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Breakout Session #304 Po Collins, CPCM, C.P.M, Fellow Raytheon Company, Senior Manager, Contracts

Value-Added Contract Management: Earning Trust & Bringing Value. Breakout Session #304 Po Collins, CPCM, C.P.M, Fellow Raytheon Company, Senior Manager, Contracts Holly Friedrich, CPCM, Fellow DCMA Contracts Field Support Representative 15 April 2008. Agenda. Early Involvement

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Breakout Session #304 Po Collins, CPCM, C.P.M, Fellow Raytheon Company, Senior Manager, Contracts

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  1. Value-Added Contract Management: Earning Trust & Bringing Value Breakout Session #304 Po Collins, CPCM, C.P.M, Fellow Raytheon Company, Senior Manager, Contracts Holly Friedrich, CPCM, Fellow DCMA Contracts Field Support Representative 15 April 2008

  2. Agenda • Early Involvement • Constructing Relationships • Expanding Our Reach

  3. Early Involvement • More Than Terms and Conditions • Understanding the Effort • Contract Structure • Protecting Information • Payment and Financing

  4. Early Involvement: More Than Terms and Conditions • Risk & Opportunity Assessments • Evaluating New Markets • Collaborative Partnerships • Mergers and Acquisitions • Offer Innovative Solutions • Reward creativity & innovation • Expand business acumen education • Use tools to assess risk & opportunity from a CM perspective • “Just Say No” Is Not an Option!

  5. Early Involvement:Understanding the Effort • Decline of sole-source DoD business • End-to-end solutions • Risk management • Clear work definition • Internal approvals • Negotiations

  6. Early Involvement:Contract Structure • Investor expectations are rising, including higher ROIC • Selecting contract types • Unique Obligations • Statements of Work • Clear work definition • Clear exit criteria • Regulatory requirements

  7. Early Involvement:Protecting Information • Proprietary Agreements • Export/Import Licensing • Technical Assistance Agreements • Data Rights Allow Customer Performance

  8. Early Involvement:Payment and Financing • Contract financing terms • Funding and color of money • Delivery and acceptance • Payment process

  9. Constructing Relationships • How Contracts Fits • IPT Structure • Declining Workforce • Multi-tasking

  10. Constructing Relationships:How Contracts Fits • More Complex Partnerships • Teaming • Collaborative • Partnerships • Joint Ventures • Mergers & acquisitions • Improve Relationships • Cultivate customer relationships • Authority to Commit

  11. Constructing Relationships:IPT Structure • Embrace Creative Solutions • Look for Synergy between Disciplines • Integrated Product Teams (IPTs) • IPT Shortcomings

  12. Constructing Relationships:IPT Structure Director Program Manager System Engineering Production/ Operations Engineering Services Engineering Supply Chain MPM Finance Quality Contracts

  13. Constructing Relationships: Government Program Team Procurement Contracting Officer Program Manager

  14. Constructing Relationships:Declining Workforce • War for Talent Is Intensifying • If You Build It, They Will Come…and Stay • Develop, Attract & Retain Talent • Continuous learning • Develop new competencies • Effective use of technology • Streamlined processes • Empowered professionals • Required training

  15. Constructing Relationships:Multi-Tasking • Talent needs are changing: New skill sets • Stronger bench and people with multi-functional skills needed • Very strong verbal and written communications skills • Routinely interact with internal and external customers and demonstrate discretion and excellent judgment • Develop and sustain customer relationships • Positive can-do attitude • Effectively interface at all levels of the business area • Team player

  16. Constructing Relationships:Multi-Tasking, continued • Stronger bench and people with multi-functional skills needed • Critical thinker and problem solver • Sound judgment • Effectively establish and maintain internal and external customer relationships • Proficient in common office software applications (Word, Excel and PowerPoint)   • Detail-oriented • Extremely well-organized

  17. Expanding Our Reach • Ensuring Compliance • Recognizing Change • Effective Performance Measurement

  18. Expanding our Reach:Ensuring Compliance • Laws • Regulations • Internal policies/procedures

  19. Expanding our Reach:Recognizing Change • Must anticipate change • Changing Marketplace • Decline of sole-source DoD business • Customers demand rapid, flexible, and innovative solutions • Need to provide end-to-end solutions: Funding…development…customer support Investor expectations are rising, including higher ROIC • Changing contract requirements • Participate in Technical Meetings

  20. Expanding our Reach:Effective Performance Measurement • Export license cycle time • Negotiated profit • Bookings • IDIQ awards • Overaged undefinitized contracts • Delinquent invoices and payments • Prompt contract closure

  21. Summary Engage early • Become a valued team member • Understand ALL contract requirements • Contract Management requires you to… • Communicate • Certify • Comply • Change (Manage) • Close-out

  22. Questions ?

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