NRD Denver Officer Programs FY2011 Marketing Operations Plan   a. OVERVIEW. The mission of the NRD Denver Officer Programs...
LT ZGARBA                 AC/RC MEDICAL                                         JUN2013LT GOMEZ                  ALL RC ME...
production and mission accomplishment. The presence of a CLO on our staff   offers the team yet another resource by which ...
particularly as a large portion of the diversity student market is located              within community colleges.        ...
widely across the state. The metropolitan Denver area, including             Boulder and Golden, has a younger, more cultu...
population and do exceed 100 percent in some cases due to “Hispanic” being an         ethnicity vice a race:              ...
marks, a testament to the dedication and efficiency of the recruiters andprocessing team. Diversity market penetration was...
FY09 PRODUCTION (GOAL REFLECTS TRADES)Program                            Goal   Accessed ApplicantsNUC Out-Year           ...
FY08 PRODUCTION               Program                        Goal          Accessed               NUC Out-Year            ...
Required Total Applicant (Kit) Activity                                      Projected           1st         2nd          ...
prospect’s background in calculus and calculus-based physics. Often, prospects for other generalofficer programs have take...
is now serving and allows someone who is not a recruiter to explain the benefits of our        programs. We will continue ...
5.   Do: FACULTY LUNCH AT CU.Completed_________________ Date ____________________________________Remarks__________________...
11. Do: FACULTY LUNCH AT CSU. DIVERSITY ENGINEERING CLUB PRESENTATION AT MINES.Completed_________________ Date ___________...
Remarks ________________________________________________________________________17. Do: CLASS PRESENTATION TO COI’S CLASS ...
Remarks ________________________________________________________________________23. Do: END OF YEAR ACTIVITIES/CELEBRATION...
Completed_________________ Date ____________________________________Remarks ______________________________________________...
Completed_________________ Date ____________________________________Remarks ______________________________________________...
40. Follow-Up on: CLASS PRESENTATION AT BYU.Completed_________________ Date ____________________________________Remarks __...
Recruiter: LT TAYLOR46. Follow-Up on: DIVERSITY ENGINEERING PRESENTATION.Completed_________________ Date _________________...
MARCH PROGRAM CALANDERRecruiter: LT TAYLOR52. Follow-Up on: SECOND SEMESTER CLASS PRESENTATION AT U OF U.Completed________...
MAY PROGRAM CALANDERRecruiter: LT TAYLOR58. Follow-Up on: SECOND TIER SCHOOL CLASS PRESENTATION.Completed_________________...
JULY PROGRAM CALANDERRecruiter: LT TAYLOR64. Follow-Up on: PRESENTATION TO LDS LEADERS.Completed_________________ Date ___...
__________________________________________________________________________________________________________________________...
historically used to promote GenOff programs to instead promote Reserve Medical, Chaplain,and Engineering programs. That i...
might be in their partner’s ministry as a Military Chaplain. Are they excited to beinvolved and eager to be a part? Are th...
-Be supportive of all the branches of Chaplaincy service and talk up the general merits of       being a Chaplain in the a...
unfolds and the status of genoff programs becomes more clear. FY11 goals are projected as thegoaling notice has not been p...
GENERAL OFFICER PROGRAMS MARKETING/PROSPECTING CALENDAR.ACTION                  OCT    NOV    DEC   JAN   FEB    MAR   APR...
__________________________________________________________________________________________________________________________...
Remarks___________________________________________________________________________________________________________________...
Completed_________________ Date ____________________________________Remarks_______________________________________________...
95. Do: END OF YEAR EVENTS.Completed_________________ Date ____________________________________Remarks____________________...
101. Do: DIVERSITY CIVIC GROUP PRESENTATION.Completed_________________ Date ____________________________________Remarks___...
Remarks ________________________________________________________________________107. Do: CAMPUS VISIT TO CU.Completed_____...
Completed_________________ Date ____________________________________Remarks ______________________________________________...
118. Follow-Up on: DIVERSITY CIVIC EVENT.Completed_________________ Date ____________________________________Remarks _____...
124. Follow-Up on: LDS CHRUCH COLLEGIATE PRESENTATION.Completed_________________ Date ____________________________________...
Recruiter: LT TAYLOR130. Follow-Up on: SPRING CAREER FAIRS.Completed_________________ Date _______________________________...
JULY PROGRAM CALANDERRecruiter: LT TAYLOR136. Follow-Up on: SUMMER DIVERSITY GROUP PRESENTATIONS.Completed________________...
SEPTEMBER PROGRAM CALANDERRecruiter: LT TAYLOR142. Follow-Up on: WELCOME BACK / ORIENTATION EVENTS.Completed______________...
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Nrd denver final opo mop fy11

  1. 1. NRD Denver Officer Programs FY2011 Marketing Operations Plan a. OVERVIEW. The mission of the NRD Denver Officer Programs Department is to access qualified men and women as commissioned officers in the United States Navy. We will achieve this goal through teamwork, cooperation, focus, and above all, an aggressive, positive approach toward making goal and accomplishing our mission. Diversity remains the CNO’s top recruiting priority and will offer our team an area in which to excel for FY11. Through training, we will continue to hone our PSS skills, our programmatic knowledge, and above all, our ability to prospect in our unique markets. The OPO team is manned at the proper level to allow for accomplishment of our mission and most of our officer recruiters will be entering their second, if not their third year of officer recruiting – providing an invaluable bank of both knowledge and local experience upon which the entire team will draw from and benefit. Additionally, our processing staff is experienced across the spectrum of officer programs and has a combined 18 years of processing experience. Our OPO team, both military and civilian, is poised to attack FY11 with tenacity and enthusiasm. b. MANNING. The key ingredient in our team’s success will be the knowledge, preparation, and dedication of our recruiters. Though each recruiter is responsible for his or her programs of emphasis and his or her assigned goal, the NRD Denver OPO department will function as a team – making goal across all programs with an eye toward teamwork, cooperation, and efficiency. With the addition of the Officer Programs Zone Supervisor (Zone 11 Supervisor) to the team our depth of recruiting knowledge has increased, allowing each OR to utilize the ZS as a valuable resource for training in PSS and prospecting skills. Though we will experience high turnover during FY11, the recruiting expertise contained with the team as a whole will serve to train new recruiters and sustain high levels of production through this period of personnel turnover. One of greatest gains during FY10 was the additional of a Campus Liaison Officer (CLO) to our team. Our CLO, CAPT Harriet Palmer-Willis, is a drilling Reserve Nurse (2905) with 21 years of service. She is an instructor and former dean at Regis University and respected local faculty professional. The fact that she is in the medical community allows the team to leverage her expertise in promoting not only diversity but also critical active and reserve medical programs. Our specific manning situation, with expected PRDs and programs of emphasis for each recruiter is listed below. Please note, in many cases the PRD is actually a retirement date, plans should take into account terminal leave up to 3 months in advance of the PRD: RECRUITER PROGRAMS OF EMPHASIS PRD HEADQUARTERS LT JOHNSTON OPO JUN2012 NCCS KAPLAN OPO ACR JAN2011 NCCS RACZYNSKI PROSPECTIVE GAIN, OPO ACR – OCT2010 OCT2013 NCC GRAY ZONE 11 SUP JUL2013 CAPT PALMER- WILLIS CAMPUS LIAISON OFFICER (CLO) INDEF
