2006 Salary Survey. reported by:

Transcription

1 2006 Salary Survey reported by:

2 Copyright 2006 by the National Contract Management Association. No part of this document may be reproduced, photocopied, entered into a computer database, copied in handwritten format, or republished in any form, in whole or in part, without the express written permission of the National Contract Management Association, 8260 Greensboro Drive, Suite 200, McLean, VA Violators are subject to prosecution under federal copyright laws.

3 Preface The Contract Management profession is a dynamic, challenging and (as demonstrated by this report) rewarding career choice. This 2006 Salary Survey report demonstrates that contract management (CM) professionals are highly experienced, extremely well-educated people, possessing a variety of professional certifications and designations that demonstrate their proficiency. It also demonstrates that if you are in the contract management profession, you are being well-rewarded (or you should be!), in terms of salary and bonus. If you are not currently a CM professional, and are contemplating a career change, or if you are a college student considering a career choice, this report demonstrates that contract management would make an excellent choice! Whether you are a professional negotiating a pay raise with your boss, or a department manager fighting for salary adjustments for your employees, or even a corporate human resources professional trying to fairly assess the proper pay levels for your organization s CM staff, this report provides the answers you need. The analysis provides compensation information based on age, gender, education level, certifications held, experience, employer industry, organization size, years of service with the employer, position, job title and location. The report also provides cross-tabulated data based on multiple variables, such as compensation by education and experience, and by position and location, to name only two, providing a much more in-depth look at compensation across the profession. I encourage you to look closely at the dozens of tables and exhibits contained in the report, as the information you need is likely contained somewhere in this survey. The National Contract Management Association is here to serve the people in the contract management profession. I hope the information you find in this report is of service to you and your organizations, and I encourage and welcome your feedback. It is our goal to make the 2007 salary survey even better for you. Neal J. Couture, CPCM Executive Director National Contract Management Association NCMA 2006 Salary Survey iii

4 Acknowledgments NCMA would like to thank the individual members who responded to the salary survey. Without your willingness to spend a few minutes of your time in filling out the survey, this valuable information would not be available to our profession. We would also like to thank the following NCMA staff members involved in this project: Steven Boshears, CPCM, CFCM, Fellow, Chief Knowledge Officer Michelle Bourke, CMP, Director of Meetings Neal Couture, CPCM, Executive Director Jessa Foor, Marketing Administrator Tabetha Jones, Senior Designer Will Kohudic, Web Developer Kerry McKinnon, Assistant Editor Amy Miedema, Director of Communications Rita Rose, Membership Manager Sam Smith, CPA, Chief Financial Officer We would also like to thank our Board of Directors and the hundreds of chapter volunteers across the association for their service, dedication, and leadership to the contract management profession. iv NCMA 2006 Salary Survey

5 Contents 1. Findings Methodology...1 Professional Profile...1 Compensation...5 Conclusion Compensation Notes...13 Compensation by: Age...14 Gender...14 Education...15 Certifications...15 NCMA Membership...16 Experience...16 Employer...17 Organization Size...17 Years With Employer...18 Position...18 Job Title...19 Location (Census Division)...20 Location (State)...21 Location (Metro Area)...22 Education and Experience...24 Employer and Education...25 Employer and Experience Compensation by Position Notes...29 Compensation for: Executives...30 Managers...32 Supervisors...35 Staff...38 NCMA 2006 Salary Survey v

6 4. Professional Profile Notes...43 Age...44 Gender...44 Education...45 NCMA Membership...45 Certifications Held...46 Experience...48 Employer...49 Organization Size...50 Years With Current Employer...51 Source of Current Job...52 Position...53 Job Title...54 Compensation Components...55 Annual Salary...57 Annual Bonus...59 Vacation Earned...61 Seeking New Job...62 Job Search Impetus...62 Location (Census Division)...63 Location (Metro Area) Appendix Methodological Notes...67 Geographic Definitions...68 Statistical Glossary...69 Questionnaire...71 vi NCMA 2006 Salary Survey

7 1. Findings Over the years, the National Contract Management Association (NCMA) has served its members and the contract management profession by conducting and reporting periodic surveys on salaries and benefits in the profession. This document reports results from NCMA's 2006 Salary Survey. This Findings section provides an overview of survey results: describing the research methodology, profiling survey respondents, and discussing compensation and benefits from a variety of perspectives. Detailed tables follow, showing how compensation for contract management professionals as a whole is related to a variety of factors. Subsequent tables show compensation for four broad positions within the profession. The report concludes with further tables describing professionals and their employment situations results are based on 1,910 more responses than in 2005, indicating the NCMA had considerable success in soliciting new participants in Because the two surveys apparently represent somewhat different populations, however, comparisons between the years should be undertaken cautiously. Professional Profile 54% of respondents are female. The median age is 48, with 23% age 55 or older, and 14% under age 35. Exhibit 1.01 Age % % Methodology This survey was designed and conducted by NCMA. It was tabulated and reported by MemberSurvey.com (division of Readex Research), an independent research company located in Stillwater, MN. In the fall of 2006, NCMA ed survey invitations to all domestic individuals in its database, including current members, prospects, customers, and partners. 4,747 usable returns were submitted to the web site hosted by NCMA. Responses from those outside the United States, those not employed full time, and those not providing salary information are excluded from this report. Proportions in most tables, based on 4,482 reporting full time US respondents ("respondents"), are subject to a margin of error of ±1.5% at the 95% confidence level % base: 4,482 reporting FT US respondents <35 14% NCMA 2006 Salary Survey 1

8 In terms of the nine US Census Divisions, respondents are highly concentrated in the South Atlantic Division, which includes the District of Columbia and surrounding states. 23% of respondents are located in the Washington- Arlington-Alexandria DC-VA-MD-WV Core Based Statistical Area. Exhibit 1.02 Location US Census Divisions 5% of respondents hold a Doctorate as their highest degree, with 40% having a Masters, and 41% a Bachelors. 14% hold no college degree, though most of them have had at least some college education. Exhibit 1.03 Education Highest Degree Held Masters 40% New England Middle Atlantic East North Central West North Central 4% 6% 7% 4% South Atlantic 40% East South Central West South Central Mountain Pacific 5% 9% 9% 15% 0% 20% 40% 60% 80% 100% Bachelors 41% base: 4,482 reporting FT US respondents Doctorate 5% no college degree 14% base: 4,482 reporting FT US respondents 2 NCMA 2006 Salary Survey

9 Unlike 2005, when virtually all survey respondents (99%) indicated they were NCMA members, 13% of 2006 respondents say they were formerly members, and another 7% have never been members. Incidence of NCMA membership is highest among executives at 89%, nine points above the overall result of 80%. 45% indicated they currently possess one or more of the 13 certifications asked about, led by DAWIA Level III (15%), CPCM (11%), DAWIA Level II (9%), CFCM (5%), DAWIA Level I (5%), and CPM or APP (4%). Others were mentioned by 2% or fewer. The typical (median) respondent has worked in contract management for 14 years, with 7% indicating 30 years or more, and 20% in their first five years in the profession (up four points since 2005). Exhibit 1.05 Experience Years Worked In Contract Management % % 30+ 7% Exhibit 1.04 Certifications Held DAWIA Level III CPCM DAWIA Level II CFCM DAWIA Level I CPM or APP + others 15% 11% 9% 5% 5% 4% % % base: 4,482 reporting FT US respondents <5 20% none 51% 0% 20% 40% 60% 80% 100% base: 4,482 reporting FT US respondents (multiple answers) CPCM is held by 23% of executives and 16% of managers. The various DAWIA levels are seen most frequently for those employed by the federal government. NCMA 2006 Salary Survey 3

10 Nearly half (49%) work for a government contractor, while 30% work for the federal government. Commercial businesses account for 7% of respondents, followed by professional services (4%), state or local government (3%), academia (1%), and other (5%). Exhibit 1.06 Employer govt contractor 49% Most respondents (43%) work in very large organizations: those having revenue or budgets in excess of $501 million. About a quarter work for organizations in the $11-$500 million range, and 8% work for organizations under $11 million (including 2% under $1 million). 21% of respondents are unsure about the size of their organizations. Exhibit 1.07 Organization Size Revenue/Budget > $501 million 43% federal govt 30% other 13% commercial business 7% <$11 million 8% base: 4,482 reporting FT US respondents The typical (median) respondent has worked for their present employer for five years, with 16% reporting 20 years or more, and 18% just in their first year. $101-$500 million 12% base: 4,482 reporting FT US respondents $11-$100 million 16% 4 NCMA 2006 Salary Survey

11 Most commonly, respondents found their current jobs through networking (40%), followed by online recruitment sites (17%) and print ads (10%). NCMAjobs.com was named by 2%. Asked to categorize their positions from a list of four options (plus "other"), 4% said they are executives (CEO, President, VP, Owner), 22% managers (second tier or higher), 16% supervisors (first tier), and 55% non-supervisory staff members. Exhibit 1.08 Position supervisor 16% manager 22% staff 55% base: 4,482 reporting FT US respondents executive 4% other 3% Compensation and profile results are split out by position in the tables. Job titles reported most frequently are Contract Manager, Supervisor, or Director (28%), and Contract Administrator or Specialist (28%). 9% are Contracting Officers. Compensation Only respondents working full time and reporting their salary are included in these results, so 100% indicated salary is a component of their compensation package. 97% get vacation leave, 92% healthcare benefits, 89% life insurance, and 80% dental benefits. More than half (62%) are eligible to receive a bonus as part of their compensation package (especially those in commercial businesses); 30% have an employee stock ownership plan (concentrated in government contractors and commercial businesses). 88% have a 401(k) or similar retirement plan, and 40% have a traditional defined benefit (pension) plan. Exhibit 1.09 Compensation Components salary vacation leave healthcare life insurance 401K or similar dental tuition assistance vision bonus 100% 97% 92% 89% 88% 80% 71% 69% 62% pension 40% ESOP 0% 20% 30% 40% 60% 80% 100% base: 4,482 reporting FT US respondents (multiple answers) 38% of those receiving vacation leave earn more than 21 days per year, with another 41% earning days. Only 1% indicated seven days or fewer. NCMA 2006 Salary Survey 5

12 The median annual salary reported by respondents to the 2006 survey is $82,000 per year, unchanged from % report salaries of $100,000 or more, and 20% report salaries under $60,000. Exhibit 1.10 Annual Salary $80-$99K 26% $100K+ 29% For the 62% who are eligible to receive a bonus as part of their compensation packages, the median bonus received from the last performance review is $3,000, with 18% indicating $10,000 or more, 11% indicating less than $1,000, and 5% indicating none. Exhibit 1.11 Annual Bonus $5,000-$9,999 16% $10, % none 5% $60-$79K 24% base: 4,482 reporting FT US respondents <$60K 20% $1,000-$4,999 48% base: 2,785 eligible for bonuses <$1,000 11% 6 NCMA 2006 Salary Survey

13 An alternative perspective on compensation data is provided by percentiles: the compensation figure below which some percentage of responses lie when they are ordered from low to high. The 50th percentile represents the median (or typical) value, with 50% below and 50% above; the range between the 25th and 75th percentiles includes the middle 50% of all respondents. Under this view, we see than 10% of respondents earn annual salaries of under $49,500, 25% less than $63,000, and so on. The top 10% (90th percentile) earn annual salaries of $124,000 or more. Exhibit 1.12 Annual Salary and Annual Bonus annual salary annual bonus 10% earn less $49,500 $500 25% earn less $63,000 $1,200 50% earn less $82,000 $3,000 75% earn less $101,000 $6,000 Helping to account for the wide range exhibited by these statistics, a number of factors show strong correlations with salary. The following series of exhibits demonstrates the relationship between annual salary and age, gender, education, certifications, NCMA membership, experience, employer, organization size, and position. Geographic variations in salary are also discussed. Bars on the charts are delimited by the 25th and 75th percentiles; the horizontal line across each bar marks the 50th percentile (median). Each chart also includes the bar representing all 4,482 respondents. Exhibit 1.13 Annual Salary by Age $160,000 $140,000 $120,000 90% earn less $124,000 $15,000 base: 4,482 reporting FT US respondents for salary, 2,720 for bonus $100,000 $80,000 $60,000 75th 50th 25th $40,000 ALL < base: 4,482 reporting FT US respondents As would be expected, average salaries increase with age, from a median of $57,000 for those under 35, to $77,000 for those 35-44, to $89,000 for those 45-54, and $92,200 for those 55 or older. NCMA 2006 Salary Survey 7

