Welcome To Contract Management

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WelcomeToContract ManagementNational
Contract Management Association

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PurposeIntroduce Universities and Colleges to

• The Contract Management Profession
• National Contract Management Association
• Benefits of student membership in NCMA
• Benefits of NCMA student chapters
• Information about CM curriculum development

For More Information Dr. John Wilkinson at
Wilkinson_at_ncmahq.org
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What is Contract Management?

• Contract management is the art and science of
  formulating, executing, administering and closing
  a business transaction between two or more
  parties.
• Both buyers and sellers participate in the
  contract management process.
• Job scope ranges from the administrative skills
  of managing, organizing, and planning, to the
  excitement and challenge of negotiating a major
  contract.

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What skills do you need?

• Contract management skills are developed through
  continuing education and practice.
• A successful contract manager has developed
  skills in 3 main areas.
• Technical Demonstrated by competently
  performing such as tasks preparing and issuing
  solicitations, bids, and proposals, preparing or
  analyzing terms and conditions, or analyzing
  procurement requirements and supplier
  capabilities.
• Conceptual The manner in which the contract
  manager visualizes the contract's organization in
  terms of the agency's or company's goals. These
  skills involve the ability to see and use the
  "big picture" for greater organizational and
  personal success.
• Human relations Focus on the "people" aspect of
  contract management. Effective performance
  requires the cooperation of many others over whom
  the contract manager has little or no
  organizational control. Dealing with government
  and contractor representatives from a diverse
  range of disciplines requires strong relational
  and communication skills. Many contract managers
  consider competency in human relations to be the
  most important skill for the future of their jobs
  and careers.

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Contract Roles

• Buyers purchaser of product(s) or service(s)
• Key Terms Acquisition, Purchasing Agents
  Contracting Officers, Subcontract
  Managers/Administrators
• Sellers provider of product(s) or service(s)
• Key Terms Sales Agents, Business Development,
  Contracting (Contract Administrator)
• Negotiators
• Maintenance or Management of Contract
• Applies to both Buyers and Sellers
• Note One person can have all roles

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Contract Manager Responsibilities

• Effective Teamwork with Customers
• External Buyers are customers to Sellers
• Internal Project Managers or Business
  Development become customers to Contracting
  Professional when they need a contractual
  agreement to purchase products and services or
  build teaming agreements
• Coping with Contract Regulations
• U.S. Government contracts Federal Acquisitions
  Regulations (FAR)
• Federal agencies may also have FAR supplements
• Commercial contracts Uniform Commercial Code
  (UCC)
• International contracts Export Administration
  Regulations (EAR) and International Traffic in
  Arms Regulations (ITAR)

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Contract Manager Responsibilities (Continued)

• Problem Solver
• Work with customer to structure effective
  acquisition strategy and tactics
• Well described requirement and clear contracting
  vehicle
• If there are hoops to jump through, jump through
  them together
• Dont gain the reputation of being a problem
  causer
• Business Advisor
• The shortest route to success may not be the
  best protect your boss and customer
• If there is a gray area when interpreting rules,
  interpret to the benefit of your customer
  (document your rationale)
• The skill (and reward!) comes from building an
  alternative that works

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What Does It Take?

• Contract Management demands competence in
• Leadership
• Management
• Contract law
• Economics
• Accounting finance
• Marketing
• Operations management
• In short a walking MBA
• Organizations need to quickly identify and hire
  entry level professionals to be able to deal with
  threats and opportunities

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Contract Management Jobs!

• A lot of jobs on both the government and industry
  side within the contracts field
• Search on Monster.com with contract
  administrator results 2,000 jobs nationwide
• Search on Monster.com with procurement results
  more than 5,000 jobs
• Search on usajobs.gov with procurement results
  1,800 jobs
• Washington, DC has the most jobs available within
  the field

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Contract Management Money!NCMA Salary Survey
Findings

• Median US 82,000
• Annual median salary by experience
• 5 to 9 years 70,000
• 10 to 14 years 80,000
• 15 to 19 years 89,000
• 20 to 29 years 99,000
• 30 years 101,000

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NCMA Salary Survey Findings (Continued)

• Annual median salary by age (in US )
• Under 35 57,000
• 35 44 77,000
• 45 54 89,000
• 55 and up 92,200

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What is NCMA?