  2. 2. LT ZGARBA AC/RC MEDICAL JUN2013LT GOMEZ ALL RC MEDICAL / AC/RC CHAPLAIN JAN2012LTJG ADAMEK RC GENOFF / RC NURSE AUG2012CWO4 IRVING AC GENOFF / JAG JAN2011ADC DEJONG NUPOC / CEC JUN2011BMC HELMICK AC / RC GENOFF – SO. COLO. AOR MAY2011HMC DEROUEN AC MC/DC HPSP / NCP / NURSE DA MAY2012HMC AYALA AC/RC MEDICAL APR2013NC1 HUTCHINSON ALL PROGRAMS – WESTERN CO AOR NOV2011MRS. BRIDGEMAN OPL INDEFMS. BROWN OPA INDEFNORS SALT LAKECITYLCDR GOODNER AC GENOFF / JAG MAY2011LT LIDDLE RC GENOFF / MEDICAL / CHAPLAIN MAR2011LT TAYLOR NUPOC / CEC APR2013MACS LEDBETTER PROSPECTIVE GAIN – FEB2011 FEB2014HMC REID ALL MEDICAL PROGRAMS DEC2010MR. COSTELLO OPA INDEFc. TERMS AND DEFINITIONS. 1) Lead – A lead shall be any response by a civilian to any form of mass marketing. 2) Contact – Any response on the part of a lead to a recruiter’s attempt to contact. 3) Prospect – Any contact who agrees to submit an application for commission. 4) Applicant – Any prospect whose application has been received by NRC. 5) Select – Any applicant who has been selected by NRC for an officer program. 6) Accession – Any select that has completed an oath of office (enlistment or commissioning) and signed the appropriate service agreement.d. SITUATIONAL ANALYSIS. 1) Strengths. The NRD Denver Officer Programs department starts FY11 from a position of strength with respect to process consistency and the overall experience of our recruiting team within our program market. Though turnover in many critical billets will occur, the department as a whole is ready to fill those billets and duties as we have proactively trained remaining recruiters to account for known turnover. During FY11, our recruiters will continue to strengthen their relationships with COIs gained during previous FY’s while continuing to expand their collection of COIs and build new community relationships. During FY10, the OPO and OPO ACR implemented numerous processes to foster administrative and production consistency, allowing recruiters to focus their energies on marketing and COI development rather than on continuing to adjust to ever changing administrative requirements. We look for the positive impact of procedural consistency in FY11, with a corresponding positive impact on
  3. 3. production and mission accomplishment. The presence of a CLO on our staff offers the team yet another resource by which to prospect to the Navy’s critical needs.2) Weaknesses. A potential weakness for FY11 lies in department personnel turnover. Though many recruiters will remain and are highly experienced, the department will undergo turnover at the OPO ACR billet, the General Officer billets in both Denver and Salt Lake City, the Engineering Programs billet in Salt Lake City, the Southern Colorado Recruiter billet, and potentially the Medical Recruiter billet in Salt Lake City. Though a replacement has been identified for the critical Engineering Programs recruiter in Salt Lake City, the loss of OSCS Gordone’s skill and production acumen will potentially impact the NUPOC and CEC goals in FY11. Replacements for the remaining recruiters have yet to be identified. These impacts will be mitigated by ensuring the team as whole is ready to assume production in areas of identified weakness. Reserve medical programs will be an area of increased focus. Though FY10 demonstrated marginal success in the Reserve Medical field, the team has room for improvement in FY11. The department leadership will dedicate increased time and resources, training, equipping, and preparing our recruiters to be effective in the Reserve Medical market. Increased focus and follow through in the area will yield increased accessions and productivity in FY11.3) Opportunities. 1) Top-tier Universities. NRD Denver has a great college and university market from which to prospect across the full spectrum of officer programs. Within our area we have three highly rated engineering schools, three top-notch medical schools, three teaching hospitals and numerous public research universities from which to capture our general officer market. BYU, Colorado School of Mines, and the University of Colorado (Boulder) provide the backbone of our engineering market. Aggressive marketing and COI cultivation within these campuses provides the best opportunity for success in the engineering fields. Our medical student market centers mostly around the University of Utah School of Medicine, the University of Colorado Health Science Center, and Rocky Vista School of Osteopathic Medicine. These campuses have proven to be fertile markets for the medical, dental, and medical service student programs. 2) Community Colleges. The metro Denver area has numerous community colleges which serve as feeder campuses to CU, UC Denver, UCCS, and CSU. These colleges provide an excellent market for general officer collegiate programs. Marketing these programs to those students interested in transferring to the larger, four-year universities, combined with cultivating COIs on these smaller campuses has the potential to dramatically increase the market from which we gain our collegians,
  4. 4. particularly as a large portion of the diversity student market is located within community colleges. 3) Veterans Administration (VA). The VA hospital in Denver has recently become a source of Reserve medical and active duty FAP prospecting. Through the coordinated efforts of the officer and enlisted recruiting teams the medical officer recruiters were made aware of influential COIs within the VA hospital who have access to practicing physicians and residents. Due to the strong propensity to serve and close ties with the military at the VA, this market will be a strong source of prospecting activity for all medical programs during FY11. 4) Land-locked states. The geographic location and features of NRD Denver’s AOR provide an opportunity for officer recruiters to promote the Navy lifestyle and the prospect of serving on the coasts, in close proximity to the sea. Many of our prospects and applicants have spent very little time near the coast, some have never seen the ocean. The prospect of sea service is potentially very appealing to prospects who have lived in land-locked states for most of their life and is worth a special mention when speaking with prospects. 5) EOVs, VIPs, and LTS programs. NRC has increased the frequency and quality of the Educator Orientation Visits, VIP trips, and Leaders to Sea program. During FY10, NRD Denver hosted an officer programs focused EOV – allowing the OPO department to focus on key medical, religious, and professional community leaders that are assets to the overall exposure and general awareness of our critical officer programs. This trip had a very positive impact on COI engagement. Recruiters shall be aware of and maximize the use of EOVs, VIPs, and LTS trips to host key COIs with the end goal being to maximize the exposure of the Navy and its programs to those who can influence the most amount of potential applicants. These trips are not designed to influence potential applicants, they are designed to influence those who can influence others. Recruiters who successfully employ these opportunities cultivate large and successful groups of COIs who actively promote their programs. They are an asset which the department will maximize in FY11.4) Threats. 1) Political. The political climate across the district’s AOR is quite diverse. Wyoming, Utah, and Southern Idaho tend to be rather politically and culturally conservative with populations that have a higher propensity for military service than that of Colorado. Colorado is currently a “swing” state in which the political climate and cultural norms vary