14 Exhibit 1.14 Annual Salary by Gender $160,000 Exhibit 1.16 Annual Salary by Certifications $160,000 $140,000 $140,000 $120,000 $120,000 $100,000 $100,000 $80,000 $60,000 $80,000 $60,000 $40,000 ALL female male $40,000 ALL none CFCM CPCM CPM DAWIA DAWIA DAWIA or APP I II III base: 4,482 reporting FT US respondents Results by gender show the typical (median) female earning approximately $16,000 per year less than the typical male. However, correlation is not causation; this discrepancy may result from differing average levels of qualifications, experience, and/or responsibility between males and females. Exhibit 1.15 Annual Salary by Education $160,000 $140,000 $120,000 $100,000 $80,000 $60,000 $40,000 ALL no college degree base: 4,482 reporting FT US respondents Bachelors Masters Doctorate Salary by education also shows the expected pattern, with a Bachelors degree providing an $8,000 premium on median salary when compared to those without a college degree, a Masters adding another $13,000, and a Doctorate adding $10,000 on top of that. base: 4,482 reporting FT US respondents Those holding none of the 13 certifications asked about do slightly worse than respondents as a whole, with a median salary of $77,000 (versus $82,000 overall). Some of the certifications are seen to be associated with higher levels of compensation CFCM, CPCM, and DAWIA III especially but the data is not controlled for those holding multiple certifications, so results should be interpreted cautiously. Exhibit 1.17 Annual Salary by NCMA Membership median salary NCMA members $83,000 nonmembers $80,000 base: 4,482 reporting FT US respondents Again noting that correlation is not causation, we see that the 20% of respondents who are not currently NCMA members earn a median salary $3,000 below those who are. 8 NCMA 2006 Salary Survey

15 Exhibit 1.18 Annual Salary by Experience Years Worked In Contract Management $160,000 Exhibit 1.20 Annual Salary by Organization Size (Revenue/Budget) $160,000 $140,000 $140,000 $120,000 $120,000 $100,000 $100,000 $80,000 $60,000 $80,000 $60,000 $40,000 ALL <5 yrs 5-9 yrs yrs yrs yrs 30+ yrs $40,000 ALL <$1 million $1-$10 $11-$100 $101-$500 > $501 base: 4,482 reporting FT US respondents Telling a story similar to that already seen regarding age, increasing experience correlates strongly with increasing salaries. Gains are greatest between novices and those with 5-9 years of experience, but then they moderate. Exhibit 1.19 Annual Salary by Employer base: 4,482 reporting FT US respondents Increasing organization size is modestly associated with increasing salaries; those in the largest organizations (revenues or budget over $501 million) earn about $10,000 more annually than those in the smallest organizations (under $1 million). That latter category, however, including as it does some professional services providers, shows the greatest upside: a quarter earn salaries of more than $118,800 per year. $160,000 $140,000 $120,000 $100,000 $80,000 $60,000 $40,000 ALL fed govt other govt business prof academia govt contractor services other base: 4,482 reporting FT US respondents Annual salary varies relatively little with employer type. Academics and non-federal government employees appear to do slightly worse than average for the field, while the small minority who are in professional service firms (accountants, lawyers, consultants, etc.) do the best, on average. NCMA 2006 Salary Survey 9

16 Exhibit 1.21 Annual Salary by Position $160,000 $140,000 $120,000 $100,000 $80,000 $60,000 $40,000 ALL executive manager supervisor staff other base: 4,482 reporting FT US respondents Position shows the strongest association with salary of all variables. The relatively small number of executives (CEOs, Presidents, VPs, Owners) report a median annual salary of $127,000, $24,000 per year more than managers ($103,000). Supervisors earn a median of $90,000, staff members $70,000, and all others $90,000. More detailed examination of these four positions may be found in the third section of this report. Tables in sections two and three also show compensation statistics by location: Census, Division plus state and/or metro area (where there are sufficient responses). Of the 55 cities reported, the top six for median salary are: Exhibit 1.22 Top Six Cities for Median Salary median salary San Jose $100,000 Washington, DC $95,000 Denver $92,000 Los Angeles $90,500 San Francisco $90,100 Baltimore $90,000 base: 4,482 reporting FT US respondents The most highly compensated job titles include Attorney (median $123,000), Consultant ($102,900), Contract Manager/Supervisor/ Director ($100,000), and Subcontract Manager/ Supervisor/Director ($97,000). 10 NCMA 2006 Salary Survey

17 The survey also asked respondents if they are looking for a new job. 10% said they are actively searching, 15% are considering change, and 30% might take the right offer. 40% said they are not looking, and 5% indicated they will begin searching in a year or two. Exhibit 1.23 Job Seeking might if right offer 30% considering 15% actively searching 10% Conclusion This brief recap of findings has only skimmed the surface of data generated by this comprehensive survey. For those interested, the tables that follow present explorations of compensation by a variety of univariate and bivariate factors; of benefits offered by position and employer; and of practitioner characteristics as they vary by position. NCMA plans to periodically update this survey and actively seeks suggestions for its improvement. With the help and participation of contract management professionals, future surveys can become even more of an asset to the profession. not looking 45% base: 4,482 reporting FT US respondents Among those actively searching, 53% cited salary dissatisfaction as a driving force, followed closely by changing career path (47%). 12% named benefit dissatisfaction. NCMA 2006 Salary Survey 11

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19 2. Compensation Notes Tables in this section report compensation for the 4,482 survey US respondents working full time and reporting their salary. Results are broken out by a number of factors to demonstrate the correlation of qualifications, experience, and employment situation with compensation levels. Note that all factors are based on respondent self-reports and are thus subject to some variation in how terms were understood. on only those individuals for whom bonus eligibility is part of their compensation package. In addition to the number of individuals answering, three percentile values are reported for each measure: 25% of professionals earn less than the 25th percentile, 50% earn less than the 50th percentile (or median), and 75% earn less than the 75th. All percentiles are suppressed if there are fewer than 15 valid responses. Two measures are reported: annual salary and annual bonus. Annual bonus statistics are based NCMA 2006 Salary Survey 13

20 Exhibit 2.01 Compensation by Age ANNUAL SALARY ANNUAL BONUS 25% 50% 75% 25% 50% 75% earn earn earn earn earn earn # less less less # less less less Total 4482 $63,000 $82,000 $101, $1,500 $3,000 $7,000 Age < $46,700 $57,000 $70, $1,000 $2,200 $5, $61,500 $77,000 $95, $1,500 $3,000 $5, $70,800 $89,000 $107, $1,500 $3,200 $8, $75,600 $92,200 $111, $1,500 $3,000 $7,700 Note: Results not shown if fewer than 15 valid values. Exhibit 2.02 Compensation by Gender ANNUAL SALARY ANNUAL BONUS 25% 50% 75% 25% 50% 75% earn earn earn earn earn earn # less less less # less less less Total 4482 $63,000 $82,000 $101, $1,500 $3,000 $7,000 Gender male 2042 $73,000 $91,000 $110, $1,900 $4,000 $10,000 female 2419 $57,700 $75,000 $94, $1,200 $2,500 $5,000 Note: Results not shown if fewer than 15 valid values. 14 NCMA 2006 Salary Survey

21 Exhibit 2.03 Compensation by Education ANNUAL SALARY ANNUAL BONUS 25% 50% 75% 25% 50% 75% earn earn earn earn earn earn # less less less # less less less Total 4482 $63,000 $82,000 $101, $1,500 $3,000 $7,000 Education no college degree 625 $54,300 $69,000 $86, $1,200 $2,500 $5,000 Bachelors degree 1845 $58,000 $77,000 $95, $1,300 $2,600 $5,200 Masters degree 1798 $73,100 $90,100 $110, $1,600 $3,500 $8,000 Doctoral degree 210 $80,000 $100,000 $125, $2,000 $5,000 $13,500 Note: Results not shown if fewer than 15 valid values. Exhibit 2.04 Compensation by Certifications ANNUAL SALARY ANNUAL BONUS 25% 50% 75% 25% 50% 75% earn earn earn earn earn earn # less less less # less less less Total 4482 $63,000 $82,000 $101, $1,500 $3,000 $7,000 Certifications CFCM 245 $78,700 $91,000 $104, $1,200 $2,400 $4,600 CPCM 476 $89,100 $102,900 $122, $1,800 $4,000 $10,000 CPM or APP 162 $73,900 $87,000 $100, $2,000 $4,000 $8,000 DAWAI Level I 219 $52,000 $70,000 $90, $800 $1,200 $2,500 DAWAI Level II 407 $62,000 $73,000 $90, $900 $1,500 $3,000 DAWAI Level III 674 $80,000 $95,000 $107, $1,200 $2,200 $4,000 none 2276 $58,000 $77,000 $98, $1,600 $3,300 $8,000 Note: Results not shown if fewer than 15 valid values. NCMA 2006 Salary Survey 15

22 Exhibit 2.05 Compensation by NCMA Membership ANNUAL SALARY ANNUAL BONUS 25% 50% 75% 25% 50% 75% earn earn earn earn earn earn # less less less # less less less Total 4482 $63,000 $82,000 $101, $1,500 $3,000 $7,000 NCMA Membership NCMA member 3579 $63,200 $83,000 $102, $1,500 $3,000 $7,500 not a member 903 $62,500 $80,000 $100, $1,200 $2,200 $5,000 Note: Results not shown if fewer than 15 valid values. Exhibit 2.06 Compensation by Experience ANNUAL SALARY ANNUAL BONUS 25% 50% 75% 25% 50% 75% earn earn earn earn earn earn # less less less # less less less Total 4482 $63,000 $82,000 $101, $1,500 $3,000 $7,000 Experience < 5 yrs 913 $45,000 $54,600 $67, $1,000 $2,000 $4, yrs 785 $60,000 $71,600 $86, $1,200 $2,500 $5, yrs 606 $68,000 $81,500 $98, $1,500 $3,000 $6, yrs 634 $75,000 $90,000 $104, $1,600 $3,600 $8, yrs 1195 $83,000 $98,400 $115, $2,000 $3,500 $10, yrs 313 $90,000 $103,000 $125, $2,000 $5,000 $14,000 Note: Results not shown if fewer than 15 valid values. 16 NCMA 2006 Salary Survey

23 Exhibit 2.07 Compensation by Employer ANNUAL SALARY ANNUAL BONUS 25% 50% 75% 25% 50% 75% earn earn earn earn earn earn # less less less # less less less Total 4482 $63,000 $82,000 $101, $1,500 $3,000 $7,000 Employer federal government 1357 $65,000 $80,700 $100, $1,000 $1,500 $2,700 state or local government 147 $55,000 $68,800 $89, $1,700 $2,600 $4,800 government contractor 2193 $64,000 $85,000 $104, $2,000 $4,500 $10,000 commercial business 330 $67,000 $85,000 $102, $3,500 $8,000 $16,000 professional services 160 $62,000 $89,500 $115, $2,500 $5,000 $10,000 academia 55 $54,000 $75,000 $102,000 8 other 235 $54,000 $78,000 $99, $1,700 $3,800 $8,100 Note: Results not shown if fewer than 15 valid values. Exhibit 2.08 Compensation by Organization Size (Revenue/Budget) ANNUAL SALARY ANNUAL BONUS 25% 50% 75% 25% 50% 75% earn earn earn earn earn earn # less less less # less less less Total 4482 $63,000 $82,000 $101, $1,500 $3,000 $7,000 Organization Size (Revenue/Budget) < $1 million 68 $52,100 $81,500 $118, $1,500 $4,000 $10,000 $1 - $10 million 250 $58,000 $75,100 $100, $1,000 $2,600 $5,700 $11 - $100 million 706 $60,800 $80,000 $100, $1,600 $3,200 $7,500 $101 - $500 million 519 $66,500 $85,000 $101, $2,000 $4,000 $10,000 over $501 million 1944 $72,500 $91,000 $110, $2,000 $4,000 $9,000 Note: Results not shown if fewer than 15 valid values. NCMA 2006 Salary Survey 17

24 Exhibit 2.09 Compensation by Years With Employer ANNUAL SALARY ANNUAL BONUS 25% 50% 75% 25% 50% 75% earn earn earn earn earn earn # less less less # less less less Total 4482 $63,000 $82,000 $101, $1,500 $3,000 $7,000 Years With Employer 1 year or less 806 $55,000 $75,000 $94, $1,300 $2,500 $5,000 2 yrs 536 $55,000 $74,100 $94, $1,500 $3,000 $5, yrs 640 $60,000 $77,000 $100, $1,500 $3,000 $7, yrs 975 $64,000 $82,000 $102, $1,500 $3,000 $9, yrs 806 $70,000 $88,000 $103, $1,500 $3,000 $8, yrs 708 $78,000 $93,300 $110, $1,400 $3,000 $6,900 Note: Results not shown if fewer than 15 valid values. Exhibit 2.10 Compensation by Position ANNUAL SALARY ANNUAL BONUS 25% 50% 75% 25% 50% 75% earn earn earn earn earn earn # less less less # less less less Total 4482 $63,000 $82,000 $101, $1,500 $3,000 $7,000 Position executive 177 $100,000 $127,000 $159, $6,000 $18,000 $40,000 manager 999 $87,500 $103,000 $123, $3,000 $6,000 $14,800 supervisor 713 $75,000 $90,000 $103, $1,900 $3,100 $6,500 staff 2455 $55,000 $70,000 $85, $1,000 $2,000 $3,300 other 125 $70,000 $90,000 $110, $1,000 $2,500 $7,700 Note: Results not shown if fewer than 15 valid values. 18 NCMA 2006 Salary Survey