• VisionNCMA will lead and represent the contract
  management profession. Our vision is that
  enterprises will succeed through improved
  buyer-seller relationships based on common
  values, practices, and professional standards.
• MissionNCMA exists to enable the workforce to
  grow professionally, assess individual and
  organizational competency against professional
  standards, establish values, develop best
  practices, and provide access to skilled
  individuals, enabling enterprises to improve
  their buyer-seller relationships.
• Web Site www.ncmahq.org

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Benefits of NCMANCMA provides contract
professionals in the private and public sectors,
buying and selling worlds, the knowledge and
connections that foster lifetime career
management excellence through

• Contract Management monthly magazine
• Journal of Contract Management
• Three Annual National Educational Conferences
• CM NewsMonthly e-mail newsletter
• Chapter Affiliation
• Networking Opportunities with the People Who
  Matter

• Audio SeminarsAccess these live, monthly
  seminars
• Professional Certification Programs
• E-Courses
• Job opportunities www.ContractManagementJobs.com
  
• Access to Salary Survey

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Student Membership Chapters Why?

• The foundation of integrity within the (federal
  acquisition) system is a competent, experienced,
  and well-trained, professional workforce.
• FAR Part 102-2(c)(1)

• Major Employers seeking better and more in depth
  knowledge in candidates when hiring new contract
  management professionals

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Student Member Benefits

• Receive all the benefits of Regular Members
• Contract Management magazine
• CM News (e-newsletter)
• Access to local and national training/educational
  opportunities
• Member discounts
• Networking opportunities leading to possible
  future intern programs or full-time employment
• Access to www.ContractManagementJobs.com
• Post resume
• Apply for jobs online
• 1,000 worldwide jobs posted every year

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Student Membership Requirements

• To qualify
• Must be full-time student
• Must be an undergraduate
• Must be pursuing a business degree
• Must be in an accredited, degree-granting
  institution and
• Not hold full-time employment in CM or related
  career field
• Annual Dues 0
• Initiation fee is waived

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Student Chapter Benefits

• Networking opportunities
• Learn from each other
• Learn from mentor chapter
• Closer working relationship with faculty advisor
• More in-depth relationship to national NCMA
  organization

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Getting Started

• Support from both National and local NCMA chapter
• Conduct student chapter interest meeting
• Provide food nonalcoholic drinks
• Invite NCMA speaker
• CM information and testimonials
• NCMA benefits
• Get at least 25 students interested
• Select pro tem President, Secretary, Treasurer
• Submit charter petition letter
• Select faculty advisor (Make or break step!)
• For more details about Chapter Chartering see
• http//www.ncmahq.org/membership/docs/NCMAChapterC
  harteringManual.doc

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Faculty Advisor Role

• Focal contact for student chapter
• Advocate student chapter
• Advise student board members
• Communicate with both National and NCMA Host
  Chapter
• Send NCMA related information to chapter members
• Consider development of Contract Management
  curriculum or content

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Tools For Contract Management Curricula

• NCMA has developed summary Contract Management
  Body of Knowledge (CMBOK)
• Access to NCMA library
• University Advisor kit (see next slide)
• Support from other professors within field
• Support from both National NCMA and Host (local)
  chapter

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University Advisor Kit

• Student Brochure Applications
• of Contract Professionals by State (by CRM
  report)
• Contract Management Code of Ethics
• Tri-fold on how to form a Student Chapter
• Guide to the CMBOK
• Executive Summary of the Salary Survey
• Student Posters
• Current Magazines

• Knowledge Catalog
• Benefits on Student membership
• Information on the Student portion of the NCMA
  website
• Information on how to contact other student
  chapters
• Where to obtain a copy of the latest Student
  Chapter Newsletters on line
• Information on how to use NCMA jobs website
  (Chart 15)
• Listing of CM jobs worldwide

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Summary

• CM is an established and growing career field
• In excess of 128,000 jobs
• Supporting and facilitating acquisition of RD,
  production, construction and many other supplies
  and services
• Located at Federal, State, and Local Government
  level
• Located in all industries selling to Government
• Located in companies selling to and buying from
  industry
• Working at both prime and subcontract level
• CM profession greatly facilitated by trained,
  competent, and professional workforce
• Employers place great value on CM knowledge in
  candidates
• NCMA provides a bridge to CM profession and career