Breakout Session 1104

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(No Transcript)
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Growing Your OwnDeveloping a College Hire
Program for Government Contractors
Breakout Session 1104 Human Capital and Career
Management Dr Ralph Mike Criss, Director
Contract Management, Fluor Government
Group April 24, 2007 1045 - 1145
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The Problem

• More Contracted
• More Dollars
• Not Enough People

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The Solution

• Do More With Less (or at best the same)
• Higher More People
• Hire a Winner
• Train Someone From a Closely Related Field
• Hire and Train from Within
• Hire and Train from the Outside
• College Hires

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The Approach

• Where Do They Come From?
• How Do You Know if They Will Fit In?
• How Do You Bring Them Along?
• What Do You Do With Them?
• Why Hire Them At All?

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Where Do They Come From?

• Interns
• Co-Ops
• Fresh Out of School

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How Do You Know if They Will Fit In?

• Discipline
• Finance, Economics, Industrial Engineering
• Contract and Procurement Majors
• In School, What Else Did They Do?
• Tell Them Like It Will Be

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How Do You Know if They Will Fit In?

• Remember, Many of Them Have Been Coached
• Watch the Little Things
• They Know Little About the Business
• Hire for Potential

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How Do You Bring Them Along?

• Training Courses
• Basic Contracts, Law, Pricing
• But Not Right Away
• Mentoring
• Be Involved, Then Back Off
• Development Plan
• Little Steps
• Include More Than They Can Finish

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What Do You Do With Them?

• Monitor
• Find Meaningful Work
• Rotate Jobs
• Get Feedback
• Sell, Sell, Sell
• Two Year Rule
• Keep Them Employed
• They Are an Investment

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Why Hire Them At All?

• They Are Cheap
• They Want To Learn
• They Have Few Bad Habits
• If They Are Good, They Are an Easy Sell
• They Build Loyalty and a Future

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Examples
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Selling the Program
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New College-Hire Training

• Rotation Plan

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Position Rotations

• Management Assistant
• C and SCM Systems
• Contract Administration
• Business Diversity Program
• Government Property
• Business Development
• GCA

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Direct Training Aspects

• Formal Courses
• Basic FAR
• Contract Law
• Cost and Pricing
• On the Job
• Camtasia/KOL
• Functional Training - CM Training online
• In House Training

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Other Areas of Emphasis

• GSS Rotation
• Other Functions
• Project Controls
• Estimating
• Scheduling
• HR
• Finance and Accounting

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Position Rotations

• Details and Competencies

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Management Assistant

• Six Month Rotation
• Work Directly with Executive Sponsor
• Manage Assigned Programs and Projects
• Attend Variety of Management Level Meetings
• Emphasize writing, research, and reporting

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Contract and SCM Systems

• Three Month Rotation
• Learn Functions Systems
• Hands-on Emphasis
• Work Directly with System Knowledgeable
  Professionals
• End Competencies
• Knowledge of Systems
• Ability to Training Others

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Contract Administration

• Three Month Rotation
• Learn Basics of Subcontract Administration
• Work Under Direct Supervision
• End Competencies
• Understand Basic of Contract Administration
• Can Award Subcontract with Supervision
• Can Administer Subcontract with Supervision

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Business Diversity Program

• Up to Three Month Rotation
• Work with Diversity Professional
• Become Familiar with BD Program
• End Competencies
• Aid Lead in Executing Program
• Understand Basics of Program and How it Applies
  to Project Execution

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Government Property

• Up to Three Month Rotation
• Work with Govt Property Professional
• Become Familiar with Program
• End Competencies
• Aid Lead in Executing Program
• Understand Basics of Program and How it Applies
  to Project Execution

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Business Development

• Up to Three Month Rotation
• Work with Marketing/BP Professional
• Become Familiar with Program
• End Competencies
• Aid Lead in Executing Program
• Understand Basics of Program and How it Applies
  to the Contracts Function

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Government Contract Administrator

• Capstone Rotation
• Work with Senior GCA
• Assist GCA in Execution of the Contract
• End Competencies
• Understand Prime and Subcontract Administration
• Be Capable of Performing All Contract Management
  Functions with Minimum Supervison
• Know How to Use all Contract Practices

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Direct Training Aspects

• Details

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Formal Courses

• Courses
• Basic FAR
• Contract Law
• Cost and Pricing
• Purpose
• Baseline General Knowledge to Client and
  Professional Community
• Complete Between Months Three and Six
• Best if Courses are Taken Off Campus
• Gives Broader Perspective to New Hire

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On the Job Training

• Primarily Done Through Rotation Training

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Functional Training

• Online Through KOL
• Camtasia
• GSS Contract Management Training
• Boot Camp

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In House Training

• In House Courses Offered by Function
• MatMan and CMSi
• Computer Based
• Lunch and Learn
• Staff Meeting
• Functional Manager Sponsored
• One-on-One
• One-on-Small Group