25 Exhibit 2.11 Compensation by Job Title ANNUAL SALARY ANNUAL BONUS 25% 50% 75% 25% 50% 75% earn earn earn earn earn earn # less less less # less less less Total 4482 $63,000 $82,000 $101, $1,500 $3,000 $7,000 Job Title Accounting/Finance Specialist/Manager 67 $53,000 $67,000 $94, $1,900 $4,000 $7,800 Attorney 40 $100,000 $123,000 $147, $2,600 $7,800 $23,800 Business Analyst/Manager 70 $61,100 $82,800 $104, $1,500 $4,000 $6,300 Buyer/Procurement Specialist/ Purchasing Agent 163 $48,000 $58,500 $79, $1,000 $1,700 $3,000 Consultant 83 $75,000 $102,900 $130, $3,900 $10,000 $25,000 Contract Administrator/Specialist 1256 $52,000 $65,000 $79, $1,000 $1,800 $3,000 Contract Manager/Supervisor/Director 1260 $85,100 $100,000 $115, $2,800 $5,000 $12,000 Contracting Officer 401 $70,000 $81,000 $95, $1,000 $1,500 $3,000 Pricing Analyst/Manager/Director 50 $64,400 $85,000 $102, $700 $2,300 $9,300 Program Manager/Analyst 134 $74,800 $93,500 $115, $1,900 $3,800 $8,100 Subcontract Administrator/Specialist 157 $57,000 $72,000 $86, $1,100 $2,000 $4,000 Subcontract Manager/Supervisor/Director 118 $78,900 $97,000 $112, $2,500 $4,000 $8,800 other 680 $65,000 $86,000 $110, $1,500 $3,000 $8,000 Note: Results not shown if fewer than 15 valid values. NCMA 2006 Salary Survey 19

26 Exhibit 2.12 Compensation by Location (Census Division) ANNUAL SALARY ANNUAL BONUS 25% 50% 75% 25% 50% 75% earn earn earn earn earn earn # less less less # less less less Total 4482 $63,000 $82,000 $101, $1,500 $3,000 $7,000 Location (Census Division) New England 173 $65,000 $86,000 $105, $1,500 $3,000 $8,000 Middle Atlantic 252 $56,200 $77,300 $100, $1,200 $3,000 $10,000 East North Central 331 $60,000 $78,800 $95, $1,400 $2,700 $7,000 West North Central 172 $51,300 $74,400 $90, $1,500 $3,000 $5,200 South Atlantic 1809 $66,100 $86,000 $107, $1,500 $3,000 $7,500 East South Central 230 $55,000 $73,100 $90, $1,200 $2,500 $5,100 West South Central 391 $60,000 $76,300 $96, $1,000 $2,600 $5,000 Mountain 410 $61,900 $80,000 $100, $1,500 $3,000 $6,400 Pacific 674 $67,000 $85,000 $101, $1,500 $3,500 $8,000 APO 40 $57,900 $76,000 $99, $1,000 $1,600 $3,300 Note: Results not shown if fewer than 15 valid values. 20 NCMA 2006 Salary Survey

27 Exhibit 2.13 Compensation by Location (State) ANNUAL SALARY ANNUAL BONUS 25% 50% 75% 25% 50% 75% earn earn earn earn earn earn # less less less # less less less Total 4482 $63,000 $82,000 $101, $1,500 $3,000 $7,000 Location (State) Alabama 139 $55,000 $73,000 $90, $1,300 $3,000 $5,000 Arizona 88 $61,800 $80,000 $100, $1,900 $4,000 $5,900 California 497 $70,000 $88,000 $105, $1,900 $4,000 $9,000 Colorado 151 $63,500 $87,500 $108, $2,000 $4,000 $10,000 Connecticut 41 $75,000 $90,000 $109, $2,000 $5,000 $15,500 District of Columbia 240 $86,200 $100,600 $119, $1,500 $2,500 $4,000 Florida 271 $61,000 $75,000 $93, $1,500 $3,000 $8,000 Georgia 119 $57,800 $74,000 $86, $1,000 $2,000 $3,500 Idaho 19 $55,700 $72,000 $98, $500 $2,500 $5,000 Illinois 95 $63,000 $82,000 $97, $1,500 $3,500 $7,300 Indiana 44 $56,900 $68,500 $88, $1,000 $2,000 $5,300 Iowa 16 $52,700 $79,000 $88, Kansas 17 $80,000 $85,000 $96, Kentucky 31 $54,000 $64,000 $80, $1,400 $2,000 $5,500 Maryland 284 $67,100 $89,500 $105, $1,600 $3,000 $7,700 Massachusetts 91 $65,000 $87,000 $105, $1,500 $3,000 $6,500 Michigan 46 $59,700 $77,700 $100, $1,300 $3,000 $13,000 Minnesota 36 $55,500 $74,500 $93, $1,300 $3,500 $5,800 Missouri 85 $48,900 $65,000 $90, $1,500 $3,400 $5,200 Nevada 25 $61,900 $74,000 $102, New Hampshire 24 $62,000 $67,000 $98,500 7 New Jersey 74 $56,900 $88,500 $118, $1,000 $3,500 $22,000 New Mexico 78 $60,800 $74,500 $89, $1,500 $2,800 $5,000 New York 101 $63,000 $80,000 $100, $1,300 $2,300 $8,000 North Carolina 41 $58,000 $71,000 $86, $1,000 $1,800 $6,300 Ohio 123 $65,000 $79,800 $92, $1,100 $2,500 $5,300 Oklahoma 50 $49,700 $69,500 $84, $500 $1,200 $3,500 Oregon 17 $56,800 $70,600 $93, Pennsylvania 77 $51,500 $68,500 $91, $1,000 $2,700 $8,500 South Carolina 44 $63,000 $78,000 $94, $1,400 $4,000 $6,300 Tennessee 46 $59,500 $76,800 $100, $1,000 $1,900 $7,100 Texas 325 $61,200 $78,000 $98, $1,000 $3,000 $6,100 Utah 42 $57,800 $75,500 $90, $700 $1,500 $3,700 Virginia 790 $69,800 $90,000 $113, $2,000 $4,000 $10,000 Washington 136 $60,200 $80,000 $91, $1,200 $2,100 $5,000 West Virginia 15 $46,500 $60,000 $75,000 9 Wisconsin 23 $67,600 $75,000 $92, Note: Results not shown if fewer than 15 valid values. NCMA 2006 Salary Survey 21

28 Exhibit 2.14 Compensation by Location (Metro Area) ANNUAL SALARY ANNUAL BONUS 25% 50% 75% 25% 50% 75% earn earn earn earn earn earn # less less less # less less less Total 4482 $63,000 $82,000 $101, $1,500 $3,000 $7,000 Location (Metro Area) Albuquerque 63 $61,000 $75,200 $89, $2,000 $3,300 $5,000 Atlanta 63 $57,800 $75,000 $87, $1,200 $2,700 $11,400 Augusta 15 $62,500 $67,000 $95,000 9 Austin 21 $57,100 $70,600 $89, Bakersfield 23 $68,000 $80,000 $96, $800 $2,000 $4,300 Baltimore 75 $74,000 $90,000 $107, $1,800 $5,000 $12,300 Boston 87 $65,000 $88,800 $105, $1,500 $3,000 $7,300 Chicago 54 $67,200 $82,500 $100, $1,500 $4,000 $7,000 Colorado Springs 48 $57,500 $75,000 $94, $1,400 $3,000 $9,500 Columbus 35 $58,500 $70,000 $89, $1,500 $3,000 $9,800 Dallas-Fort Worth 135 $68,800 $85,000 $102, $2,000 $3,300 $8,800 Dayton 65 $65,000 $80,000 $95, $1,000 $1,600 $5,300 Denver 77 $71,300 $92,000 $111, $2,300 $4,500 $8,300 Detroit 29 $53,900 $71,000 $100, $1,000 $1,900 $4,500 Fort Walton Beach 28 $52,000 $68,000 $84, $800 $1,500 $2,400 Fort Wayne 17 $54,400 $62,400 $88, Greenville 20 $64,800 $85,000 $113,000 5 Hartford 21 $62,500 $85,000 $96,000 9 Houston 81 $61,500 $80,000 $101, $1,000 $3,000 $7,500 Huntsville 118 $53,000 $72,500 $90, $1,500 $3,400 $5,200 Indianapolis 17 $58,200 $74,000 $85, Jacksonville 20 $63,500 $74,500 $92,600 8 Kansas City 26 $72,300 $82,500 $97, $1,500 $3,000 $4,000 Kennewick 43 $72,000 $86,000 $94, $1,100 $2,300 $5,000 Knoxville 27 $54,000 $75,000 $95, $1,200 $1,800 $6,500 Las Vegas 20 $60,800 $72,700 $98, Lexington Park 24 $60,000 $77,500 $102,100 8 Los Angeles 220 $73,300 $90,500 $105, $2,000 $4,000 $8,000 Manchester 19 $62,000 $80,000 $100,000 5 Miami-Fort Lauderdale 22 $60,800 $77,500 $101, Minneapolis-St. Paul 33 $56,000 $71,500 $92, $1,200 $3,400 $6,000 New York 95 $60,000 $86,200 $118, $1,000 $2,500 $11,000 Ogden 24 $54,800 $74,500 $92, $500 $900 $2,000 Oklahoma City 41 $49,400 $69,000 $80, $400 $800 $3,400 Orlando 51 $64,000 $80,000 $100, $1,800 $3,600 $6,100 continued on next page NCMA 2006 Salary Survey

29 Exhibit 2.14 (continued) Compensation by Location (Metro Area) ANNUAL SALARY ANNUAL BONUS 25% 50% 75% 25% 50% 75% earn earn earn earn earn earn # less less less # less less less... continued from previous page Palm Bay-Melbourne-Titusville 84 $61,100 $75,000 $91, $1,500 $3,000 $10,000 Philadelphia 40 $65,600 $85,500 $102, $1,300 $3,500 $21,500 Phoenix 57 $66,800 $87,600 $101, $1,900 $4,000 $5,000 Pittsburgh 18 $53,000 $69,500 $84,300 9 Richmond 42 $57,700 $71,800 $90, $1,000 $1,400 $2,600 Riverside-San Bernardino 15 $54,500 $75,000 $89,000 5 Rockford 20 $49,200 $80,000 $95,300 6 Sacramento 25 $58,000 $75,000 $96,700 8 St. Louis 68 $48,300 $62,500 $88, $1,600 $3,700 $5,800 San Antonio 50 $52,000 $68,500 $81, $800 $1,000 $3,000 San Diego 90 $65,800 $86,000 $105, $1,500 $4,000 $9,000 San Francisco 30 $85,800 $90,100 $108, $2,700 $5,000 $13,500 San Jose 28 $83,500 $100,000 $121, Santa Barbara 23 $64,000 $80,500 $90, Seattle-Tacoma 57 $56,100 $75,000 $86, $1,600 $3,000 $5,000 Tampa-St. Petersburg 33 $58,000 $78,500 $90, $2,000 $3,500 $7,500 Tucson 15 $49,000 $67,500 $89,000 8 Virginia Beach-Norfolk 95 $53,700 $66,400 $94, $1,000 $2,000 $5,600 Warner Robins 34 $44,500 $70,500 $82, $500 $1,000 $2,000 Washington, DC 1015 $76,000 $95,000 $115, $2,000 $3,200 $8,000 Note: Results not shown if fewer than 15 valid values. NCMA 2006 Salary Survey 23

30 Exhibit 2.15 Compensation by Education and Experience ANNUAL SALARY ANNUAL BONUS 25% 50% 75% 25% 50% 75% earn earn earn earn earn earn # less less less # less less less Total 4482 $63,000 $82,000 $101, $1,500 $3,000 $7,000 no college degree 625 $54,300 $69,000 $86, $1,200 $2,500 $5,000 < 5 yrs 120 $39,700 $48,000 $62, $1,000 $1,900 $4, yrs 127 $52,000 $61,000 $75, $1,000 $2,000 $5, yrs 98 $58,800 $70,000 $80, $1,500 $2,500 $5, yrs 81 $59,500 $71,000 $87, $1,000 $3,000 $5, yrs 149 $70,900 $85,000 $101, $1,500 $3,000 $8, yrs 43 $79,000 $88,000 $109, $1,200 $2,500 $5,000 Bachelors degree 1845 $58,000 $77,000 $95, $1,300 $2,600 $5,200 < 5 yrs 480 $43,600 $52,000 $62, $900 $1,600 $3, yrs 338 $60,000 $70,000 $85, $1,200 $2,500 $5, yrs 227 $66,000 $80,000 $95, $1,500 $3,000 $5, yrs 246 $74,200 $86,200 $102, $2,000 $3,600 $8, yrs 431 $81,000 $95,000 $109, $1,500 $3,000 $8, yrs 102 $90,000 $103,000 $120, $1,700 $3,500 $14,500 Masters degree 1798 $73,100 $90,100 $110, $1,600 $3,500 $8,000 < 5 yrs 268 $50,000 $61,700 $80, $1,000 $2,000 $5, yrs 286 $65,000 $75,000 $89, $1,000 $3,000 $5, yrs 252 $75,000 $89,900 $105, $1,800 $3,500 $9, yrs 279 $82,000 $95,000 $110, $1,600 $3,200 $8, yrs 559 $87,500 $103,000 $120, $2,000 $4,000 $10, yrs 146 $91,700 $106,500 $129, $2,800 $5,000 $13,500 Doctoral degree 210 $80,000 $100,000 $125, $2,000 $5,000 $13,500 < 5 yrs 45 $58,000 $68,000 $86, $1,700 $3,000 $8, yrs 34 $76,500 $87,400 $105, $1,500 $4,100 $8, yrs 28 $80,000 $96,300 $120, $1,400 $2,800 $11, yrs 27 $91,000 $104,000 $132, $1,500 $5,000 $20, yrs 54 $99,400 $120,000 $139, $2,500 $5,000 $20, yrs 22 $99,400 $122,500 $142,000 9 Note: Results not shown if fewer than 15 valid values. 24 NCMA 2006 Salary Survey