  5. 5. widely across the state. The metropolitan Denver area, including Boulder and Golden, has a younger, more culturally diverse population than the rest of the state and with that population comes a more diverse opinion of the military and a lower propensity toward military service. Our recruiters encounter the most opposition in Boulder and Golden – unfortunately those two cities host CU and CO School of Mines, respectively, two of our most-respected universities. The opposition is generally limited to verbal exchanges and misconceptions on the part of the students and faculty as to the naval mission and the quality of naval personnel. There is still a perception on these campuses that recruiters are on campus to remove students from class and send them overseas vice facilitating their education through our collegiate programs. Northern and Southern Colorado, western Nebraska and Kansas have a relatively homogenous political outlook which is generally supportive of military service. Campuses such as CSU Pueblo and the University of Northern Colorado in Greeley are much more open and accepting of our recruiters’ presence. 2) Economic. In general, even in these rather poor economic times, the states which encompass the NRD Denver AOR have relatively low unemployment rates when compared to the national average – though unemployment in all our states has increased from this time last year. In August 2010 the national unemployment rate, according to the national Bureau of Labor Statistics, stood at 9.5%. Utah and Wyoming have unemployment rates of 7.2 and 6.8 percent respectively with Colorado currently standing at 8.0%. Though unemployment rates do not necessarily correlate to propensity and interest in the naval service, the relatively high rate of employment (low unemployment rate) does hinder the efforts of officer recruiters. Compounding this are the types of industries which are prevalent and providing direct competition to the Navy for the best and brightest local talent. Due to the rich natural resources of the Rocky Mountain region, the energy, mining, and agriculture industries are major employers across the region. These industries are highly technical in nature and require the same type of engineering, mathematical, and science backgrounds which the Navy also seeks. It is not uncommon for students beginning their senior year at one of our top engineering campuses to already have a position waiting upon graduation, often with very competitive salaries.5) Demographics. Understanding the demographics of our market is crucial to the success of our diversity recruiting efforts. Plainly stated, our recruiters will need to creatively prospect in the proper locations in order to meet our diversity mission. Our market is heavily tilted, demographically, towards Caucasians. Overall, the Denver metro area is the most diverse across our region, surprisingly, Scottsbluff, NE comes in second. Below are the diversity demographic breakouts for selected regional cities from across our AOR, numbers are percentage of
  6. 6. population and do exceed 100 percent in some cases due to “Hispanic” being an ethnicity vice a race: Caucasian, Asian, non- African- Pacific Hispanic Hispanic American IslanderDenver Metro 50.5 34.2 10.8 5.8Salt Lake Metro 86.6 11.7 4.5 1.0Wyoming (statewide) 96.1 3.5 0.15 0.33Idaho Falls, ID 92.1 7.1 0.76 1.65Scottsbluff, NE 73.3 23.9 0.44 4.04Colby, KS 96.7 1.9 0.64 0.8 It is clear from this data that our team must be creative and effective in our diversity prospecting efforts as the population outside the Denver metro area is heavily Caucasian, non-Hispanic. 6) Past Production Trends. In order to determine areas in which we have been had weaknesses or low production in the past, our FY08, FY09, and FY10 production numbers are included below. The FY10 numbers are current as of August, 2010 and thus do not reflect the production gained through the last 6 weeks of the fiscal year. In order to accurately reflect the team’s efforts and to highlight areas of both success and need for improvement, the gains do reflect those in a final selection status that are awaiting a commissioning or enlistment date. The numbers in parentheses reflect goal trades made by the OPO or goal adjustments given by Region West. It is important to note the areas that we had success in just as much as it is important to note the areas in which we required significant relief from Region or negotiated a significant goal reduction. For FY10, areas in which the team was successful include: NUC in-year, NUC out-year, CEC in-year, CEC, out-year, OCS out-year, JAG DA/Student, Chaplain Student (CCPO), Medical Corps HPSP, Dental Corps HPSP, MSC Student, Reserve Dental Corps, Reserve Nurse Corps, and API diversity. Areas in which production was low and required a goal adjustment or a trade to close: OCS in-year, Chaplain DA, Medical Corps DA/FAP, Dental Corps DA/FAP, MSC DA, NC DA, NCP, Reserve Genoff, Reserve Medical Corps, Reserve MSC, and African-American and Hispanic diversity. Based on the above, the team must improve Medical DA/DCO prospecting and marketing in order to achieve FY11 mission. Though the team was far more successful in FY10 than FY09 in medical programs (AC and RC) overall, consistent success across all medical programs, active and reserve, was not achieved. A fluid marketing plan which captures and caters to the active and reserve market, student and workforce, is a must for FY11 mission success. The team’s engineering and active general officer production shattered the FY09
  7. 7. marks, a testament to the dedication and efficiency of the recruiters andprocessing team. Diversity market penetration was also significantly higher thanFY09 levels, however, due to a substantial target increase, the team fell short ofachieving diversity targets. With continued success in penetrating diversitymarkets, the team’s success in achieving diversity target will steadily increase.The programs of significant deficiency, resulting in zero accessions for the fiscalyear, are Chaplain DA, Dental DA, and Reserve Medical Corps. All othermission areas had at least one accession FYTD. There is still a possibility, as ofthis writing, that the team achieves an accession in Dental DA and ReserveMedical Corps late in the FY, however, a single accession late in the FY is still anindication that these mission areas need focus in order to obtain success early inthe FY and consistently into future FYs. FY10 PRODUCTION YTD (GOAL REFLECTS TRADES) Program Goal Accessed Applicants NUC Out-Year 6 (12) 12 16 NUC In-Year 4 (6) 6 8 CEC Out-Year 1 1 3 CEC In-year 3 3 3 OCS Out-year 14 (7) 13 30 OCS In-year 37 (35) 27 37 JAG 1 1 7 Chaplain DA 2 0 2 Chaplain Student (CCPO) 2 2 2 MC DA/FAP 2 (1) 1 2 MC HPSP/HSCP 9 9 12 DC DA/FAP 1 0 0 DC HPSP/HSCP 4 5 9 MSC DA 5 1 7 MSC Student 4 5 14 Nurse DA 4 (3) 3 5 Nurse Candidate (NCP) 3 1 1 Reserve NAVET/DCO GenOFF 23 13.5 31 Reserve NAVET/DCO MC 3 0 2 Reserve NAVET/DCO DC 1 1 1 Reserve NAVET/DCO MSC 1 .5 2 Reserve NAVET/DCO Nurse 3 1.5 6 African-American Diversity 11 (5) 5 5 Hispanic Diversity 19 (13) 13 14 Asian, Pacific Islander Diversity 21 24 22
  8. 8. FY09 PRODUCTION (GOAL REFLECTS TRADES)Program Goal Accessed ApplicantsNUC Out-Year 9 5 11NUC In-Year 4 (3) 3 7CEC Out-Year 1 (2) 2 2CEC In-year 2 4 4OCS Out-year 8 15 14OCS In-year 21 (10) 10 23JAG 2 (3) 4 4Chaplain DA 2 (1) 1 2Chaplain Student (CCPO) 2 3 5MC DA/FAP 2 (1) 1 1MC HPSP/HSCP 8 8 11DC DA/FAP 1 (0) 1 1DC HPSP/HSCP 4 (8) 8 10MSC DA 4 (3) 2 9MSC Student 3 (4) 4 9Nurse DA 2 (4) 4 8Nurse Candidate (NCP) 2 (1) 1 5Reserve NAVET/DCO GenOFF 18 18 29Reserve NAVET/DCO MC 3 (2) 1 1Reserve NAVET/DCO DC 1 0 1Reserve NAVET/DCO MSC 0 0 0Reserve NAVET/DCO Nurse 2 1.5 11African-American Diversity 6 7 7Hispanic Diversity 13 8 8Asian, Pacific Islander Diversity 12 (11) 10 10
  9. 9. FY08 PRODUCTION Program Goal Accessed NUC Out-Year 6 6 NUC In-Year 4 3 CEC (All) 2 1 OCS (All) 29 31 Chaplain DA 3 3 Chaplain Student (CCPO) 3 2 MC DA/FAP 1 0 MC HPSP/HSCP 10 8 DC DA/FAP 1 1 DC HPSP/HSCP 1 1 MSC DA 4 2 MSC Student 2 4 Nurse DA 2 3 Nurse Candidate (NCP) 2 1 Reserve NAVET/DCO GenOFF 22 23 Reserve NAVET/DCO MC 1 .5 Reserve NAVET/DCO DC 1 0 Reserve NAVET/DCO MSC 0 .5 Reserve NAVET/DCO Nurse 2 .5OUT OF LIMITS DEFINTIONS. In order to effectively assess the team’s progress towardgoal in each mission category, it is essential to establish production milestones. To avoidstruggling to close out certain mission areas in the closing days of the fourth quarter, milestonesare constructed to drive toward closeout in second or third quarter for most mission areas. If bythe appointed milestone the program progress to that date is deemed to be below what isnecessary to achieve goal by the assigned closeout date, that program shall be considered to beout of limits. At that time a Plan of Action and Milestones (POA&M) shall be constructed andenacted to restore the program to within limits by the next appointed milestone. The foundation of success in achieving goal is applicant activity during the first quarter -those milestones have been denoted in bold. Should a program fail to meet required applicantactivity after the completion of the first quarter, a POA&M will be drafted and remain in effectfor the remainder of the fiscal year. It is imperative that first quarter activity milestones be met.
