work to support purchase of a license
13%
Price is too high
Software did not fulfill needs
Lack of work driving
delay of purchase
7%
Budget cut/do not have funding for a license
5%
We created our own contracts
4%
Downgraded to another ACD software license
3%
Using another organization’s standardized building contracts
2%
We never used the software
2%
Our company/firm went out of business
2%
Competition does NOT appear
to be driving renewal decrease
12%
Other Reason for not renewing
0%
5%
10%
15%
20%
25%
30%
Most “other” reason was lack of DU
carry over
19
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
20
Now we need our FSD’s to help us drive sales….
Leverage Q2 product launches to drive interest
AIA Documents on Demand™
New Improved Service
AIA Contract Documents
Software Release 4.3
• Added 6 more docs in April
• Release June 10, 2010
• Now 22 most popular docs
• New documents:
– New IPD SPE Agreements
– New Bond Forms
– New Pro-Bono Agreement
21
21
Remember positioning: “The Industry Standard”
Are the:
Only Standard Design and Construction Contract Documents
That:
Give you a proven standard from which to easily tailor your own contract
and minimize legal tie-ups
Because
they:
•
•
•
•
So that:
22
Are the industry’s most widely accepted
Are fair and balanced to all parties
Have the most user-friendly software
Give you 100+ years of the best innovative thinking from the industry’s
sharpest minds
You feel confident signing a rock-solid contract while saving loads time
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)
23
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
24
Ads continue to focus on “Protection” message
Protection?
Huh?
25
25
Integrate “Protection” message at Convention
26
26
Component Sales & Marketing Tools
27
4.3 Marketing
Help 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.
28
Component Tools for Marketing and Selling
Collateral
Segmented Sales Sheets
LG Architect
Video Demos
LG Contractor
SM Architect
SM Contractor
Banner Ads
FAQ’s for Docs
FAQ’s for Program
Talking Points
29
Print Ads Contract Diagrams
Component Tools for Docs on Demand
Docs on Demand Postcards
Logos, Talking Points and FAQ’s
Web Banners
30
Component Resources in Toolkit
AIA Component Homepage (scroll)
Find it Now…
aia.org Homepage
Scroll down Component page
to “Managing a Component”
2
3
Click link to “Toolkit”
Component Toolkit
4
1
Click on “For Components” link
31
Scroll to select ACD
marketing tools available
4.3 Release
7 Steps to Collecting Customer Info
Using net:FORUM
Sam Harrell
Associate, Sales and Marketing
AIA Contract Documents
32
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
33
Step 2: Go to the CRM Module
•
34
Once you are logged in, you’ll see the net:FORUM homescreen. 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
•
35
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.
36
•
•
Step 5: Run Query
37
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:
1. 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.
2. 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.
3. Find all purchases within a given date range.
38
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.
39
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.
40
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.
41
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.
42
Thanks!
Any questions?
43
Contact Information
Kyle McAdams, AIA
202.626.7560
kylemcadams@aia.org
Sam Harrell
202.626.7553
samuelharrell@aia.org
44
Susan Van Bell, Esq.
202.626.7397
svanbell@aia.org
To get involved in the 4.3 Social
Media Campaign contact:
Courtney Holmes
courtneyholmes@aia.org