31 Exhibit 2.16 Compensation by Employer and Education ANNUAL SALARY ANNUAL BONUS 25% 50% 75% 25% 50% 75% earn earn earn earn earn earn # less less less # less less less Total 4482 $63,000 $82,000 $101, $1,500 $3,000 $7,000 federal government 1357 $65,000 $80,700 $100, $1,000 $1,500 $2,700 no college degree 156 $59,600 $74,500 $88, $900 $1,500 $2,500 Bachelors degree 540 $57,000 $76,300 $93, $1,000 $1,500 $2,500 Masters degree 631 $70,000 $87,000 $103, $1,000 $1,700 $3,000 Doctoral degree 29 $78,800 $93,000 $125, $1,500 $2,300 $4,100 state or local government 147 $55,000 $68,800 $89, $1,700 $2,600 $4,800 no college degree 30 $47,100 $64,700 $71,000 8 Bachelors degree 55 $52,800 $65,000 $89, Masters degree 52 $60,400 $74,400 $90, Doctoral degree 10 2 government contractor 2193 $64,000 $85,000 $104, $2,000 $4,500 $10,000 no college degree 320 $55,000 $70,000 $88, $1,500 $3,000 $6,000 Bachelors degree 954 $58,000 $78,000 $97, $2,000 $3,500 $8,000 Masters degree 818 $77,000 $94,300 $115, $3,000 $5,000 $12,000 Doctoral degree 98 $83,900 $100,800 $128, $2,000 $5,000 $20,000 commercial business 330 $67,000 $85,000 $102, $3,500 $8,000 $16,000 no college degree 42 $53,900 $72,500 $90, $3,000 $5,000 $14,000 Bachelors degree 117 $62,000 $75,700 $98, $2,500 $7,000 $14,000 Masters degree 128 $75,000 $90,300 $108, $4,000 $10,000 $20,000 Doctoral degree 43 $72,000 $86,700 $120, $4,400 $8,500 $23,800 professional services 160 $62,000 $89,500 $115, $2,500 $5,000 $10,000 no college degree 23 $50,700 $60,300 $84, Bachelors degree 58 $59,600 $87,000 $102, $2,400 $4,000 $9,000 Masters degree 64 $80,000 $101,000 $120, $2,900 $6,500 $10,500 Doctoral degree 15 $80,000 $112,000 $150,000 6 academia 55 $54,000 $75,000 $102,000 8 no college degree 6 1 Bachelors degree 17 $53,500 $71,000 $87,400 2 Masters degree 27 $54,000 $75,000 $111,000 5 Doctoral degree 5 0 other 235 $54,000 $78,000 $99, $1,700 $3,800 $8,100 no college degree 47 $48,000 $60,000 $78, $1,400 $2,500 $5,000 Bachelors degree 102 $60,000 $73,900 $94, $2,000 $3,500 $8,000 Masters degree 76 $57,500 $88,300 $115, $1,500 $5,000 $8,900 Doctoral degree 10 8 Note: Results not shown if fewer than 15 valid values. NCMA 2006 Salary Survey 25

32 Exhibit 2.17 Compensation by Employer and Experience ANNUAL SALARY ANNUAL BONUS 25% 50% 75% 25% 50% 75% earn earn earn earn earn earn # less less less # less less less Total 4482 $63,000 $82,000 $101, $1,500 $3,000 $7,000 federal government 1357 $65,000 $80,700 $100, $1,000 $1,500 $2,700 < 5 yrs 268 $43,100 $52,000 $65, $500 $900 $1, yrs 213 $63,000 $69,800 $82, $800 $1,200 $2, yrs 178 $72,000 $81,500 $97, $1,000 $1,800 $2, yrs 198 $75,000 $86,200 $100, $1,100 $2,000 $3, yrs 410 $80,000 $95,200 $110, $1,000 $1,900 $3, yrs 78 $88,800 $100,000 $118, $1,200 $2,000 $3,000 state or local government 147 $55,000 $68,800 $89, $1,700 $2,600 $4,800 < 5 yrs 25 $45,100 $52,800 $61, yrs 33 $53,800 $68,000 $80, yrs 18 $50,400 $58,000 $82, yrs 25 $57,700 $68,000 $93, yrs 33 $70,300 $84,000 $92, yrs 11 4 government contractor 2193 $64,000 $85,000 $104, $2,000 $4,500 $10,000 < 5 yrs 459 $46,000 $55,000 $68, $1,500 $2,300 $4, yrs 393 $60,000 $73,000 $87, $1,500 $3,000 $5, yrs 281 $70,000 $85,000 $100, $2,000 $4,500 $10, yrs 304 $75,300 $92,000 $110, $3,000 $5,000 $11, yrs 580 $86,000 $100,000 $120, $3,000 $5,000 $15, yrs 159 $90,200 $107,000 $126, $3,400 $7,000 $15,000 commercial business 330 $67,000 $85,000 $102, $3,500 $8,000 $16,000 < 5 yrs 73 $50,000 $62,000 $80, $2,000 $4,500 $10, yrs 74 $64,000 $78,000 $95, $4,000 $6,900 $12, yrs 55 $68,000 $75,000 $90, $3,000 $8,100 $16, yrs 40 $86,100 $99,000 $110, $3,900 $10,000 $19, yrs 70 $87,500 $100,500 $120, $5,000 $10,000 $20, yrs 18 $88,000 $113,000 $135, continued on next page NCMA 2006 Salary Survey

33 Exhibit 2.17 (continued) Compensation by Employer and Experience ANNUAL SALARY ANNUAL BONUS 25% 50% 75% 25% 50% 75% earn earn earn earn earn earn # less less less # less less less... continued from previous page professional services 160 $62,000 $89,500 $115, $2,500 $5,000 $10,000 < 5 yrs 33 $41,000 $53,000 $65, $800 $3,000 $5, yrs 24 $72,800 $85,800 $102, $2,400 $5,000 $10, yrs 26 $79,800 $89,000 $111, $5,000 $6,500 $10, yrs 23 $71,000 $88,000 $100, yrs 35 $100,000 $113,000 $130, $2,000 $6,700 $18, yrs 17 $105,000 $140,000 $200,000 7 academia 55 $54,000 $75,000 $102,000 8 other 235 $54,000 $78,000 $99, $1,700 $3,800 $8,100 < 5 yrs 44 $40,300 $52,000 $70, $800 $1,700 $6, yrs 37 $48,800 $61,000 $82, $1,500 $2,500 $5, yrs 44 $52,800 $67,900 $87, $1,200 $3,200 $7, yrs 30 $64,500 $81,500 $102, $2,300 $5,900 $9, yrs 52 $80,300 $97,500 $115, $2,900 $5,400 $12, yrs 25 $88,800 $97,500 $120, $3,000 $5,200 $24,300 Note: Results not shown if fewer than 15 valid values. NCMA 2006 Salary Survey 27

34

35 3. Compensation by Position Notes Tables in this section report compensation by position. Respondents were asked to categorize their positions against of a list of four generic position titles (plus "other"): executives (CEO, President, VP, Owner), managers (second tier or higher), supervisors (first tier), and non-supervisory staff members. For each position, results are broken out by a number of factors to demonstrate the correlations with compensation: age, gender, education, certifications, experience, employer, organization size, years with employer, and location (Census Division plus state and/or metro area where possible). Note that all factors are based on respondent self-reports and are thus subject to some variation in how terms were understood. Two measures are reported: annual salary and annual bonus. Annual bonus statistics are based on only those individuals for whom bonus eligibility is part of their compensation package. In addition to the number of individuals answering, three percentile values are reported for each measure: 25% of professionals earn less than the 25th percentile, 50% earn less than the 50th percentile (or median), and 75% earn less than the 75th. All percentiles are suppressed if there are fewer than 15 valid responses. NCMA 2006 Salary Survey 29

36 Exhibit 3.01 Compensation: Executives ANNUAL SALARY ANNUAL BONUS 25% 50% 75% 25% 50% 75% earn earn earn earn earn earn # less less less # less less less Total 177 $100,000 $127,000 $159, $6,000 $18,000 $40,000 Age < $93,000 $111,300 $150, $5,000 $9,800 $32, $109,800 $130,000 $167, $8,000 $22,000 $45, $100,000 $128,000 $159, $5,800 $18,000 $47,500 Gender male 118 $111,300 $132,500 $171, $9,900 $25,000 $50,000 female 57 $85,500 $111,000 $147, $4,600 $10,000 $21,500 Education no college degree 16 $79,800 $101,500 $147, Bachelors degree 49 $94,300 $117,000 $146, $10,000 $15,000 $50,000 Masters degree 97 $109,500 $133,000 $167, $6,200 $20,000 $43,800 Doctoral degree 15 $120,000 $148,000 $163, Certifications CFCM 8 5 CPCM 40 $116,300 $135,000 $151, $5,000 $25,000 $50,000 CPM or APP 4 0 DAWAI Level I 6 2 DAWAI Level II 9 4 DAWAI Level III 32 $107,900 $137,500 $171, $5,000 $12,500 $53,800 none 83 $94,600 $120,000 $163, $5,000 $15,000 $40,000 Experience < 5 yrs yrs 17 $75,000 $95,000 $130, yrs 22 $88,800 $112,500 $127, yrs 26 $97,500 $136,500 $180, $6,500 $15,000 $45, yrs 71 $116,000 $135,000 $160, $6,400 $21,500 $46, yrs 34 $102,300 $144,000 $175, $7,800 $22,000 $52,500 Employer federal government 22 $107,500 $141,000 $152, $5,000 $5,700 $18,000 state or local government 6 2 government contractor 81 $101,500 $130,000 $160, $10,300 $21,500 $48,500 commercial business 19 $95,000 $120,000 $175, professional services 30 $100,000 $117,500 $144, $9,700 $19,000 $50,000 academia 2 0 other 17 $104,500 $150,000 $200, continued on next page NCMA 2006 Salary Survey

37 Exhibit 3.01 (continued) Compensation: Executives ANNUAL SALARY ANNUAL BONUS 25% 50% 75% 25% 50% 75% earn earn earn earn earn earn # less less less # less less less... continued from previous page Organization Size (Revenue/Budget) < $10 million 57 $82,000 $108,000 $135, $8,300 $15,000 $37,500 $11 - $100 million 41 $107,100 $125,000 $144, $6,800 $15,000 $35,000 $101 - $500 million 31 $110,000 $150,000 $182, $4,000 $20,000 $47,500 over $501 million 47 $120,000 $150,000 $188, $5,000 $21,000 $50,000 Years With Employer 1 year or less 15 $120,000 $133,000 $147, yrs 21 $100,000 $120,000 $155, $5,000 $10,000 $20, yrs 26 $100,000 $150,000 $182, $10,800 $20,000 $40, yrs 50 $95,000 $122,700 $159, $10,000 $18,000 $30, yrs 43 $102,000 $135,000 $160, $13,500 $30,000 $50, yrs 21 $100,000 $120,000 $152, Location (Census Division) New England 7 3 Middle Atlantic 11 7 East North Central 10 5 West North Central 2 2 South Atlantic 97 $105,000 $128,000 $155, $5,000 $15,000 $40,000 East South Central 4 4 West South Central 7 4 Mountain 12 8 Pacific 26 $100,000 $135,000 $221, APO 1 0 Location (State) California 19 $120,000 $180,000 $225,000 9 Maryland 16 $100,000 $127,500 $150, Virginia 51 $109,000 $125,000 $159, $9,200 $21,500 $50,000 Location (Metro Area) Washington, DC 62 $114,300 $131,500 $160, $5,800 $15,000 $46,300 Note: Results not shown if fewer than 15 valid values. NCMA 2006 Salary Survey 31