  10. 10. Required Total Applicant (Kit) Activity Projected 1st 2nd 3rd 4th Program Goal Quarter Quarter Quarter Quarter NUCLEAR In-year 3 4 7 9 N/A NUCLEAR Out-year 8 5 9 13 15 CEC In-year 3 2 4 4 N/A CEC Out-year 1 2 4 4 6 OCS In-year 25 15 25 37 N/A OCS Out-year 8 6 11 20 20 JAG DA/STU 1 1 1 3 3 Chaplain DA 1 2 4 6 6 Chaplain STU 1 3 6 6 6 Reserve NAVET/DCO GenOff 23 10 20 30 35 AC MC DA/FAP 1 3 3 3 3 AC MC HPSP/HSCP 8 5 10 15 20 AC DC HPSP/HSCP 4 3 6 8 10 AC DC DA/FAP 1 2 2 2 2 AC MSC DA 3 4 4 7 9 AC MSC STU 4 4 7 9 11 AC NC DA 3 5 10 10 10 AC NCP 2 4 6 8 8 RC MC NAVET/DCO 2 4 4 4 4 RC DC NAVET/DCO 1 2 2 2 2 RC MSC NAVET/DCO 1 2 2 2 2 RC NC NAVET/DCO 4 6 9 12 12 ENGINEERING OFFICER PROGRAMSMARKET DEFINITION. The foundation of our engineering market is in our top-tier schools;Colorado School of Mines, Brigham Young University, and the University of Colorado, Boulder.While other campuses may offer engineering programs, the academic rigor associated these threecampuses produces a higher quality applicant, more likely to access into the Nuclear or CivilEngineering communities. That being the case, early, aggressive prospecting on these campusesis essential. As denoted in the marketing calendar below, FY11 engineering prospecting willoccur primarily in the 1st quarter, with the hope of converting those prospects to accessions in thesecond or third quarter. It is not our aim to be struggling to make in-year or out-year goal duringthe fourth quarter. Therefore, the first quarter will provide a bulk of the prospecting whilesecond and third quarter will be focused on moving applicants through the accession process.Historically, prospecting activity early in the fiscal year has proven insufficient to make goalonce applicant attrition occurs, therefore, we must maintain an aggressive, focused mindset withrespect to first quarter prospecting. A key source of nuclear program prospecting is the general officer program prospectpool. It is essential that all officer recruiters, when blueprinting a prospect, inquire as to that
  11. 11. prospect’s background in calculus and calculus-based physics. Often, prospects for other generalofficer programs have taken calculus and calc-based physics during the course of their degreeswith the required grades of B or better – i.e. they’re “nuc smart.” These prospects should beimmediately referred to the engineering recruiters as they are a valuable source of potential in-year accessions and they have demonstrated an interest in the Navy by inquiring about officerprograms. It is critical that all recruiters maintain a sharp eye and a focus on locating potentialnuclear qualified in-year prospects as it is a critical program which historically has been difficultto close.PRODUCTION. The table below summarizes our nuclear and CEC programs productionthrough FY09 and FY10 with a goal projection for FY11. Please note that the closeout dates areno later than the close of the third quarter and that the FY11 goals are projected as the goalingnotice has not been published as of this writing. FY09 FY10 FY11 Projection Closeout Program Goal Attained Goal Attained Goal Date NUCLEAR In-year 4 (3) 6 4 (6) 6 3 JAN-11 NUCLEAR Out-year 9 5 6 (12) 12 8 JUL-10 CEC In-year 2 4 1 1 3 JUL-10 CEC Out-year 1 2 3 3 1 JUL-10STRENGTHS AND WEAKNESSES. 1. Strengths. NRD Denver’s AOR is home to some of the top engineering schools in the nation due to our proximity to the energy and mining industries. Colorado School of Mines (hereafter “Mines”) and BYU are highly respected by Naval Reactors and have a long history of producing high-quality NUPOC applicants. CU Boulder has an exceptionally strong civil engineering and architecture program. Our engineering recruiters have forged COI relationships on these campuses which will serve the team well in FY11. Additionally, due to BYU’s religious affiliation our team has fostered a relationship with LDS church representatives who are highly supportive of our collegiate programs because they offer benefits to the families of collegians. 2. Weaknesses. As noted in the overview section, our top engineering schools in Colorado are unfortunately located in communities which are not generally supportive of military service. Due to the prevailing political views of the faculty and other COIs at CU and Mines our recruiters have had historically had a tougher time accessing these campuses than others in the area. There are some former naval officers and enlisted nucs at each campus which are known to us and have provided access as well as some non-prior civilians who are supportive of naval officer programs. By and large, however, the prevailing opinion of military service on each of these campuses is negative for both students and faculty – affecting both our prospect and COI pools. Recruiters must work diligently to break these misconceptions and provide relevant supporting data and success stories based on the experience of former students. OHARP Ensigns are a major source of this information as it allows friends and former professors to see a former student who
  12. 12. is now serving and allows someone who is not a recruiter to explain the benefits of our programs. We will continue to make a concerted effort in FY11 to get our engineering OHARPers out to these campuses as their level of access and credibility is greater than that of our recruiters.ENGINEERING OFFICER PROGRAMS MARKETING/PROSPECTING CALENDAR. ACTION OCT NOV DEC JAN FEB MAR APR MAY JUN JUL AUG SEP DIRECT MAIL X X X CAMPUS VISITS X X X X X X X X X X X X CAREER FAIRS X X X OBTAIN LISTS X X LUNCH AND LEARNS X X X X X X CLASS PRESENTATIONS X X X X X X X XOCTOBER PROGRAM CALANDERRecruiter: ADC DEJONG1. Follow-Up on: WELCOME AND ORIENTATION EVENTS FROM SEPTEMBER AT MINES AND CU.Completed_________________ Date ____________________________________Remarks ________________________________________________________________________2. Do: FACULTY LUNCH AT MINES. OBTAIN STUDENT LISTS FOR MINES, CU, AND CSU.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________3. Plan: FACULTY LUNCH AT CU.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________NOVEMBER PROGRAM CALANDERRecruiter: ADC DEJONG4. Follow-Up on: FACULTY LUNCH AT MINES.Completed_________________ Date ____________________________________Remarks ________________________________________________________________________
  13. 13. 5. Do: FACULTY LUNCH AT CU.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________6. Plan: DIVERSITY ENGINEERING CLUB PRESENTATION AT MINES.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________DECEMBER PROGRAM CALANDERRecruiter: ADC DEJONG7. Follow-Up on: FACULTY LUNCH AT CU.Completed_________________ Date ____________________________________Remarks ________________________________________________________________________8. Do: DIVERSITY ENGINEERING CLUB PRESENTATION AT MINES.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________9. Plan: FACULTY LUNCH AT CSU. DIVERSITY ENGINEERING CLUB PRESENTATION AT CU.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________JANUARY PROGRAM CALANDERRecruiter: ADC DEJONG10. Follow-Up on: DIVERSITY ENGINEERING CLUB PRESENTATION AT MINES.Completed_________________ Date ____________________________________Remarks ________________________________________________________________________
  14. 14. 11. Do: FACULTY LUNCH AT CSU. DIVERSITY ENGINEERING CLUB PRESENTATION AT MINES.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________12. Plan: CLASS PRESENTATION TO COI’S CLASS AT MINES.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________FEBRUARY PROGRAM CALANDERRecruiter: ADC DEJONG13. Follow-Up on: FACULTY LUNCH AT CSU. DIVERSITY ENGINEERING CLUB PRESENTATION AT MINES.Completed_________________ Date ____________________________________Remarks ________________________________________________________________________14. Do: CLASS PRESENTATION TO COI’S CLASS AT MINES.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________15. Plan: CLASS PRESENTATION TO COI’S CLASS AT CU.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________MARCH PROGRAM CALANDERRecruiter: ADC DEJONG16. Follow-Up on: CLASS PRESENTATION TO COI’S CLASS AT MINES.Completed_________________ Date ____________________________________
