1 / 23

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

aldan
Télécharger la présentation

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

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  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 ?

More Related