38 Exhibit 3.02 Compensation: Managers ANNUAL SALARY ANNUAL BONUS 25% 50% 75% 25% 50% 75% earn earn earn earn earn earn # less less less # less less less Total 999 $87,500 $103,000 $123, $3,000 $6,000 $14,800 Age < $65,000 $80,000 $90, $5,000 $8,000 $15, $80,000 $96,000 $114, $3,900 $6,000 $12, $90,000 $105,000 $125, $3,000 $6,000 $15, $95,000 $110,000 $130, $3,000 $5,000 $14,000 Gender male 580 $93,000 $109,000 $130, $3,500 $7,000 $17,400 female 415 $80,000 $96,000 $114, $3,000 $5,000 $10,000 Education no college degree 109 $75,000 $94,000 $106, $2,500 $5,000 $10,000 Bachelors degree 351 $86,000 $100,500 $120, $3,000 $6,300 $15,000 Masters degree 481 $90,000 $107,000 $129, $3,000 $6,000 $13,000 Doctoral degree 57 $89,500 $115,000 $137, $4,200 $9,400 $25,000 Certifications CFCM 70 $90,000 $103,500 $116, $2,000 $3,500 $10,000 CPCM 162 $95,000 $112,500 $130, $2,500 $5,000 $10,000 CPM or APP 55 $85,000 $95,000 $120, $3,000 $6,000 $10,000 DAWAI Level I 20 $83,600 $107,300 $123, DAWAI Level II 35 $86,500 $104,600 $120, $1,900 $3,000 $13,800 DAWAI Level III 141 $92,800 $105,000 $124, $2,000 $3,000 $6,000 none 491 $85,000 $100,000 $120, $4,000 $7,700 $15,100 Experience < 5 yrs 77 $64,000 $80,000 $91, $3,000 $6,000 $11, yrs 124 $75,000 $92,000 $105, $4,000 $5,000 $10, yrs 142 $82,100 $98,000 $120, $2,800 $5,000 $13, yrs 177 $89,000 $102,600 $120, $3,000 $6,100 $15, yrs 375 $98,000 $110,000 $130, $3,000 $6,000 $15, yrs 102 $97,500 $114,700 $132, $3,000 $5,000 $16,000 Employer federal government 161 $94,400 $107,000 $124, $1,500 $2,800 $4,000 state or local government 37 $76,800 $91,000 $97,500 9 government contractor 580 $90,000 $107,000 $127, $4,000 $8,000 $18,000 commercial business 89 $84,500 $96,000 $114, $5,600 $10,000 $20,000 professional services 39 $80,700 $97,300 $120, $3,000 $5,000 $8,100 academia 19 $74,000 $83,000 $102,000 1 other 73 $70,000 $93,500 $111, $3,000 $5,000 $11,500 continued on next page NCMA 2006 Salary Survey

39 Exhibit 3.02 (continued) Compensation: Managers ANNUAL SALARY ANNUAL BONUS 25% 50% 75% 25% 50% 75% earn earn earn earn earn earn # less less less # less less less... continued from previous page Organization Size (Revenue/Budget) < $10 million 83 $70,000 $85,000 $105, $2,000 $4,000 $7,500 $11 - $100 million 203 $80,000 $93,000 $110, $3,000 $5,000 $12,000 $101 - $500 million 141 $85,000 $100,000 $113, $3,000 $6,000 $12,000 over $501 million 507 $96,000 $114,000 $130, $4,000 $7,500 $18,000 Years With Employer 1 year or less 131 $85,000 $103,000 $125, $4,500 $6,100 $15,000 2 yrs 90 $85,900 $99,900 $125, $4,000 $5,000 $10, yrs 128 $81,200 $100,000 $120, $3,000 $5,500 $11, yrs 224 $85,100 $102,000 $119, $3,000 $7,000 $15, yrs 219 $84,000 $100,000 $120, $3,000 $5,000 $12, yrs 205 $98,000 $113,000 $131, $3,000 $6,000 $20,000 Location (Census Division) New England 49 $88,500 $105,000 $120, $3,000 $6,000 $12,000 Middle Atlantic 58 $75,000 $103,500 $130, $4,100 $12,500 $25,000 East North Central 60 $85,000 $95,100 $120, $3,000 $7,000 $15,000 West North Central 35 $85,000 $95,000 $111, $3,800 $7,000 $11,000 South Atlantic 414 $93,500 $110,000 $129, $3,000 $6,000 $13,000 East South Central 50 $80,000 $96,300 $110, $3,800 $6,500 $14,500 West South Central 75 $80,000 $102,000 $117, $3,000 $5,000 $10,000 Mountain 90 $81,900 $101,000 $115, $3,000 $5,000 $12,000 Pacific 154 $87,900 $100,000 $120, $3,000 $5,000 $15,000 APO continued on next page... NCMA 2006 Salary Survey 33

40 Exhibit 3.02 (continued) Compensation: Managers ANNUAL SALARY ANNUAL BONUS 25% 50% 75% 25% 50% 75% earn earn earn earn earn earn # less less less # less less less... continued from previous page Location (State) Alabama 31 $80,000 $95,000 $111, $4,000 $5,000 $12,000 Arizona 18 $73,000 $96,500 $116, California 114 $93,400 $105,000 $123, $3,000 $5,000 $20,000 Colorado 34 $98,800 $108,000 $115, $4,000 $6,600 $14,500 Connecticut 16 $89,800 $106,800 $122, District of Columbia 49 $102,500 $125,000 $134, $2,100 $4,000 $6,600 Florida 69 $84,000 $100,700 $120, $3,000 $5,000 $18,000 Georgia 19 $80,000 $95,000 $103, Illinois 23 $89,000 $105,000 $120, $2,800 $7,000 $15,000 Maryland 62 $95,000 $105,000 $130, $2,500 $6,000 $13,000 Massachusetts 22 $92,300 $104,500 $121, $3,000 $6,000 $11,000 Missouri 16 $87,800 $106,500 $134, New Jersey 15 $100,000 $118,000 $140, New York 25 $79,200 $102,000 $134, Ohio 22 $80,000 $91,000 $123, $2,500 $6,000 $15,000 Pennsylvania 18 $65,800 $92,500 $118, Texas 67 $78,600 $102,600 $117, $2,900 $5,000 $10,000 Virginia 189 $95,300 $114,000 $130, $4,000 $7,700 $15,500 Washington 27 $84,000 $90,000 $105, $2,600 $4,200 $9,300 Location (Metro Area) Baltimore 20 $97,900 $108,500 $130, Boston 21 $91,500 $105,000 $125, $3,000 $7,000 $11,100 Dallas-Fort Worth 26 $96,500 $106,000 $117, $3,000 $5,900 $10,000 Denver 17 $100,500 $110,000 $117, Houston 19 $96,000 $105,000 $140, Huntsville 28 $81,100 $97,500 $117, $4,100 $5,000 $13,500 Los Angeles 53 $94,200 $100,000 $120, $3,000 $5,000 $17,500 New York 23 $90,000 $108,000 $132, $3,000 $5,500 $22,500 Orlando 15 $102,800 $120,000 $132,000 7 San Diego 20 $91,500 $105,000 $124, $2,900 $5,000 $13,800 Virginia Beach-Norfolk 24 $68,000 $91,300 $99, Washington, DC 234 $99,500 $120,000 $134, $3,500 $6,700 $13,000 Note: Results not shown if fewer than 15 valid values. 34 NCMA 2006 Salary Survey

41 Exhibit 3.03 Compensation: Supervisors ANNUAL SALARY ANNUAL BONUS 25% 50% 75% 25% 50% 75% earn earn earn earn earn earn # less less less # less less less Total 713 $75,000 $90,000 $103, $1,900 $3,100 $6,500 Age < $61,400 $75,300 $92, $2,400 $5,000 $8, $71,500 $88,000 $98, $2,000 $3,000 $5, $79,100 $93,000 $106, $2,000 $3,500 $7, $80,000 $94,300 $108, $1,500 $2,500 $6,200 Gender male 337 $82,300 $95,000 $107, $2,000 $3,900 $8,000 female 374 $70,000 $85,600 $100, $1,500 $3,000 $5,000 Education no college degree 99 $65,000 $78,000 $94, $2,000 $3,000 $5,400 Bachelors degree 257 $72,000 $87,000 $100, $1,900 $3,000 $6,000 Masters degree 329 $82,000 $96,000 $107, $2,000 $3,500 $7,700 Doctoral degree 27 $83,000 $100,000 $126, $1,500 $2,500 $5,000 Certifications CFCM 52 $82,000 $90,500 $101, $1,200 $2,000 $5,000 CPCM 96 $90,400 $102,200 $115, $1,500 $3,000 $7,000 CPM or APP 32 $77,500 $95,000 $106, $1,500 $4,000 $8,000 DAWAI Level I 27 $80,000 $90,000 $95, $1,300 $2,000 $3,400 DAWAI Level II 48 $80,100 $90,000 $96, $1,500 $2,000 $3,600 DAWAI Level III 143 $84,800 $96,300 $105, $1,500 $2,500 $4,000 none 336 $72,200 $88,000 $102, $2,000 $4,000 $8,000 Experience < 5 yrs 88 $55,000 $68,000 $81, $2,000 $4,000 $8, yrs 107 $72,000 $80,000 $94, $1,700 $3,000 $5, yrs 121 $75,200 $90,000 $98, $2,000 $3,500 $6, yrs 116 $78,000 $92,500 $103, $1,500 $3,100 $6, yrs 223 $86,000 $97,000 $107, $1,500 $3,000 $5, yrs 53 $90,600 $105,000 $124, $2,400 $5,000 $14,300 Employer federal government 221 $80,100 $94,000 $105, $1,500 $2,000 $3,000 state or local government 25 $50,000 $65,000 $87,000 5 government contractor 359 $76,000 $90,000 $102, $2,500 $5,000 $8,000 commercial business 52 $68,500 $90,300 $107, $6,500 $11,000 $18,400 professional services 17 $79,500 $90,600 $109, academia 10 3 other 28 $63,500 $79,500 $104, $900 $2,500 $9,300 continued on next page... NCMA 2006 Salary Survey 35

42 Exhibit 3.03 (continued) Compensation: Supervisors ANNUAL SALARY ANNUAL BONUS 25% 50% 75% 25% 50% 75% earn earn earn earn earn earn # less less less # less less less... continued from previous page Organization Size (Revenue/Budget) < $10 million 48 $59,400 $80,000 $93, $2,000 $3,000 $5,000 $11 - $100 million 123 $68,000 $85,000 $100, $2,100 $3,800 $6,600 $101 - $500 million 87 $73,000 $87,400 $100, $1,600 $4,000 $12,000 over $501 million 339 $84,000 $96,000 $107, $2,000 $3,500 $7,800 Years With Employer 1 year or less 78 $72,000 $88,000 $101, $2,000 $5,000 $8,000 2 yrs 66 $72,700 $82,800 $105, $1,500 $2,800 $6, yrs 124 $72,300 $88,500 $101, $2,000 $4,000 $6, yrs 170 $75,100 $90,200 $104, $2,000 $3,700 $7, yrs 150 $75,900 $90,000 $101, $1,500 $2,800 $5, yrs 124 $82,100 $96,000 $106, $1,500 $3,000 $5,800 Location (Census Division) New England 26 $85,300 $95,000 $106, $1,500 $2,800 $5,000 Middle Atlantic 31 $74,900 $95,000 $105, $1,500 $3,800 $8,000 East North Central 64 $75,000 $87,200 $96, $1,500 $4,000 $8,400 West North Central 24 $70,800 $84,000 $92, South Atlantic 297 $77,000 $94,000 $106, $2,000 $3,000 $5,000 East South Central 26 $69,700 $82,700 $88, $1,400 $5,000 $6,500 West South Central 68 $75,100 $90,000 $105, $1,800 $3,000 $7,300 Mountain 61 $74,000 $89,300 $109, $2,000 $5,000 $9,500 Pacific 109 $78,000 $90,000 $104, $2,000 $3,500 $8,000 APO 7 2 Location (State) California 82 $79,600 $91,500 $105, $2,500 $4,000 $8,000 Colorado 28 $75,800 $95,000 $110, $2,100 $5,000 $14,500 District of Columbia 44 $96,300 $103,500 $115, $1,500 $2,000 $3,800 Florida 40 $59,800 $78,000 $94, $1,500 $3,500 $9,000 Illinois 15 $52,000 $91,500 $97,000 9 Maryland 48 $75,300 $97,800 $106, $2,000 $3,000 $5,000 Massachusetts 18 $85,300 $95,500 $105, New York 16 $73,100 $90,000 $102,300 9 Ohio 21 $76,500 $87,400 $96, Texas 56 $78,000 $90,700 $106, $2,500 $3,500 $10,500 Virginia 140 $78,300 $94,800 $108, $2,100 $3,500 $6,500 Washington 20 $64,100 $85,000 $97, continued on next page NCMA 2006 Salary Survey

43 Exhibit 3.03 (continued) Compensation: Supervisors ANNUAL SALARY ANNUAL BONUS 25% 50% 75% 25% 50% 75% earn earn earn earn earn earn # less less less # less less less... continued from previous page Location (Metro Area) Boston 17 $86,000 $96,000 $105, Dallas-Fort Worth 29 $80,000 $95,000 $106, $3,200 $5,000 $15,000 Denver 19 $70,700 $92,000 $110, Houston 15 $70,000 $95,000 $111,400 6 Los Angeles 35 $88,000 $100,000 $108, $2,000 $4,500 $9,600 San Diego 19 $75,000 $87,000 $102, Virginia Beach-Norfolk 19 $60,000 $68,400 $79, Washington, DC 180 $87,700 $100,300 $111, $2,000 $3,000 $5,000 Note: Results not shown if fewer than 15 valid values. NCMA 2006 Salary Survey 37