  15. 15. Remarks ________________________________________________________________________17. Do: CLASS PRESENTATION TO COI’S CLASS AT CU.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________18. Plan: CLASS PRESENTATION TO COI’S CLASS AT CSU.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________APRIL PROGRAM CALANDERRecruiter: ADC DEJONG19. Follow-Up on: CLASS PRESENTATION TO COI’S CLASS AT CU.Completed_________________ Date ____________________________________Remarks ________________________________________________________________________20. Do: CLASS PRESENTATION TO COI’S CLASS AT CSU.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________21. Plan: END OF THE YEAR CELEBRATIONS/ACTIVITIES .Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________MAY PROGRAM CALANDERRecruiter: ADC DEJONG22. Follow-Up on: CLASS PRESENTATION AT CSU.Completed_________________ Date ____________________________________
  16. 16. Remarks ________________________________________________________________________23. Do: END OF YEAR ACTIVITIES/CELEBRATIONS AT MINES AND CU.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________24. Plan: SUMMER DIVERSITY CLUB PRESENTATION.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________JUNE PROGRAM CALANDERRecruiter: ADC DEJONG25. Follow-Up on: LEADS GAINED AT END OF YEAR ACTIVITIES.Completed_________________ Date ____________________________________Remarks ________________________________________________________________________26. Do: SUMMER DIVERSITY ENGINEERING CLUB PRESENTATION.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________27. Plan: SUMMER DIVERSITY ENGINEERING CLUB PRESENTATION.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________JULY PROGRAM CALANDERRecruiter: ADC DEJONG28. Follow-Up on: SUMMER DIVERSITY ENGINEERING CLUB PRESENTATION.
  17. 17. Completed_________________ Date ____________________________________Remarks ________________________________________________________________________29. Do: SUMMER DIVERSITY ENGINEERING CLUB PRESENTATION.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________30. Plan: ORIENTATION / WELCOME EVENTS AT MINES AND CU.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________AUGUST PROGRAM CALANDERRecruiter: ADC DEJONG31. Follow-Up on: SUMMER DIVERSITY ENGINEERING CLUB PRESENTATION.Completed_________________ Date ____________________________________Remarks ________________________________________________________________________32. Do: ORIENTATION / WELCOME EVENTS AT MINES AND CU.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________33. Plan: FACULTY LUNCH AT MINES.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________SEPTEMBER PROGRAM CALANDERRecruiter: ADC DEJONG34. Follow-Up on: ORIENTATION AND WELCOME EVENTS AT MINES AND CU.
  18. 18. Completed_________________ Date ____________________________________Remarks ________________________________________________________________________35. Do: FACULTY LUNCH AT MINES. OBTAIN STUDENT LISTS.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________36. Plan: FACULTY LUNCH AT CU.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________NORSOCTOBER PROGRAM CALANDERRecruiter: LT TAYLOR37. Follow-Up on: EVENTS FROM SEPTEMBER.Completed_________________ Date ____________________________________Remarks ________________________________________________________________________38. Do: CLASS PRESENTATION AT BYU.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________39. Plan: CLASS PRESENTATION AT U OF U.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________NOVEMBER PROGRAM CALANDERRecruiter: LT TAYLOR
  19. 19. 40. Follow-Up on: CLASS PRESENTATION AT BYU.Completed_________________ Date ____________________________________Remarks ________________________________________________________________________41. Do: CLASS PRESENTATION AT U OF U.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________42. Plan: DIVERSITY ENGINEERING PRESENTATION.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________DECEMBER PROGRAM CALANDERRecruiter: LT TAYLOR43. Follow-Up on: CLASS PRESENTATION AT U OF U.Completed_________________ Date ____________________________________Remarks ________________________________________________________________________44. Do: DIVERSITY ENGINEERING PRESENTATION.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________45. Plan: SECOND SEMESTER CLASS PRESENTATION AT BYU.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________JANUARY PROGRAM CALANDER
  20. 20. Recruiter: LT TAYLOR46. Follow-Up on: DIVERSITY ENGINEERING PRESENTATION.Completed_________________ Date ____________________________________Remarks ________________________________________________________________________47. Do: SECOND SEMESTER CLASS PRESENTATION AT BYU.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________48. Plan: SECOND SEMESTER CLASS PRESENTATION AT U OF U.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________FEBRUARY PROGRAM CALANDERRecruiter: LT TAYLOR49. Follow-Up on: SECOND SEMESTER CLASS PRESENTATION AT BYU.Completed_________________ Date ____________________________________Remarks ________________________________________________________________________50. Do: SECOND SEMESTER CLASS PRESENTATION AT U OF U.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________51. Plan: DIVERSITY ENGINEERING PRESENTATION.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________
  21. 21. MARCH PROGRAM CALANDERRecruiter: LT TAYLOR52. Follow-Up on: SECOND SEMESTER CLASS PRESENTATION AT U OF U.Completed_________________ Date ____________________________________Remarks ________________________________________________________________________53. Do: DIVERSITY ENGINEERING PRESENTATION.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________54. Plan: SECOND TIER SCHOOL CLASS PRESENTATION.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________APRIL PROGRAM CALANDERRecruiter: LT TAYLOR55. Follow-Up on: DIVERSITY ENGINEERING PRESENTATION.Completed_________________ Date ____________________________________Remarks ________________________________________________________________________56. Do: SECOND TIER SCHOOL CLASS PRESENTATION.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________57. Plan: GRADUATION EVENTS AT BYU AND U OF U.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________
  22. 22. MAY PROGRAM CALANDERRecruiter: LT TAYLOR58. Follow-Up on: SECOND TIER SCHOOL CLASS PRESENTATION.Completed_________________ Date ____________________________________Remarks ________________________________________________________________________59. Do: GRADUATION EVENTS AT BYU AND U OF U.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________60. Plan: PRESENTATION TO LDS LEADERS.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________JUNE PROGRAM CALANDERRecruiter: LT TAYLOR61. Follow-Up on: GRADUATION EVENTS AT BYU AND U OF U.Completed_________________ Date ____________________________________Remarks ________________________________________________________________________62. Do: PRESENTATION TO LDS LEADERS.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________63. Plan: DIVERSITY AFFINITY GROUP PRESENTATION.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________
  23. 23. JULY PROGRAM CALANDERRecruiter: LT TAYLOR64. Follow-Up on: PRESENTATION TO LDS LEADERS.Completed_________________ Date ____________________________________Remarks ________________________________________________________________________65. Do: DIVERSITY AFFINITY GROUP PRESENTATION.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________66. Plan: WELCOME / ORIENTATION EVENTS AT BYU AND U OF U.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________AUGUST PROGRAM CALANDERRecruiter: LT TAYLOR67. Follow-Up on: DIVERSITY AFFINITY GROUP PRESENTATION.Completed_________________ Date ____________________________________Remarks ________________________________________________________________________68. Do: WELCOME / ORIENTATION EVENTS AT BYU AND U OF U.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________69. Plan: CLASS PRESENTATION AT BYU.Completed_________________ Date ____________________________________Remarks_____________________________________________________________________________________________
