NCMA World Congress 50th Anniversary Celebration

April 5-8, 2009

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Summary of NCMA Sessions attended by

Pamela Hill NCMA Great Lakes Program Chair

News from NCMA2009 is 50th Anniversary Celebration

Launched new LogoAdded Business Development as new

Track

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Carly Fiorina-Keynote Speaker-April 5, 2009President of Carly Fiorina Enterprises and former

CEO of Hewlett-Packard Company

Technology-Global in the last 20 years: any info/any time/any device

www.wikileaks.org: Think “wikipedia,” except this leaks confidential information

Most important person managing a relationship over time is the Contract Manager

Should always remember it is the ‘spirit of the contract, not just the letter of the contract’

It is a personal decision to use common sense, good judgement, good ethics and maintain perspective

Always remember what matters-Carly announced she was just diagnosed with breast cancer and would begin treatment upon leaving the conference

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General Lester L. Lyles, USAF (Ret.)Board Director, General Dynamics Corporation

To all Contract Administrators: There is a lack of proponency for contracting profession Be professional, get certifications and training Know your job, know the job of those around you Consider expanding to role of Program Manager Reach out and educate the “uninformed” about importance

of contract management Industry should reach out for “gems”, wherever they may be Estimates indicate that NCMA membership is <20% of

contracting/acquisition communities Remember these 3 words - communicate, communicate,

communicate “We’re out of money, now we must think”..WWII anon quote

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Charlie E. WilliamsDirector, Defense Contract Management Agency

(DCMA)

DCMA oversees $ 2.2 trillion face value 18,000 contracts in 900 locations Current staffing level of 9,500 1990 staffing level was 25,000 Currently have 250 staff in IRAQ, plan for 150 more by

end of 2009 Acquisition needs have been recognized by Secretary

of Defense EVM critical for DOD, not doing “well enough” with it

now

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Jan FryeDeputy Asst. Secretary for Acquisition and Logistics, Veteran’s

Admin.

VA provides services to 24 million veterans Has faced marginalization of procurement workforce Inspector General stays busy due to poor quality of work Let’s do our jobs right and give necessary resources to our

contracting officers Need 4000 contracting professionals to fill government

positions Believes that Obama Administration “gets it” with

procurement Estimate is U.S. can save approximately $40 Billion with better contracting/acquisition services

VA has 3-step intern program: Acquisition Intern School Professional Contracting School-over 200 taking courses now Program Management School

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Frank AndersonPresident, Defense Acquisition University (DAU)

Shay Assad regrets missing the conference - he is playing a big role in shaping the workforce initiatives

Hiring, Training, Retention and Incentives for procurement workforce are key DAU initiatives

Estimated that 73% of the procurement workforce is Baby Boomers

Has a 15% growth strategy between 2010-2015

“Once conventional wisdom prevails, fact and data cease to matter.”

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Business Development SessionsUsing the BD- CMM - a Framework for Business

Development ExcellenceContracts has a critical role in BD, in past was just negotiations Immature organizations have higher win rate than capture ratioBD - CMMI levels:

Level 1 - Initial: less disciplined approach to pursuits Level 2 - Repeatable: process discipline in place to repeat earlier successes Level 3 - Defined: process documented, standardized, and integrated into

organization Level 4 - Managed: end-to-end management of pursuit and focus on

relationship management Level 5 - Optimizing: culture of continuous improvement and business

transformation Where does OCI fit in BD? OCI should be early milestone in

pursuit checklist

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BD Sessions Cont’d Understanding Your Organization’s Strategic

Planning Process and Tools What is Strategic Planning?*

Continuous process of making risk-taking decisions systematically Organizing systematically the effort needed to carry out these

decisions, and Measuring the results of these decisions against the expectations

through organized, systematic feedbackWhat Strategic Planning is NOT:*

Techniques and Quantification Forecasting - masterminding the future Dealing with future decisions An attempt to eliminate risk Questions to ask our organizations:

Is our Strategic Planning Process effective? Does Management actually commit resources to activities which will bring results in the

future?

* Adapted from Peter F. Drucker Management Tasks, Responsibilities, Practices, 1985

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BD Sessions Cont’dApplying Competitive Intelligence (CI) to Understand

Customers and CompetitorsSCIP-Society of Competitive Intelligence Professionals:

www.scip.org 3000 members 70% Industry, 20% Consulting, 5% Vendor, 5% Academic

Organizations that systematically collect, analyze, process and disseminate intelligence can tailor product and services to customer needs, and improve chances of winning

Can shape customer and contract requirements Consider the “what ifs” Noise, Data, Information, Intelligence - Know the difference! Actionable Intelligence is end result of successful CI

collection

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BD Sessions Cont’d Understanding Proposal Development and the

Contract Manager’s Role (presented by Shipley Associates) Market Segmentation – identify new markets, core competencies - Marketing

Decision Long-Term Positioning - prioritize business opportunities, develop marketing

campaign - Interest Decision Opportunity Assessment - gather prelim customer intelligence, prepare

pursuit recommendations - Pursuit Decision Capture Planning - establish capture team, develop capture strategy,

collaborate with customer on needs analysis, draft SOO,SOW, TAAs, NDAs, preliminary bid/no bid decisions - Blue Team 1 Review, Black Hat Review

Proposal Planning - receive customer RFQ/RFP, Technical/cost approaches determined, In house SOWs, investigate need for subs, final bid/no bid recommendation - Blue Team 2 Review, Proposal Kick-Off, Pink Team 1 Review

Proposal Development - finalize teams, subs, develop compliance checklists, finalize technical, price volumes, legal, submit proposal, update Kick Off meeting - Pink Team 2 Review, Red Team Review

Post-Submittal Activities - organize, maintain proposal documentation, respond to customer questions, negotiate contract, customer debriefing - celebrate!

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THANK YOU NCMA Great Lakes

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