44 Exhibit 3.04 Compensation: Staff ANNUAL SALARY ANNUAL BONUS 25% 50% 75% 25% 50% 75% earn earn earn earn earn earn # less less less # less less less Total 2455 $55,000 $70,000 $85, $1,000 $2,000 $3,300 Age < $45,000 $55,000 $65, $1,000 $2,000 $3, $55,600 $68,600 $82, $1,000 $1,900 $3, $60,000 $76,000 $90, $1,000 $2,000 $3, $65,000 $81,200 $94, $1,000 $2,000 $3,500 Gender male 951 $62,000 $77,800 $91, $1,000 $2,000 $4,000 female 1491 $52,000 $65,000 $81, $1,000 $1,800 $3,000 Education no college degree 378 $48,700 $62,300 $75, $1,000 $1,500 $3,000 Bachelors degree 1136 $52,000 $65,000 $82, $1,000 $2,000 $3,000 Masters degree 838 $62,100 $76,800 $91, $1,000 $2,000 $3,500 Doctoral degree 101 $68,700 $85,000 $100, $1,900 $3,000 $7,000 Certifications CFCM 104 $72,000 $80,800 $92, $1,000 $1,800 $3,000 CPCM 162 $81,400 $91,000 $101, $1,100 $2,500 $4,300 CPM or APP 69 $65,400 $77,300 $87, $1,500 $3,000 $5,000 DAWAI Level I 160 $47,400 $59,500 $80, $600 $1,000 $2,000 DAWAI Level II 301 $57,000 $68,000 $80, $800 $1,200 $2,000 DAWAI Level III 323 $74,700 $85,000 $98, $1,000 $1,600 $3,000 none 1311 $51,000 $65,000 $81, $1,000 $2,000 $3,600 Experience < 5 yrs 724 $43,600 $52,000 $62, $800 $1,500 $2, yrs 518 $56,900 $67,000 $78, $1,000 $1,700 $3, yrs 301 $63,000 $75,000 $84, $1,200 $2,000 $3, yrs 294 $70,600 $81,000 $92, $1,200 $2,300 $4, yrs 478 $74,300 $86,000 $100, $1,200 $2,000 $3, yrs 116 $82,000 $91,000 $101, $1,000 $2,000 $4,500 Employer federal government 889 $57,000 $72,000 $86, $800 $1,200 $2,000 state or local government 76 $52,200 $60,900 $71, $1,500 $2,600 $5,000 government contractor 1130 $54,700 $69,000 $85, $1,500 $2,500 $4,500 commercial business 160 $60,000 $75,000 $90, $2,000 $4,000 $8,100 professional services 66 $52,400 $64,300 $86, $700 $2,500 $5,100 academia 22 $51,300 $54,000 $70,300 4 other 109 $47,500 $60,000 $80, $1,300 $2,500 $6,200 continued on next page NCMA 2006 Salary Survey

45 Exhibit 3.04 (continued) Compensation: Staff ANNUAL SALARY ANNUAL BONUS 25% 50% 75% 25% 50% 75% earn earn earn earn earn earn # less less less # less less less... continued from previous page Organization Size (Revenue/Budget) < $10 million 118 $50,000 $58,300 $77, $600 $1,200 $2,500 $11 - $100 million 318 $50,000 $64,000 $80, $1,000 $1,900 $3,000 $101 - $500 million 243 $59,000 $70,000 $88, $1,200 $2,600 $4,000 over $501 million 1001 $62,000 $77,300 $91, $1,400 $2,500 $4,500 Years With Employer 1 year or less 557 $50,000 $66,000 $83, $1,000 $2,000 $3,000 2 yrs 345 $49,000 $62,000 $80, $1,000 $2,000 $3, yrs 345 $54,400 $65,000 $80, $1,000 $1,600 $3, yrs 511 $54,700 $68,000 $85, $1,000 $2,000 $3, yrs 375 $62,500 $78,000 $90, $1,000 $2,000 $4, yrs 317 $66,500 $81,000 $93, $1,000 $2,000 $3,000 Location (Census Division) New England 84 $55,600 $66,000 $86, $1,000 $2,000 $3,100 Middle Atlantic 144 $50,000 $64,000 $80, $800 $1,500 $3,000 East North Central 184 $53,100 $67,500 $80, $1,000 $2,000 $3,300 West North Central 105 $48,700 $58,000 $78, $1,000 $2,000 $3,600 South Atlantic 944 $58,000 $74,000 $88, $1,000 $2,000 $3,200 East South Central 146 $49,900 $62,200 $76, $1,000 $1,700 $3,000 West South Central 223 $53,700 $67,000 $80, $700 $1,500 $3,000 Mountain 237 $55,000 $69,000 $87, $900 $2,000 $3,500 Pacific 371 $57,200 $74,000 $88, $1,100 $2,000 $4,700 APO 17 $55,000 $62,500 $80, continued on next page... NCMA 2006 Salary Survey 39

46 Exhibit 3.04 (continued) Compensation: Staff ANNUAL SALARY ANNUAL BONUS 25% 50% 75% 25% 50% 75% earn earn earn earn earn earn # less less less # less less less... continued from previous page Location (State) Alabama 90 $47,300 $62,500 $75, $1,000 $2,000 $3,500 Arizona 52 $54,800 $75,000 $90, $1,400 $2,300 $4,600 California 269 $60,000 $75,000 $90, $1,100 $2,200 $5,000 Colorado 78 $51,700 $74,000 $93, $1,500 $2,000 $4,500 Connecticut 18 $55,000 $75,000 $94,800 7 District of Columbia 123 $75,000 $91,400 $107, $1,200 $2,500 $3,500 Florida 150 $52,000 $68,000 $80, $1,000 $1,600 $3,300 Georgia 79 $53,000 $63,500 $76, $500 $1,300 $2,500 Illinois 53 $56,000 $73,000 $85, $1,500 $2,500 $5,000 Indiana 28 $52,500 $59,700 $73, $800 $1,500 $2,000 Kentucky 21 $47,800 $57,000 $65, Maryland 149 $60,000 $76,000 $91, $1,000 $2,000 $3,000 Massachusetts 42 $55,900 $66,000 $86, $1,000 $2,000 $3,100 Michigan 24 $47,100 $62,500 $71, Minnesota 25 $51,800 $67,200 $81, Missouri 60 $46,000 $54,000 $74, $1,300 $2,000 $3,600 New Jersey 42 $48,000 $58,500 $87, $500 $500 $2,800 New Mexico 53 $58,800 $67,000 $81, $1,000 $2,100 $3,700 New York 51 $52,000 $70,000 $81, $1,000 $1,500 $2,400 North Carolina 19 $53,700 $65,000 $72, Ohio 72 $54,300 $70,000 $81, $800 $1,500 $3,000 Oklahoma 33 $45,500 $62,000 $71, $300 $500 $2,600 Pennsylvania 51 $49,000 $60,000 $79, $800 $1,700 $3,700 South Carolina 26 $58,200 $67,900 $85,000 7 Tennessee 25 $50,800 $65,000 $82, Texas 181 $56,700 $68,000 $81, $1,000 $1,800 $3,000 Utah 29 $52,000 $70,000 $81, $500 $800 $1,500 Virginia 389 $57,900 $75,000 $90, $1,000 $2,000 $4,000 Washington 87 $54,500 $70,000 $85, $1,000 $1,600 $2,800 continued on next page NCMA 2006 Salary Survey

47 Exhibit 3.04 (continued) Compensation: Staff ANNUAL SALARY ANNUAL BONUS 25% 50% 75% 25% 50% 75% earn earn earn earn earn earn # less less less # less less less... continued from previous page Location (Metro Area) Albuquerque 43 $59,000 $70,500 $82, $1,000 $2,300 $4,300 Atlanta 37 $52,800 $62,000 $76, Baltimore 36 $60,100 $76,000 $84, $1,500 $2,500 $10,800 Boston 39 $56,000 $66,000 $90, $1,000 $2,000 $3,000 Chicago 28 $66,100 $80,200 $86, $1,700 $2,600 $6,000 Colorado Springs 30 $51,000 $64,800 $82, $900 $1,600 $3,000 Columbus 22 $53,200 $63,700 $77, Dallas-Fort Worth 74 $65,000 $75,000 $85, $1,000 $2,600 $3,500 Dayton 37 $50,000 $70,000 $81, $700 $1,200 $2,500 Denver 35 $55,000 $81,000 $101, $1,500 $3,000 $6,000 Detroit 17 $47,100 $58,700 $69,000 7 Fort Walton Beach 19 $52,000 $66,500 $72, Houston 42 $54,300 $67,000 $81, $900 $1,500 $3,000 Huntsville 77 $47,200 $61,000 $75, $1,000 $2,000 $3,600 Kennewick 29 $62,500 $77,000 $92, Knoxville 15 $48,000 $62,000 $95,000 7 Lexington Park 16 $60,000 $69,800 $89,800 5 Los Angeles 120 $63,300 $79,000 $94, $1,400 $2,300 $5,000 Minneapolis-St. Paul 22 $52,300 $66,100 $78, New York 52 $52,800 $66,500 $87, $500 $1,000 $2,000 Ogden 18 $52,000 $63,500 $80, Oklahoma City 30 $47,600 $63,000 $73, $300 $500 $2,900 Orlando 26 $60,000 $72,000 $80, Palm Bay-Melbourne-Titusville 53 $53,400 $68,000 $83, $1,400 $2,300 $3,700 Philadelphia 24 $49,800 $72,500 $91, Phoenix 36 $63,300 $78,000 $90, Richmond 29 $54,200 $65,000 $80, $900 $1,200 $1,600 Sacramento 16 $54,600 $62,500 $74,300 3 St. Louis 48 $46,000 $51,000 $65, $1,400 $2,000 $4,300 San Antonio 32 $51,300 $64,100 $72, $800 $1,000 $3,000 San Diego 43 $56,000 $67,000 $89, $1,000 $2,500 $5,000 San Jose 19 $77,100 $85,200 $113,000 7 Seattle-Tacoma 36 $54,000 $65,000 $77, Tampa-St. Petersburg 20 $51,900 $71,000 $80,000 9 Virginia Beach-Norfolk 43 $43,500 $54,700 $66, $500 $1,000 $1,900 Warner Robins 27 $43,000 $62,000 $75, Washington, DC 510 $65,000 $82,000 $97, $1,300 $2,200 $4,000 Note: Results not shown if fewer than 15 valid values. NCMA 2006 Salary Survey 41

48

49 4. Professional Profile Notes The tables in this section present survey results profiling the 4,482 reporting full time US respondents and their employment situations. Compensation results are also recapped. All tables are broken out by position; a few selected tables are also broken out by employer type. Definitions of the statistics reported may be found in the Appendix. NCMA 2006 Salary Survey 43

50 Exhibit 4.01 Age What is your age? P O S I T I O N TOTAL executives managers supervisors staff other base: reporting FT US respondents or older 9% 17% 11% 9% 7% 14% years 14% 18% 15% 16% 12% 18% years 19% 24% 25% 19% 16% 22% years 19% 20% 23% 20% 18% 22% years 14% 14% 11% 14% 15% 13% years 9% 5% 8% 10% 10% 6% under 35 years 14% 2% 5% 9% 21% 5% mean: standard error: median: no answer 1% 1% 1% 2% 1% 2% Exhibit 4.02 Gender Are you male or female? P O S I T I O N TOTAL executives managers supervisors staff other base: reporting FT US respondents male 46% 67% 58% 47% 39% 41% female 54% 32% 42% 52% 61% 59% no answer 0% 1% 0% 0% 1% 0% 44 NCMA 2006 Salary Survey

51 Exhibit 4.03 Education What is the highest level of education you have attained to date? P O S I T I O N TOTAL executives managers supervisors staff other base: reporting FT US respondents Doctorate 5% 8% 6% 4% 4% 7% Masters degree 40% 55% 48% 46% 34% 38% Bachelors degree 41% 28% 35% 36% 46% 39% completed some college 13% 8% 10% 13% 14% 14% high school graduate 1% 1% 1% 1% 1% 1% did not graduate from high school 0% 0% 0% 0% 0% 0% no answer 0% 0% 0% 0% 0% 0% Exhibit 4.04 NCMA Membership Are you a member of NCMA? P O S I T I O N TOTAL executives managers supervisors staff other base: reporting FT US respondents yes 80% 89% 83% 81% 78% 74% no 7% 3% 5% 6% 9% 10% formerly a member, not currently 13% 8% 12% 13% 13% 15% no answer 0% 0% 0% 0% 0% 0% NCMA 2006 Salary Survey 45

52 Exhibit 4.05a Certifications Held (by Position) Which of these certifications do you possess? P O S I T I O N TOTAL executives managers supervisors staff other base: reporting FT US respondents (multiple answers) DAWAI Level III 15% 18% 14% 20% 13% 27% CPCM (NCMA) 11% 23% 16% 13% 7% 11% DAWAI Level II 9% 5% 4% 7% 12% 10% CFCM (NCMA), formerly CACM 5% 5% 7% 7% 4% 7% DAWAI Level I 5% 3% 2% 4% 7% 4% C.P.M. or A.P.P. (Institute of Supply Management) 4% 2% 6% 4% 3% 2% PMP (Project Management Institute) 2% 2% 4% 2% 1% 4% CPA 1% 5% 2% 1% 0% 3% (American Institute of Certified Public Accountants) CPIM (APICS) 0% 0% 1% 0% 0% 0% CCCM (NCMA) 0% 0% 0% 1% 0% 0% CPPO (NIGP) 0% 1% 1% 0% 0% 0% CPPS (NPMA) 0% 0% 0% 0% 0% 0% other: 10% 14% 11% 8% 9% 14% Master s Certificate in Government Contracting 1% 2% 1% 1% 1% 1% other 9% 12% 10% 7% 8% 14% indicated one or more 45% 50% 46% 48% 42% 55% none 51% 47% 49% 47% 53% 38% no answer 5% 3% 5% 5% 4% 6% 46 NCMA 2006 Salary Survey

