Chapter: Greenville
Date: Friday, May 31, 2013
Time: 8:30AM-4:30PM; Check-in 8:00AM
Presenter: TBD
Site: High Cotton
Address: 550 South Main Street
Greenville, South Carolina
Registrar: Zach Nock - 864-281-5265, zachary.nock@fluor.com
Registration Price:
    Member: $100.00
    Nonmember: $115.00
Registration Deadline: May 24, 2013

Contract Negotiations

About the Program   Based on Gregory Garrett's publication Contract Negotiations: Skills, Tools, and Best Practices, this seminar provides a comprehensive treatment of contract negotiations, with a compelling discussion of what skills, tools, and best practices are needed to become a master contract negotiator. Attendees will learn: Contract negotiation best practices in various marketplaces: U.S. Federal Government contracts U.S. Commercial contracts Multinational and Global contracts How to build a better relationship while conducting complex contract negotiations What the most effective strategies, tactics, and counter-tactics are to achieving success in contract negotiations How to deal with obstacles you face when planning or conducting contract negotiations What the similarities and differences are between U.S. Federal Government and U.S. Commercial contract negotiations How to create a successful performance-based contract Every attendee will receive a copy of Contract Negotiations: Skills, Tools, and Best Practices and its accompanying workbook. "There are many books written on the basics of negotiations, a few books specific to contract negotiations, but, this is the only book which thoroughly discusses the entire contract negotiation process - from beginning to end - with more than 200 best practices, from U.S. Federal Government, Commercial, and Multinational/Global business sectors." - William C. Pursh, Ph.D., CPCM - President, Pursch Associates

How to Register

View the , then contact the registrar for the seminar date and location you wish to attend.

Course Outline

The New Performance-Based Buying & Selling Environment

1. The World We Live In
2. Outsourcing
3. e-Marketplaces
4. The New Performance-Based Supply Environment
5. Need for Negotiation Skills

The Contract Negotiation Competencies - The Skills to Win

1. The Contract Negotiator's Competencies Model
2. The Skills to Win: Self-Assessment Survey
3. Hard Skills
   • Analytical & Financial Skills
   • Computer Literacy Skills
   • Contract Management & Legal Skills
   • Products/Services/Technical Skills
4. Soft Skills
   • Integrity & Trust Skills
   • Oral/Written/Nonverbal Communication Skills
   • Leadership Skills
   • Interpersonal Relationship Skills

The Contract Negotiation Process

1. Contract Negotiation: A Complex Human Activity
2. Contract Negotiation - The Art & Science of the Deal
3. Contract Negotiation Objectives
4. A Process Approach for Building Successful Business Relationships
   • Essential Elements
   • The Contract Negotiation Process
   • Advantages, Disadvantages, and Suitability of Various Contract Types
5. Tools and Best Practices

Planning Contract Negotiations - People, Tools, and Best Practices

1. Begin With the End in Mind
2. Individual vs Team-based Contract Negotiations
3. Information Technology Tools
4. Problem-Solving Process
5. The Contract Negotiations Plan
   • Strategies
   • Tactics
   • Countertactics
   • Terms and Conditions
   • Must-Haves
6. Tools and Best Practices

Conducting Contract Negotiations - Building Relationships and Successful Outcomes

1. When?
2. Who?
3. How?
4. Where?
5. What?
6. Dealing With Difficult People
7. Price Analysis
8. Tools and Best Practices

Forming and Documenting the Right Performance-Based Contract

1. Performance Work Statement
2. Quality Assurance Surveillance Plan
3. Performance-Based Metrics
4. Contractual Incentives
5. The Right Pricing Arrangement
6. Tools and Best Practices

Contract Negotiation - Best Practices

1. U.S. Federal Government Contracts
2. U.S. Commercial Contracts
3. Multinational/Global Contracts

Join us for a live, interactive webinar that you can participate in from your office.