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The General Process
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General Contract Process
Agency
Fluor
Vendors/Subs
Proposal
Proposal
RFP
Tech
Pricing
TCs
Subcontracts
Contract
Invoicing
Purchase Orders
Performance/Execution
Performance/Execution
Deliverables
Deliverables
Invoicing
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Process By Function
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Organization by Function
Functional Level
VP
VP CSCM
Dir
Cont Ops
Gvt Prop
Systems
Proc Ops
Compliance
Bus Div
Project Level
Mgr
Prime
Sub
PPM
PMM
GCA
CA
PM
MM
GCA
CA
PM
MM
GCA
CA
PM
MM
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Contracts and Supply Chain Management

• Contracts
• Prime Contracts
• Subcontracts
• Supply Chain Management
• Procurement
• Materials Management
• Government Property
• Systems
• Compliance
• Export Control
• Business Diversity

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Contracts and Supply Chain Management General
Leadership Programs Approvals
Supply Chain Management Execution of
Programs Oversight Training Review Policy Peer
Review
Contract Operations Execution of Programs
Oversight Training Review Policy Peer Review
Systems Execution of Programs Oversight
Training
Compliance Execution of Programs Oversight
Training Policy Review Coordination
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The Contract Process
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Pre-Award
Sales and Marketing Lead Contracting TCs,
Business Approach, Execution Plan, Bidders
List Operations Execution Strategy, Business
Approach, Plans with input from other
disciplines Project Controls Estimating with
input from other disciplines, Schedule, WBS,
Business Approach Engineering Technical
Approach, Materials requirements Procurement Same
as Contracts without TCs ESHQ Safety and
Health, Quality Other Disciplines
Agency Generates RFP Fluor Generates
Proposal Technical Cost Management Past
Performance
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Award
Sales and Marketing Lead (except for TOs -
Ops), Sign Contracting Confirm award same as
proposal, TCs, Business Approach, Execution
Plan, Bidders List, Recommend Signature Operatio
ns Confirm award same as proposal, Execution
Strategy, Business Approach, Plans with input
from other disciplines Project Controls Confirm
award same as proposal, Estimating with input
from other disciplines, Schedule, WBS, Business
Approach Engineering Confirm award same as
proposal, Technical Approach, Materials
requirements Procurement Confirm award same as
proposal, Same as Contracts without TCs ESHQ
Confirm award same as proposal, Safety and
Health, Quality Other Disciplines
Agency Generates Contract Fluor Signs Agency Signs
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Post Award
Operations Lead, Assign PM/PD, Oversee
Execution, Complete Plans, Accept Charges
Invoice, Authorize Billings Contracting Complete
Plans, Verify Flow-downs, Do Abstract, Solicit
Subs, Awards Subs, Monitor Subs Project
Controls Control Financials, Schedule,
Estimating, Manage Change Control
Process Engineering Develop Scopes, Monitor Sub
Performance, Verify Quantities Procurement Same
as Contracts Other Disciplines
Fluor Performs Work Invoices Client Subcontracts
for Services PO for Materials Monitor Subs Pay
subs Identify Changes Negotiates Claims
Agency Accepts Services from Fluor Pays
Fluor Monitors Fluor Performance Monitor Award
Fee Generate Changes Fund Work
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Closeout
Operations Lead, Destaff Job, Ensure Work is
Complete Contracting Close files with subs,
Closeout with Agency (property, claims, final
rates/invoices, final payment), Closeout file,
Disposition Project Controls Closeout
Financials Procurement Same as Contracts Other
Disciplines
Fluor Close Project IAW Plan Negotiate with
Agency for Final Payment Agency Negotiate with
Fluor for Final Payment Provide Closeout
Documents
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Contract Type
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General Contract Process
Agency
Fluor
Vendors/Subs
Proposal
Proposal
RFP
Tech
Pricing
TCs
Subcontracts
Contract
Invoicing
Purchase Orders
Performance/Execution
Performance/Execution
Deliverables
Deliverables
Invoicing
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Types of Contracts
Contract Type
Fluor Risk
Government Risk
Firm-Fixed Price Fixed Price/Unit Price Time and
Material/Labor Hour Cost Reimbursable/Cost Plus
High Low
Low High
Fee Arrangements
Profit vs Fee
Incentive Fee FP/CR Fixed Fee CR Award
Fee CR(FP) Performance Based FP/CR
Profit Revenue - Cost Fee Payment for Services
Components by Contract Types
FFP Revenue only, Cost borne by contractor CPFF
Profit Rev - Cost Reimbursement
Allowable Cost Fee
Fee may not profit CPAF Profit
Rev - Cost Reimbursement All. Cost
Earned Fee Base and Award Fees TM Profit Rev
- Cost Reimbursement Labor Rate X
Hours Material Cost Labor Hour same as
TM Performance Based, Option Periods