53 Exhibit 4.05b Certifications Held (by Employer) Which of these certifications do you possess? E M P L O Y E R federal state/local government commercial professional TOTAL government government contractor business services other base: reporting FT US respondents (multiple answers) DAWAI Level III 15% 38% 5% 5% 2% 12% 6% CPCM (NCMA) 11% 12% 9% 10% 8% 14% 9% DAWAI Level II 9% 24% 3% 3% 1% 4% 3% CFCM (NCMA), formerly CACM 5% 9% 3% 5% 1% 4% 4% DAWAI Level I 5% 13% 1% 1% 0% 1% 1% C.P.M. or A.P.P. 4% 1% 14% 4% 6% 2% 7% (Institute of Supply Management) PMP (Project Management Institute) 2% 1% 1% 2% 3% 4% 1% CPA 1% 0% 0% 1% 2% 4% 0% (American Institute of Certified Public Accountants) CPIM (APICS) 0% 0% 0% 0% 1% 0% 1% CCCM (NCMA) 0% 0% 0% 0% 1% 0% 0% CPPO (NIGP) 0% 0% 2% 0% 0% 1% 0% CPPS (NPMA) 0% 0% 0% 0% 0% 0% 0% other: 10% 9% 18% 8% 12% 12% 16% Master s Certificate in 1% 0% 1% 1% 1% 1% 1% Government Contracting other 9% 9% 17% 7% 11% 11% 14% indicated one or more 45% 73% 43% 30% 32% 38% 37% none 51% 25% 52% 64% 61% 57% 57% no answer 5% 2% 5% 5% 8% 4% 6% NCMA 2006 Salary Survey 47

54 Exhibit 4.06 Experience How long have you worked in contract management? P O S I T I O N TOTAL executives managers supervisors staff other base: reporting FT US respondents years or more 7% 19% 10% 7% 5% 6% years 10% 17% 15% 10% 7% 15% years 17% 23% 22% 21% 12% 21% years 14% 15% 18% 16% 12% 15% years 14% 12% 14% 17% 12% 14% 5 9 years 18% 10% 12% 15% 21% 13% less than 5 years 20% 3% 8% 12% 29% 13% mean: standard error: median: no answer 1% 1% 0% 1% 1% 3% 48 NCMA 2006 Salary Survey

55 Exhibit 4.07 Employer What type of organization do you work for? P O S I T I O N TOTAL executives managers supervisors staff other base: reporting FT US respondents government contractor 49% 46% 58% 50% 46% 28% (example: Boeing, Raytheon, etc.) federal government 30% 12% 16% 31% 36% 49% (example: IRS, CIA, U.S. Army, etc.) commercial business 7% 11% 9% 7% 7% 7% (example: Starbucks, NIKE, etc.) professional services 4% 17% 4% 2% 3% 6% (example: accountant, lawyer, consultant, etc.) state or local government 3% 3% 4% 4% 3% 2% (example: Los Angeles Dept. of Transportation, Virginia Dept. of Health, etc.) academia 1% 1% 2% 1% 1% 1% (example: college or university) other: 5% 10% 7% 4% 4% 6% non-profit 1% 3% 2% 1% 1% 0% utility 1% 1% 0% 1% 1% 1% other 3% 6% 5% 3% 3% 6% no answer 0% 0% 0% 0% 0% 0% NCMA 2006 Salary Survey 49

56 Exhibit 4.08 Organization Size (Revenue/Budget) What is your organization s annual revenue? (For public agencies, what is your annual budget?) P O S I T I O N TOTAL executives managers supervisors staff other base: reporting FT US respondents over $501 million 43% 27% 51% 48% 41% 38% $ million 12% 18% 14% 12% 10% 12% $ million 16% 23% 20% 17% 13% 13% $1-10 million 6% 21% 7% 5% 4% 7% less than $1 million 2% 11% 1% 2% 1% 1% not sure 21% 1% 6% 15% 30% 28% no answer 1% 0% 1% 1% 1% 1% 50 NCMA 2006 Salary Survey

57 Exhibit 4.09 Years With Current Employer How long have you worked for your current employer? P O S I T I O N TOTAL executives managers supervisors staff other base: reporting FT US respondents years or more 16% 12% 21% 17% 13% 30% years 18% 24% 22% 21% 15% 14% 5 9 years 22% 28% 22% 24% 21% 14% 3 4 years 14% 15% 13% 17% 14% 11% 2 years 12% 12% 9% 9% 14% 10% 1 year 18% 8% 13% 11% 23% 20% mean: standard error: median: no answer 0% 1% 0% 0% 0% 2% NCMA 2006 Salary Survey 51

58 Exhibit 4.10 Source of Current Job How did you find your current job? P O S I T I O N TOTAL executives managers supervisors staff other base: reporting FT US respondents networking 40% 51% 46% 42% 36% 34% online recruitment site 17% 3% 11% 15% 21% 11% print ad 10% 7% 14% 11% 8% 7% placement firm 4% 6% 6% 5% 3% 2% NCMAjobs.com 2% 2% 3% 3% 2% 2% temporary agency 2% 1% 1% 2% 3% 2% job fair 2% 1% 1% 1% 3% 2% other: 23% 28% 18% 20% 24% 37% friends/family/colleagues 4% 2% 3% 3% 4% 8% internal advancement/posting 3% 1% 2% 3% 4% 2% USAJOBS/OPM 2% 1% 1% 1% 3% 6% recruitment 2% 6% 4% 2% 1% 1% college recruitment 1% 0% 0% 1% 1% 2% company s website 1% 0% 0% 1% 1% 0% other 10% 19% 8% 10% 10% 18% no answer 1% 2% 1% 1% 1% 3% 52 NCMA 2006 Salary Survey

59 Exhibit 4.11 Position Please categorize your position as one of the following: P O S I T I O N TOTAL executives managers supervisors staff other base: reporting FT US respondents Executive - CEO, President, VP, Owner 4% 100% 0% 0% 0% 0% Manager - second tier or higher 22% 0% 100% 0% 0% 0% Supervisor - first tier 16% 0% 0% 100% 0% 0% Non-Supervisory - Staff Member 55% 0% 0% 0% 100% 0% other: 3% 0% 0% 0% 0% 100% team leader 1% 0% 0% 0% 0% 28% other 2% 0% 0% 0% 0% 72% no answer 0% 0% 0% 0% 0% 0% NCMA 2006 Salary Survey 53

60 Exhibit 4.12 Job Title What is your job title? P O S I T I O N TOTAL executives managers supervisors staff other base: reporting FT US respondents Contract Manager/ Supervisor/Director 28% 25% 62% 51% 8% 20% Contract Administrator/ Specialist 28% 2% 3% 10% 46% 20% Contracting Officer 9% 2% 3% 11% 11% 16% Buyer/Procurement Specialist/ Purchasing Agent 4% 0% 1% 2% 6% 3% Subcontract Administrator/ Specialist 4% 1% 0% 2% 6% 1% Program Manager/Analyst 3% 2% 4% 3% 3% 2% Subcontract Manager/ Supervisor/Director 3% 1% 5% 4% 2% 0% Consultant 2% 14% 2% 1% 1% 5% Business Analyst/Manager 2% 1% 2% 3% 1% 1% Accounting/Finance Specialist/ Manager 1% 3% 2% 1% 1% 0% Pricing Analyst/ Manager/Director 1% 0% 2% 1% 1% 1% Attorney 1% 3% 1% 0% 1% 3% Marketing/Proposal Specialist/ Manager 1% 1% 1% 1% 0% 1% Technical Specialist/Manager 1% 0% 1% 1% 0% 2% Trainer/Educator/Professor 0% 1% 0% 0% 0% 1% other: 14% 46% 12% 9% 13% 25% Procurement Analyst/ Manager/Director 2% 0% 1% 2% 3% 3% Vice President 1% 20% 0% 0% 0% 1% Contract Negotiator 1% 0% 0% 0% 1% 2% other 10% 26% 11% 7% 8% 19% no answer 0% 0% 0% 0% 0% 0% 54 NCMA 2006 Salary Survey

61 Exhibit 4.13a Compensation Components (by Position) Please select all of the benefits that you receive with your current compensation package. P O S I T I O N TOTAL executives managers supervisors staff other base: reporting FT US respondents (multiple answers) salary 100% 100% 100% 100% 100% 100% vacation leave 97% 92% 98% 98% 96% 94% healthcare benefits 92% 86% 95% 93% 91% 91% life insurance benefits 89% 83% 92% 89% 88% 88% 401K or similar defined contribution retirement plan 88% 84% 90% 89% 87% 84% dental benefits 80% 80% 88% 80% 77% 67% tuition assistance 71% 56% 77% 70% 70% 65% vision benefits 69% 65% 76% 68% 68% 56% bonus 62% 70% 74% 64% 56% 72% traditional defined benefit retirement plan 40% 24% 41% 42% 41% 40% employee stock ownership plan 30% 25% 33% 33% 28% 19% indicated one or more 100% 100% 100% 100% 100% 100% no answer 0% 0% 0% 0% 0% 0% NCMA 2006 Salary Survey 55

62 Exhibit 4.13b Compensation Components (by Employer) Please select all of the benefits that you receive with your current compensation package. E M P L O Y E R federal state/local government commercial professional TOTAL government government contractor business services other base: reporting FT US respondents (multiple answers) salary 100% 100% 100% 100% 100% 100% 100% vacation leave 97% 96% 96% 98% 97% 90% 96% healthcare benefits 92% 86% 95% 95% 97% 86% 93% life insurance benefits 89% 80% 88% 94% 92% 83% 90% 401K or similar defined contribution 88% 76% 71% 96% 95% 85% 83% retirement plan dental benefits 80% 49% 92% 95% 96% 81% 89% tuition assistance 71% 49% 69% 84% 77% 60% 73% vision benefits 69% 40% 86% 83% 85% 64% 81% bonus 62% 66% 22% 62% 75% 64% 53% traditional defined benefit retirement plan 40% 46% 65% 37% 36% 19% 38% employee stock ownership plan 30% 3% 2% 46% 52% 34% 20% indicated one or more 100% 100% 100% 100% 100% 100% 100% no answer 0% 0% 0% 0% 0% 0% 0% 56 NCMA 2006 Salary Survey

63 Exhibit 4.14a Annual Salary (by Position) What is your annual salary? P O S I T I O N TOTAL executives managers supervisors staff other base: reporting FT US respondents $125,000 or more 10% 55% 24% 6% 2% 14% $100,000 - $124,999 19% 27% 33% 28% 9% 27% $90,000 - $99,999 12% 5% 15% 19% 9% 10% $80,000 - $89,999 14% 4% 12% 17% 16% 14% $70,000 - $79,999 12% 3% 7% 13% 15% 12% $60,000 - $69,999 12% 3% 5% 9% 17% 7% $50,000 - $59,999 10% 1% 2% 5% 16% 6% less than $50,000 10% 2% 1% 4% 16% 11% mean: $85,300 $136,800 $105,800 $90,000 $71,500 $93,200 standard error: $500 $4,100 $900 $800 $500 $3,900 standard deviation: $31,600 $54,200 $27,500 $22,000 $22,500 $43,500 10th percentile $49,500 $79,600 $72,500 $61,200 $44,800 $43,800 25th percentile $63,000 $100,000 $87,500 $75,000 $55,000 $70,000 50th percentile $82,000 $127,000 $103,000 $90,000 $70,000 $90,000 75th percentile $101,000 $159,500 $123,000 $103,500 $85,000 $110,000 90th percentile $124,000 $200,000 $140,000 $116,000 $100,000 $133,200 n: no answer 0% 0% 0% 0% 0% 0% NCMA 2006 Salary Survey 57

64 Exhibit 4.14b Annual Salary (by Employer) What is your annual salary? E M P L O Y E R federal state/local government commercial professional TOTAL government government contractor business services other base: reporting FT US respondents $125,000 or more 10% 6% 3% 12% 10% 16% 11% $100,000 - $124,999 19% 19% 7% 19% 20% 26% 14% $90,000 - $99,999 12% 12% 14% 12% 14% 8% 9% $80,000 - $89,999 14% 15% 12% 14% 12% 14% 14% $70,000 - $79,999 12% 14% 13% 12% 15% 8% 10% $60,000 - $69,999 12% 13% 18% 11% 14% 10% 13% $50,000 - $59,999 10% 10% 18% 10% 7% 10% 11% less than $50,000 10% 10% 14% 9% 7% 9% 18% mean: $85,300 $82,100 $74,400 $87,100 $88,100 $98,300 $82,100 standard error: $500 $700 $2,600 $700 $1,700 $4,300 $2,100 standard deviation: $31,600 $25,500 $31,100 $31,600 $31,500 $54,600 $36,400 10th percentile $49,500 $49,400 $48,000 $50,000 $52,600 $50,000 $44,100 25th percentile $63,000 $65,000 $55,000 $64,000 $67,000 $62,000 $54,000 50th percentile $82,000 $80,700 $68,800 $85,000 $85,000 $89,500 $77,000 75th percentile $101,000 $100,000 $89,000 $104,000 $102,000 $115,000 $99,800 90th percentile $124,000 $115,800 $101,000 $128,000 $125,000 $144,900 $125,000 n: no answer 0% 0% 0% 0% 0% 0% 0% 58 NCMA 2006 Salary Survey