5 C's of Successful Contract Management and Engagement

Program Code: 170080
Seminar Date: Thursday, June 6, 2013
Start Time: 12:00 PM EST
Registration fee: $189.00

Establishing likeability, trust, and respect leads to efficiencies, team camaraderie, and better contracts. Attendees will learn how to build and manage trust-based relationships that result in improved contract execution. In contract management, as in all technical fields, only about 15% of success is due to technical knowledge, while 85% is due to these human engineering skills.

Participants will learn about:

• Practical and tactical tips to build lasting, successful, beneficial business relationships;

• Human relationship truths that apply to employees in every situation;

• Motivation and inspiration to attain business goals; and,

• Case studies from 30 years of working with professional service firms;

This fast paced webinar will address the above issues and more while giving you plenty of opportunity to ask our experts for advice about your unique concerns.

Presenters Include:

Hilary Fordwich 
AOC Key Solutions, Inc.

4 Easy Ways to Register

**To register using this method,download the registration form .

Cancellation and Refund Policy

If you are unable to attend a webinar, you may cancel up to two days before the event to receive a full refund. No shows (or cancellations made after the start of the program) will forfeit the entire registration fee. Cancellations must be submitted to learningcenter@ncmahq.org; please allow 30 days for processing.

What are webinars, and how do they work?

NCMA’s webinars are live, 90-minute online educational events combining real-time presentation with telephone conferencing. Each month, NCMA presents timely topics drawn from both the government and commercial contracting arenas, given by subject-matter experts. Instructors use prepared presentation slides that are available for viewing during the live session. The typical format of the program includes 60 minutes of instructor(s) presentation, followed by a 30-minute Q&A period. To access the live session, you will need a touch-tone phone, preferably with speakerphone accessibility, and a computer with internet connectivity; VOIP is not available for this event. 

Event Time

Live sessions are held online from noon to 1:30 pm Eastern on a designated workday. 

CPEs

Participants earn 1.5 continuing professional education (CPE) hours.

Fees

For one low fee per seminar, there is no limit to the number of people that can listen and participate at each site. Seminar prices are $189 per site. A site is defined a single phone line and Internet connection.

Registration

Online registration is available for all listed webinars. Click on the title of the webinar you wish to attend for instructions. Each registered site is provided with login instructions and access codes to allow entrance to the webinar website. Registration closes two hours prior to the event start time.

Connectivity Requirements

Webinars are presented via WebEx services. To ensure that your site location can operate with WebEx, test Webex’s Join Site Meeting, found here: http://www.webex.com/lp/jointest. VOIP is not available for these events.

Need More Information?

Visit the Webinar FAQs or contact learningcenter@ncmahq.org for additional information.

Join us for a live, interactive webinar that you can participate in from your office.

Ten Tools for Subcontracting

Program Code: 170081
Seminar Date: Tuesday, June 18, 2013
Start Time: 12:00 PM EST
Registration fee: $189.00

This presentation provides a top-level view of federal government subcontracting and the tools a subcontract manager needs.  The presentation explains how the tools produce the efficiency, accountability and transparency necessary to be successful in subcontracting.  The presentation shows why each tool is needed and the practical way it is used.  The ten tools are shown in the relationship to each other to produce a value stream from requirements definition to delivery to closeout.

Participants will learn about:

• Knowing why these tools must be used
• Knowing the top ten tools a subcontract manager needs
• Knowing where they are used in the subcontracting process

This fast paced webinar will address the above issues and more while giving you plenty of opportunity to ask our experts for advice about your unique concerns.

Presenters Include:

Jim Kirlin, CFCM, CPCM, Fellow
Senior Subcontracts Manager
Raytheon Company
Jim is a Senior Subcontracts Manager at Raytheon Company in Fort Wayne, IN.  Jim has 27 years contracts and supply chain experience in government and industry.  Prior to joining Raytheon in 1999 as a contracts manager, Jim served in the U.S. Air Force as an acquisition officer.