  24. 24. ___________________________________________________________________________________________________________________________SEPTEMBER PROGRAM CALANDERRecruiter: LT TAYLOR70. Follow-Up on: WELCOME / ORIENTATION EVENTS AT BYU AND U OF U.Completed_________________ Date ____________________________________Remarks ________________________________________________________________________71. Do: CLASS PRESENTATION AT BYU.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________72. Plan: CLASS PRESENTATION AT U OF U.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________ GENERAL OFFICER PROGRAMSMARKET DEFINITION. The unrestricted line OCS general officer (GenOff) market islargely focused on recent college graduates with technical degrees that do not qualify forengineering programs or those with liberal arts or social science degrees. Due to the broadspectrum of programs covered the OCS goal it is difficult to paint a picture of a competitiveapplicant as it also difficult to describe with detail the specifics of the market. Our GenOffapplicants usually find us as this field is the most widely seen by the public and also the mosteasily understood by those pursuing naval officer programs. It is up to our recruiters to educatehighly qualified applicants who possess technical degrees that might be more appropriate toinformation warfare, information professional, intelligence, supply, etc. as to the opportunities inthose fields to serve the needs of the Navy. Though we have historically relied on walk-ins orphone calls coming in to the office to prospect for these programs it is imperative that ourgeneral officer recruiters, both active and reserve, provide an active presence at our campusesand in the workforce market. Not only does this promote Navy awareness but it assists thoserecruiters who have programs that are difficult to prospect for, such as NUC and medicalprograms, with their awareness and COI efforts. All campuses, PRI 1 through PRI 3 will bevisited regularly during the first-quarter of FY11. Direct-mail campaigns will also be conductedheavily during the first-quarter in conjunction with LEADS. Do to the current status of GenOffprograms going into FY11, with most being closed, the team will devote prospecting time
  25. 25. historically used to promote GenOff programs to instead promote Reserve Medical, Chaplain,and Engineering programs. That is not to say that GenOff programs are not important enough toprospect to, they certainly are, but for the purposes of FY11, the closed status of these programsdictates that the energies of GenOff recruiters will be better spent supporting other team goals. Prospecting for JAG programs will continue unhindered. Though we do not workpackages for JAGs until after they are professionally recommended (PRO REC’d) by the JAGCorps, it is nevertheless our responsibility to promote awareness of the JAG Student program oncampuses and the JAG direct accession program as we come in contact with practicing lawyers.Recruiters shall educate prospects and refer them to the JAG Corps website for professionalrecommendation. Recruiters are encouraged to maintain contact with the applicant while theycomplete the professional recommendation process so that the recruiter is aware whenprofessional recommendation is complete and can immediately begin to process the applicant’skit. Chaplain programs are constantly being prospected. The proximity to the LDS church inUtah and the relatively large number of quality Seminaries in Colorado provides a great marketfor which to prospect the Chaplain Student program and our chaplain recruiter has establishedhigh-quality, supportive COIs at each seminary and at the BYU “Golden Twelve” program.Though calls typically do come in regularly from interested clergy and students, these programsmust be continually prospected on campuses and in our daily interactions with the community. Itis important to highlight the salary and benefits offered to commissioned naval officers wheninteracting with Chaplain prospects. Regionally, pastors, ministers, priests, etc. are not wellcompensated. Currently, the median salary for an experienced clergyman is $45,000, oftenwithout benefits. The fact that the Navy offers a salary and benefits package for dependants is amajor selling point. To assist the whole team in Chaplain prospecting, the following prospectingimperatives have been compiled to educate all recruiters: Relationship Building: The most important aspect of Chaplain Recruiting! Most Chaplains and seminary students processed between 2006 and 2010 noted being most impressed and sold on the Navy solely based on the responsiveness and enthusiasm of their recruiter. As much as half of Chaplain Accessions between 2006-2011 had contacted the Air Force, Army, or other Navy recruiters first and received little to no customer service, call backs, or information. Strive to set the standard with quick call backs, and rapid turn around on questions and requests for information. Make the Chaplain Prospect aware their interest in the Navy is appreciated! OPE: Take applicants and significant others to a meal and LISTEN to their story. Chaplain Recruiting is NEEDS BASED SELLING! Explain that you’ll be asking a lot of questions during the first meeting or two to help you both decide if this is a good fit for both parties. Taking notes during this first meeting, it is not rude! It makes the applicants genuinely feel that their situation is important to you and to the Navy. Ask a lot of open ended questions, such as: Why military ministry? Why Navy? Where to do want to be in 3,5,10 years professionally, personally, geographically? Ask the spouse directly for their goals, hopes for their family, and any concerns about how the military might help or hamper their dreams. Ask them (the spouse) what they envision their role
  26. 26. might be in their partner’s ministry as a Military Chaplain. Are they excited to beinvolved and eager to be a part? Are they concerned that they will “Have to be” moreinvolved than they want to be? Either is ok and can fit well into the role of the Chaplain.What benefits are they most drawn to; pay, healthcare, retirement, mission related travel,chance for very effective ministry, etc? Support their concerns and offer evidence tocounter misunderstandings about Navy life or tell them that you’ll get back to them withdata and evidence on any particular area of their concern. Ask them where theirextended family lives and if they see moving with the military as a benefit or drawback inrelation to their family. Take notes, take notes, take notes!! Let them know that yougenuinely want to discover is the Navy is a good fit for them, not just sell them on a jobthat you need to fill.Church Pastors, Associate Pastors, Ministry Directors: In addition to the obvioussenior leaders at a church, most big churches have several paid sub leaders or“department heads”. These are sub groups (aka Ministries) within the church like, Men’sMinistry, Youth Ministry (teens), Children’s Ministry (school aged kids), OutreachMinistry (hospital visits, widows etc), and others. A good Chaplain Recruiter workingon generating leads will invest hours several times a week to visit the mainline churchesin the area greeting the staff and letting them know that the Navy needs pastors. Justletting them know that your appreciate their referrals and am available for any questionswill generate leads.Seminary Visits: Denver Seminary, Fuller and Golden Gate Satellite Campus, St. JohnVianney (Catholic) and BYU are all very welcoming to Chaplain Recruiters on campus.Iliff School of Theology has been historically “luke warm” in their reception – fromfaculty and students alike. Plan on approximately one visit per semester to fruit stand,participate in ministry/career fairs, or occasionally speak before a group. Seek out theseopportunities. When you do get a lead from an interested prospect that is a student,make every effort possible to meet them on campus (in uniform) for the initialmeeting/visit and then whenever possible to increase your visibility on campus.Annual Denominational Conferences: Denver is a frequent central meeting area formain line denominations to hold their annual or semi-annual conferences. Thesetypically take place in the summer months and can be searched via the DOD Endorser listin the late winter. Attendance with an information table setup often yields good localcontacts and COIs in that faith group.Cultural Manners for meeting with Chaplain Prospects:- Ask the Chaplain prospect at the beginning of a meeting and especially any meals ifthey would like to pray! You do not need to be a praying person yourself, but theprospect will feel respected and appreciated for being given the opportunity-Purposely ask if they’ve discussed this option with their family and/or significant others.It’s a great idea to invite spouses to the early meetings-Be extra careful of any non-professional language use-Strive to be less of a Navy salesman and more of a resource to the prospective chaplainsto help them determine if the Navy is a good fit for their “calling” to military ministry.