65 Exhibit 4.15a Annual Bonus (by Position) How much was your bonus in your last performance review? P O S I T I O N TOTAL executives managers supervisors staff other base: those eligible for bonuses $10,000 or more 18% 63% 36% 15% 5% 20% $5,000 - $9,999 16% 21% 23% 22% 11% 11% $2,500 - $4,999 21% 7% 21% 23% 21% 21% $1,000 - $2,499 27% 2% 12% 27% 37% 23% less than $1,000 11% 0% 2% 7% 17% 18% none 5% 4% 4% 4% 5% 4% mean: $6,600 $26,200 $10,900 $5,300 $2,900 $8,000 standard error: $200 $2,400 $500 $300 $100 $1,600 standard deviation: $11,600 $26,200 $13,900 $6,700 $4,000 $15,400 10th percentile $500 $3,700 $1,000 $800 $400 $500 25th percentile $1,200 $5,000 $3,000 $1,500 $1,000 $1,000 50th percentile $3,000 $15,000 $5,000 $3,000 $1,800 $2,500 75th percentile $6,000 $40,000 $13,000 $6,000 $3,000 $6,700 90th percentile $15,000 $64,000 $25,000 $12,800 $6,000 $22,900 n: no answer 2% 2% 1% 1% 3% 2% NCMA 2006 Salary Survey 59

66 Exhibit 4.15b Annual Bonus (by Employer) How much was your bonus in your last performance review? E M P L O Y E R federal state/local government commercial professional TOTAL government government contractor business services other base: those eligible for bonuses $10,000 or more 18% 1% 6% 25% 39% 27% 18% $5,000 - $9,999 16% 6% 18% 20% 20% 27% 21% $2,500 - $4,999 21% 23% 33% 21% 15% 16% 20% $1,000 - $2,499 27% 43% 33% 21% 11% 8% 22% less than $1,000 11% 21% 6% 5% 3% 15% 10% none 5% 3% 3% 5% 7% 5% 8% mean: $6,600 $2,200 $3,800 $8,400 $12,100 $10,400 $6,900 standard error: $200 $100 $900 $300 $1,000 $1,700 $900 standard deviation: $11,600 $3,700 $5,200 $12,700 $15,800 $17,200 $11,300 10th percentile $500 $400 $700 $800 $500 $500 $400 25th percentile $1,200 $900 $1,600 $2,000 $2,900 $2,000 $1,400 50th percentile $3,000 $1,500 $2,500 $4,000 $7,500 $5,000 $3,000 75th percentile $6,000 $2,500 $4,500 $10,000 $15,000 $10,000 $8,000 90th percentile $15,000 $4,000 $6,000 $20,000 $30,000 $25,000 $17,900 n: no answer 2% 2% 0% 2% 4% 2% 2% 60 NCMA 2006 Salary Survey

67 Exhibit 4.16a Vacation Earned (by Position) How much vacation do you earn? P O S I T I O N TOTAL executives managers supervisors staff other base: those receiving vacation as part of compensation package more than 21 days 38% 52% 45% 41% 33% 52% days 41% 38% 43% 43% 39% 30% 8-14 days 20% 9% 11% 16% 26% 17% 7 days or less 1% 1% 0% 0% 1% 2% no answer 0% 0% 0% 0% 0% 0% Exhibit 4.16b Vacation Earned (by Employer) How much vacation do you earn? E M P L O Y E R federal state/local government commercial professional TOTAL government government contractor business services other base: those receiving vacation as part of compensation package more than 21 days 38% 64% 42% 25% 29% 34% 34% days 41% 21% 40% 51% 49% 40% 47% 8-14 days 20% 14% 17% 24% 22% 24% 18% 7 days or less 1% 1% 1% 1% 0% 2% 2% no answer 0% 0% 1% 0% 0% 0% 0% NCMA 2006 Salary Survey 61

68 Exhibit 4.17 Seeking New Job Are you looking for a new job? P O S I T I O N TOTAL executives managers supervisors staff other base: reporting FT US respondents actively searching 10% 5% 7% 9% 11% 10% considering change 15% 8% 15% 15% 16% 11% might take the right offer 30% 24% 33% 32% 29% 16% not looking 40% 60% 40% 38% 38% 57% will begin searching in a year or two 5% 3% 5% 5% 6% 6% no answer 0% 0% 0% 0% 0% 0% Exhibit 4.18 Job Search Impetus What is the driving force behind this decision? P O S I T I O N TOTAL executives managers supervisors staff other base: those actively seeking a new job (multiple answers) salary dissatisfaction 53% 56% 43% 48% 56% 50% changed career path 47% 44% 55% 53% 43% 58% benefit dissatisfaction 12% 33% 6% 6% 15% 8% indicated one or more 92% 89% 92% 91% 92% 100% no answer 8% 11% 8% 9% 8% 0% 62 NCMA 2006 Salary Survey

69 Exhibit 4.19 Location (Census Division) What is your employment address zip code? P O S I T I O N TOTAL executives managers supervisors staff other base: reporting FT US respondents New England 4% 4% 5% 4% 3% 6% Middle Atlantic 6% 6% 6% 4% 6% 5% East North Central 7% 6% 6% 9% 7% 10% West North Central 4% 1% 4% 3% 4% 5% South Atlantic 40% 55% 41% 42% 38% 42% East South Central 5% 2% 5% 4% 6% 2% West South Central 9% 4% 8% 10% 9% 14% Mountain 9% 7% 9% 9% 10% 8% Pacific 15% 15% 15% 15% 15% 10% APO 1% 1% 1% 1% 1% 1% no answer 0% 0% 0% 0% 0% 0% NCMA 2006 Salary Survey 63

70 Exhibit 4.20 Location (Metro Area) What is your employment address zip code? P O S I T I O N TOTAL executives managers supervisors staff other base: reporting FT US respondents in a CBSA: 95% 94% 94% 95% 95% 90% Albuquerque, NM 1% 1% 1% 1% 2% 0% Atlanta-Sandy Springs-Marietta, GA 1% 2% 1% 1% 2% 2% Augusta-Richmond County, GA-SC 0% 0% 1% 0% 0% 1% Austin-Round Rock, TX 0% 0% 1% 1% 0% 0% Bakersfield, CA 1% 0% 1% 1% 1% 1% Baltimore-Towson, MD 2% 2% 2% 2% 1% 2% Boston-Cambridge-Quincy, MA-NH 2% 3% 2% 2% 2% 3% Chicago-Naperville-Joliet, IL-IN-WI 1% 0% 1% 2% 1% 2% Colorado Springs, CO 1% 1% 1% 1% 1% 1% Columbus, OH 1% 0% 1% 1% 1% 1% Dallas-Fort Worth-Arlington, TX 3% 2% 3% 4% 3% 2% Dayton, OH 1% 1% 1% 2% 2% 1% Denver-Aurora, CO 2% 2% 2% 3% 1% 2% Detroit-Warren-Livonia, MI 1% 1% 0% 1% 1% 2% Fort Walton Beach-Crestview-Destin, FL 1% 1% 1% 0% 1% 0% Fort Wayne, IN 0% 0% 0% 1% 0% 0% Greenville, SC 0% 1% 1% 0% 0% 0% Hartford-West Hartford-East Hartford, CT 0% 0% 1% 0% 0% 2% Honolulu, HI 0% 1% 1% 0% 0% 0% continued on next page NCMA 2006 Salary Survey

71 Exhibit 4.20 (continued) Location (Metro Area) What is your employment address zip code? P O S I T I O N TOTAL executives managers supervisors staff other... continued from previous page base: reporting FT US respondents Houston-Sugar Land-Baytown, TX 2% 2% 2% 2% 2% 2% Huntsville, AL 3% 2% 3% 1% 3% 1% Indianapolis, IN 0% 1% 0% 1% 0% 0% Jacksonville, FL 0% 1% 1% 0% 0% 1% Kansas City, MO-KS 1% 0% 1% 0% 1% 2% Kennewick-Richland-Pasco, WA 1% 0% 1% 1% 1% 0% Knoxville, TN 1% 0% 1% 1% 1% 0% Las Vegas-Paradise, NV 0% 0% 1% 0% 0% 1% Lexington Park, MD 1% 0% 0% 1% 1% 1% Los Angeles-Long Beach-Santa Ana, CA 5% 4% 5% 5% 5% 3% Manchester-Nashua, NH 0% 0% 0% 0% 1% 0% Miami-Fort Lauderdale-Miami Beach, FL 0% 1% 1% 0% 0% 0% Minneapolis-St. Paul-Bloomington, MN-WI 1% 1% 1% 0% 1% 1% New York-Northern New Jersey-Long Island, NY-NJ-PA 2% 5% 2% 1% 2% 3% Ogden-Clearfield, UT 1% 0% 0% 0% 1% 0% Oklahoma City, OK 1% 0% 1% 1% 1% 2% Orlando-Kissimmee, FL 1% 0% 2% 1% 1% 1% Palm Bay-Melbourne-Titusville, FL 2% 1% 1% 2% 2% 2% Philadelphia-Camden-Wilmington, PA-NJ-DE-MD 1% 0% 1% 1% 1% 1% Phoenix-Mesa-Scottsdale, AZ 1% 1% 1% 1% 1% 0% Pittsburgh, PA 0% 0% 0% 0% 0% 1% continued on next page... NCMA 2006 Salary Survey 65

72 Exhibit 4.20 (continued) Location (Metro Area) What is your employment address zip code? P O S I T I O N TOTAL executives managers supervisors staff other... continued from previous page Richmond, VA 1% 1% 0% 1% 1% 2% Riverside-San Bernardino-Ontario, CA 0% 0% 0% 0% 0% 0% Rockford, IL 0% 0% 1% 0% 1% 0% Sacramento-Arden-Arcade-Roseville, CA 1% 1% 1% 0% 1% 0% St. Louis, MO-IL 2% 1% 1% 1% 2% 2% San Antonio, TX 1% 0% 1% 1% 1% 2% San Diego-Carlsbad-San Marcos, CA 2% 3% 2% 3% 2% 1% San Francisco-Oakland-Fremont, CA 1% 1% 1% 1% 1% 1% San Jose-Sunnyvale-Santa Clara, CA 1% 0% 0% 1% 1% 1% Santa Barbara-Santa Maria, CA 1% 1% 1% 1% 0% 0% Seattle-Tacoma-Bellevue, WA 1% 0% 1% 1% 1% 1% Tampa-St. Petersburg-Clearwater, FL 1% 1% 1% 1% 1% 0% Tucson, AZ 0% 0% 0% 1% 0% 1% Virginia Beach-Norfolk-Newport News, VA-NC 2% 5% 2% 3% 2% 0% Warner Robins, GA 1% 0% 0% 0% 1% 1% Washington-Arlington-Alexandria, DC-VA-MD-WV 23% 35% 23% 25% 21% 20% other CBSA 14% 13% 14% 16% 13% 17% not in a CBSA 5% 6% 6% 5% 5% 10% no answer 0% 0% 0% 0% 0% 0% 66 NCMA 2006 Salary Survey

73 5. Appendix Methodological Notes This survey was designed and conducted by the National Contract Management Association (NCMA). It was tabulated and reported by MemberSurvey.com (division of Readex Research), an independent research company located in Stillwater, MN. In the fall of 2006, NCMA ed survey invitations to all domestic individuals in its database, including current members, prospects, customers, and partners. 4,747 usable returns were submitted to the web site hosted by NCMA. Responses from those outside the United States, those not working full time, and those not providing salary information are excluded from this report. Proportions in most tables, based on 4,482 reporting full time US respondents, are subject to a margin of error of ±1.5% at the 95% confidence level. NCMA 2006 Salary Survey 67

74 Geographic Definitions In various tables, survey results are broken out by employment location: Census Division plus state and/or metropolitan area (where sufficient responses were received for meaningful tabulation). The metropolitan areas reported are those defined as CBSAs (Core Based Statistical Areas) by the Office of Management and Budget (OMB) for purposes of collecting, tabulating, and publishing federal data. They are also used extensively by the US Census Bureau. Metropolitan statistical areas have at least one urbanized area of 50,000 or more population, plus adjacent territory that has a high degree of social and economic integration with the core as measured by commuting ties. These areas are defined in terms of whole counties or county equivalents. For more information, see In some tables, only the name of the core city is displayed (e.g., Washington, DC), but results represent the entire metropolitan area (e.g., Washington-Arlington-Alexandria, DC-VA-MD-WV). The Census Divisions reported are also standards employed by the US Census Bureau. The 50 states are divided into nine geographic divisions with similar aggregate characteristics; added to this list are APOs (the US armed services postal service). The map below shows how the nine Divisions are defined: 68 NCMA 2006 Salary Survey