Jim has a BSBA from the University of Florida and an MBA from the University of Montana. Jim is a member of seven contracting/supply chain/compliance professional associations: NCMA, IACCM, ISM, CIPS, APICS, PMAC, and SCCE.  Jim holds seventeen professional certifications in subcontract management, compliance, contracting, supply chain, supplier diversity, EVMS and Six Sigma from the U.S., U.K. and Canada.  Jim holds NCMA’s Lifetime CPCM and Lifetime CFCM.  He is a NCMA Fellow and has been honored with the NCMA Charles A. Dana Distinguished Service Award, the NCMA National Achievement Award and the NCMA Education Award.  Jim served on the NCMA Board of Directors and served as Chair of the Policy Committee.  He has presented at five NCMA World Congresses and been the speaker at numerous National Education Seminars and Chapter meetings.
 

4 Easy Ways to Register

**To register using this method,download the registration form .

Cancellation and Refund Policy

If you are unable to attend a webinar, you may cancel up to two days before the event to receive a full refund. No shows (or cancellations made after the start of the program) will forfeit the entire registration fee. Cancellations must be submitted to learningcenter@ncmahq.org; please allow 30 days for processing.

What are webinars, and how do they work?

NCMA’s webinars are live, 90-minute online educational events combining real-time presentation with telephone conferencing. Each month, NCMA presents timely topics drawn from both the government and commercial contracting arenas, given by subject-matter experts. Instructors use prepared presentation slides that are available for viewing during the live session. The typical format of the program includes 60 minutes of instructor(s) presentation, followed by a 30-minute Q&A period. To access the live session, you will need a touch-tone phone, preferably with speakerphone accessibility, and a computer with internet connectivity; VOIP is not available for this event. 

Event Time

Live sessions are held online from noon to 1:30 pm Eastern on a designated workday. 

CPEs

Participants earn 1.5 continuing professional education (CPE) hours.

Fees

For one low fee per seminar, there is no limit to the number of people that can listen and participate at each site. Seminar prices are $189 per site. A site is defined a single phone line and Internet connection.

Registration

Online registration is available for all listed webinars. Click on the title of the webinar you wish to attend for instructions. Each registered site is provided with login instructions and access codes to allow entrance to the webinar website. Registration closes two hours prior to the event start time.

Connectivity Requirements

Webinars are presented via WebEx services. To ensure that your site location can operate with WebEx, test Webex’s Join Site Meeting, found here: http://www.webex.com/lp/jointest. VOIP is not available for these events.

Need More Information?

Visit the Webinar FAQs or contact learningcenter@ncmahq.org for additional information.

• UK Office

  Opening Hours: 9.00 - 17.30 (local time)
   
• Tel: +44 (0) 20 7827 6000
  Fax: +44 (0) 20 7827 6001
• Website: http://www.smi-online.co.uk
   
• Email: events@smi-online.co.uk

The concepts used to describe Protecting Critical National Infrastructure have changed radically since they were first articulated in President Clinton’s President’s Commission on Critical Infrastructure Protection in 1997. Although PCNI was initially seen in terms of protecting facilities and operations from terrorist attack (and that still remains a significant factor in PCNI thinking), it has since then become clear that PCNI is much more complex than merely defending facilities based on traditional security management models.

The highly inter-connected and interdependent nature of tightly-bounded CNI operations means that a disruption in service to any part of the national system (and in many cases, the global system, for example, cyber communication), has a high-likelihood of triggering rapidly escalating and rapidly cascading effects, increasing both the impact of any failure in service but also transferring the consequences of those failures across the system.
 

From a crisis management perspective, the specific reasons for the initial triggering of a systems failure is less important than the necessity of consequence management following any failure, whatever its initial cause might be.

Given the increasing fragmentation of the CNI landscape, the commercial pressures associated with privatisation and cost-cutting savings, the aging of the CN infrastructure and the associated degradation of security and general services, as well as the ever more urgent need for invasive maintenance merely to maintain minimal functional capability, all combined with increased technological sophistication and complexity that increasingly leaves the management of CNI to fully-autonomous automated programmes, means that the issues of effective management of CNI and the ability to respond to non-normal situations speedily and effectively is at the forefront of crisis management thinking across the commercial and government PCNI sectors.