  27. 27. -Be supportive of all the branches of Chaplaincy service and talk up the general merits of being a Chaplain in the armed forces rather than just the Navy. Most pastors will draw very little preference on the branch of service and will appreciate the Navy recruiter’s awareness that good spiritual care and services are critical in all branches of service. -When possible, attend a church service led by a D/A Chaplain Prospect. It lets them know that you care about how they do their job and what they bring to the table. Reserve NAVET/DCO general officer prospecting occurs mainly at the NOSCs and inour recruiters’ daily interaction with the workforce. Typically, Reserve DCOs are not accessedwithout significant work experience. Therefore, prospecting on campus among the studentpopulation is not effective; however, prospecting among faculty members could prove fruitful.When active recruiters are prospecting on campus for their programs they should also engagefaculty members on Reserve programs and refer interested prospects to the Reserve programsrecruiters. Also, though it will be addressed in the Diversity section, it is important to rememberthat prospecting for a Campus Liaison Officer falls under the Reserve GenOff goal whenaccessed. All recruiters should be keenly aware of opportunities to promote the CLO program,and Reserve officer programs in general, with school faculty. When prospecting at the NOSC,recruiters should focus on current enlisted reservists who have completed a degree or are close todoing so. Also, remind current drilling officers of the need to provide referrals from theirprofessional colleagues as the DCO market is geared toward experienced professionals. Reserverecruiters should also assist their active counterparts in promoting BDCP and other collegiateprograms among the enlisted reservist population – often, reservists are drilling in order tosupport their schooling with the GI Bill and a supplemental income and are often unaware of thecollegiate programs offered by the Navy. They may choose an active duty paycheck with nodrills over their current drilling commitments and the possibility of mobilization while theycomplete school. A major change to past Reserve NAVET production has occurred with the stand-up ofthe Career Transition Office (CTO). The CTO is the primary method by which non-brokenservice NAVETs are to be accessed. Under the CTO construct, all officers with approvedrelease from active duty or resignation requests will be contacted by CTO to offer affiliation tothe Navy Reserve while still on active duty. If the separating officer agrees, CTO processing thekit and credit is applied to the NRD where the member affiliates. For example, an officer agreesto affiliate to a billet at NOSC Denver, once affiliated, NRD Denver will receive a NAVET gainhaving done no work to process the kit. If another NRD has “touched” the officer beforeseparation, CTO processes the kit, but the member drills within our AOR, we still receive the“go” half-gain. The CTO process worked very well for NRD Denver during FY10 – accountingfor approximately 30% of our RC GenOff gains – with little to no work on our part.PRODUCTION. Below is the production summary for FY09 and FY10. OCS in-year and CECin-year closes with the first class of July and encompasses all OCS and CEC shippers who class-up between late-July of the previous FY and the first OCS class of July in the current FY.Though we carry shippers forward from FY10, OCS programs are largely closed for FY11,severely impacting our ability to make up the difference between our FY11 shippers carried forthfrom previous FYs and the FY11 assigned district goal. This will need to be a focus as FY11
  28. 28. unfolds and the status of genoff programs becomes more clear. FY11 goals are projected as thegoaling notice has not been published as of this writing. FY09 FY10 FY11 Projection Closeout Program Goal Attained Goal Attained Goal DateOCS In-year 21 (10) 10 37 (35) 27 25 Jun-11OCS Out-year 8 8 14 13 8 Sep-11JAG DA/STU 2 (3) 3 1 1 1 Aug-11Chaplain DA 2 (1) 1 2 0 1 Jul-11Chaplain STU 2 2 2 0 1 Jul-11Reserve NAVET/DCOGenOff 18 13 23 13 23 Sep-11STRENGTHS AND WEAKNESSES. 1. Strengths. Access to a wide variety of campuses, both two and four-year, throughout our AOR, is the foundation of the GenOff market. We host 25 schools that are capable of producing OCS in and out-year accessions. Though many are community colleges or smaller state schools they are nonetheless accredited and meet the Navy’s accession standards. Also, we host 4 NOSC’s with approximately 3000 drilling reservists assigned to the AOR. Those reservists are inherent COIs as well as a population from which to draw DCO and collegiate accessions. 2. Weaknesses. As noted in the Engineering section we do have a problem penetrating CU Boulder, the largest university in Colorado. However, our prospecting efforts there are sufficient to promote interest and a walk-in market. The strong presence by the Army and Air Force across the AOR does provide a bit of an obstacle to Navy recruiting in that there are many former members of those services promoting Army and Air Force service over the Navy. Though throughout most of the AOR there is a decidedly supportive attitude toward military service, due to our landlocked situation there is a lack of community knowledge about the Navy and our programs. Often, we are the service of second or third choice for potential applicants after they have already failed to access with the Army or Air Force.
  29. 29. GENERAL OFFICER PROGRAMS MARKETING/PROSPECTING CALENDAR.ACTION OCT NOV DEC JAN FEB MAR APR MAY JUN JUL AUG SEPDIRECT MAIL X X X X XCAMPUS VISITS X X X X X X X X X X X XCAREER FAIRS X X XOBTAIN LISTS X X XCLASSPRESENTATIONS X X X X X X XOCTOBER PROGRAM CALANDERRecruiter: ALL COLORADO GENOFF RECRUITERS73. Follow-Up on: SEPTEMBER EVENTS.Completed_________________ Date ____________________________________Remarks ________________________________________________________________________74. Do: CAMPUS VISIT TO CU. DIVERSITY PRESENTATION AT CSU PUEBLO.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________75. Plan: CAMPUS VISIT TO UCCS.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________NOVEMBER PROGRAM CALANDERRecruiter: ALL COLORADO GENOFF RECRUITERS76. Follow-Up on: CAMPUS VISIT TO CU.Completed_________________ Date ____________________________________Remarks ________________________________________________________________________77. Do: CAMUS VISIT TO UCCS. DIVERSITY PRESENTATION AT CSU PUEBLO.Completed_________________ Date ____________________________________Remarks_____________________________________________________________________________________________
  30. 30. ___________________________________________________________________________________________________________________________78. Plan: SPRING CAREER FAIRS – MARCH/APRIL TIMEFRAME. CAMPUS VISIT TO CSU.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________DECEMBER PROGRAM CALANDERRecruiter: ALL COLORADO GENOFF RECRUITERS79. Follow-Up on: CAMPUS VISIT TO CSU PUELBO AND UCCS.Completed_________________ Date ____________________________________Remarks ________________________________________________________________________80. Do: CAMPUS VISIT TO CSU, DIVERSITY PRESENTATION AT RED ROCKS.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________81. Plan: DIVERSITY PRESENTATION AT FRONT RANGE CC.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________JANUARY PROGRAM CALANDERRecruiter: ALL COLORADO GENOFF RECRUITERS82. Follow-Up on: CAMPUS VISIT TO CSU, DIVERSITY PRESENTATION AT RED ROCKS CC.Completed_________________ Date ____________________________________Remarks ________________________________________________________________________83. Do: DIVERSITY PRESENTATION AT FRONT RANGE CC..Completed_________________ Date ____________________________________
  31. 31. Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________84. Plan: DIVERSITY PRESENTATION AT UNC.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________FEBRUARY PROGRAM CALANDERRecruiter: ALL COLORADO GENOFF RECRUITERS85. Follow-Up on: DIVERSITY PRESENTATION AT FRONT RANGE CC.Completed_________________ Date ____________________________________Remarks ________________________________________________________________________86. Do: DIVERSITY PRESENTATION AT UNC.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________87. Plan: SPRING CAREER FAIRS.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________MARCH PROGRAM CALANDERRecruiter: ALL COLORADO GENOFF RECRUITERS88. Follow-Up on: DIVERSITY PRESENTATION AT UNC.Completed_________________ Date ____________________________________Remarks ________________________________________________________________________89. Do: SPRING CAREER FAIRS.
  32. 32. Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________90. Plan: SPRING CAREER FAIRS.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________APRIL PROGRAM CALANDERRecruiter: ALL COLORADO GENOFF RECRUITERS91. Follow-Up on: SPRING CAREER FAIRS.Completed_________________ Date ____________________________________Remarks ________________________________________________________________________92. Do: SPRING CAREER FAIRS.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________93. Plan: END OF YEAR EVENTS.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________MAY PROGRAM CALANDERRecruiter: ALL COLORADO GENOFF RECRUITERS94. Follow-Up on: SPRING CAREER FAIRS.Completed_________________ Date ____________________________________Remarks ________________________________________________________________________
  33. 33. 95. Do: END OF YEAR EVENTS.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________96. Plan: SUMMER SCHOOL CLASS PRESENTATIONS.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________JUNE PROGRAM CALANDERRecruiter: ALL COLORADO GENOFF RECRUITERS97. Follow-Up on: END OF YEAR EVETNS.Completed_________________ Date ____________________________________Remarks ________________________________________________________________________98. Do: SUMMER SCHOOL CLASS PRESENTATIONS.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________99. Plan: DIVERSITY CIVIC GROUP PRESENTATION.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________JULY PROGRAM CALANDERRecruiter: ALL COLORADO GENOFF RECRUITERS100. Follow-Up on: SUMMER SCHOOL CLASS PRESENTATIONS.Completed_________________ Date ____________________________________Remarks ________________________________________________________________________
  34. 34. 101. Do: DIVERSITY CIVIC GROUP PRESENTATION.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________102. Plan: WELCOME BACK / ORIENTATION EVENTS.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________AUGUST PROGRAM CALANDERRecruiter: ALL COLORADO GENOFF RECRUITERS103. Follow-Up on: DIVERSITY CIVIC GROUP PRESENTATION.Completed_________________ Date ____________________________________Remarks ________________________________________________________________________104. Do: WELCOME BACK / ORIENTATION EVENTS.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________105. Plan: CAMPUS VISIT TO CU.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________SEPTEMBER PROGRAM CALANDERRecruiter: ALL COLORADO GENOFF RECRUITERS106. Follow-Up on: WELCOME / ORIENTATION EVENTS.Completed_________________ Date ____________________________________
  35. 35. Remarks ________________________________________________________________________107. Do: CAMPUS VISIT TO CU.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________108. Plan: CAMPUS VISIT TO CU DENVER.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________NORSOCTOBER PROGRAM CALANDERRecruiter: LT TAYLOR109. Follow-Up on: EVENTS FROM SEPTEMBER.Completed_________________ Date ____________________________________Remarks ________________________________________________________________________110. Do: FALL CAREER FAIRS.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________111. Plan: DIVERSITY EVENT AT PRI 1 CAMPUS.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________NOVEMBER PROGRAM CALANDERRecruiter: LT TAYLOR112. Follow-Up on: FALL CAREER FAIRS.
  36. 36. Completed_________________ Date ____________________________________Remarks ________________________________________________________________________113. Do: CAMPUS VISIT TO BYUI.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________114. Plan: DIVERSITY CIVIC EVENT.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________DECEMBER PROGRAM CALANDERRecruiter: LT TAYLOR115. Follow-Up on: CAMPUS VISIT TO BYUI.Completed_________________ Date ____________________________________Remarks ________________________________________________________________________116. Do: DIVERSITY CIVIC EVENT.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________117. Plan: DIVERSITY EVENT AT PRI 2 CAMPUS.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________JANUARY PROGRAM CALANDERRecruiter: LT TAYLOR
  37. 37. 118. Follow-Up on: DIVERSITY CIVIC EVENT.Completed_________________ Date ____________________________________Remarks ________________________________________________________________________119. Do: DIVERSITY EVENT AT PRI 2 CAMPUS.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________120. Plan: LDS CHURCH COLLEGIATE PROGRAMS PRESENTATION.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________FEBRUARY PROGRAM CALANDERRecruiter: LT TAYLOR121. Follow-Up on: DIVERSITY EVENT AT PRI 2 CAMPUS.Completed_________________ Date ____________________________________Remarks ________________________________________________________________________122. Do: LDS CHURCH COLLEGIATE PROGRAMS PRESENTATION.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________123. Plan: SPRING CAREER FAIRS.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________MARCH PROGRAM CALANDERRecruiter: LT TAYLOR
  38. 38. 124. Follow-Up on: LDS CHRUCH COLLEGIATE PRESENTATION.Completed_________________ Date ____________________________________Remarks ________________________________________________________________________125. Do: SPRING CAREER FAIRS.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________126. Plan: SPRING CAREER FAIRS.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________APRIL PROGRAM CALANDERRecruiter: LT TAYLOR127. Follow-Up on: SPRING CAREER FAIRS.Completed_________________ Date ____________________________________Remarks ________________________________________________________________________128. Do: SPRING CAREER FAIRS.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________129. Plan: GRADUATION / END OF YEAR EVENTS.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________MAY PROGRAM CALANDER
  39. 39. Recruiter: LT TAYLOR130. Follow-Up on: SPRING CAREER FAIRS.Completed_________________ Date ____________________________________Remarks ________________________________________________________________________131. Do: GRADUATION / END OF YEAR EVENTS.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________132. Plan: SUMMER DIVERSITY EVENTS.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________JUNE PROGRAM CALANDERRecruiter: LT TAYLOR133. Follow-Up on: GRADUATION / END OF YEAR EVENTS.Completed_________________ Date ____________________________________Remarks ________________________________________________________________________134. Do: SUMMER DIVERSITY GROUP PRESENTATIONS.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________135. Plan: SUMMER SCHOOL CLASS PRESENTATION.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________
  40. 40. JULY PROGRAM CALANDERRecruiter: LT TAYLOR136. Follow-Up on: SUMMER DIVERSITY GROUP PRESENTATIONS.Completed_________________ Date ____________________________________Remarks ________________________________________________________________________137. Do: SUMMER SCHOOL CLASS PRESENTATION.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________138. Plan: WELCOME BACK / ORIENTATION EVENTS.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________AUGUST PROGRAM CALANDERRecruiter: LT TAYLOR139. Follow-Up on: SUMMER SCHOOL CLASS PRESENTATION.Completed_________________ Date ____________________________________Remarks ________________________________________________________________________140. Do: WELCOME BACK / ORIENTATION EVENTS.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________141. Plan: DIVERSITY PRESENTATION AT PRI 1 CAMPUS.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________
  41. 41. SEPTEMBER PROGRAM CALANDERRecruiter: LT TAYLOR142. Follow-Up on: WELCOME BACK / ORIENTATION EVENTS.Completed_________________ Date ____________________________________Remarks ________________________________________________________________________143. Do: DIVERSITY PRESENTATION AT PRI 1 CAMPUS.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________144. Plan: OCTOBER DIVERSITY PRESENTATION.Completed_________________ Date ____________________________________Remarks________________________________________________________________________________________________________________________________________________________________________________________________________________________CHAPLAIN PROGRAMS MARKETING/PROSPECTING CALENDAR. ACTION OCT NOV DEC JAN FEB MAR APR MAY JUN JUL AUG SEP DIRECT MAIL X X X X X X X X X X X X CAMPUS VISITS X X X X X X X X X X X X RELIGION/FAITH EXPOS OBTAIN LISTS X X X CONGREGATION/CLASS PRESENTATIONS X X X X X X X X X X X XOCTOBER PROGRAM CALANDERRecruiter: LT GOMEZ/LT LIDDLE145. Follow-Up on: Events from September.Completed_________________ Date ____________________________________Remarks ________________________________________________________________________146. Do: LDS General Conference.Completed_________________ Date ____________________________________

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