Course:Strategic Planning
Date: 02-19-08 Instructor: Jack Greenhalgh
Overview of the entire seminar. Developing the company’s long-term goals. Integrating owners’ and senior managers’ goals into achievable and focused strategy with realistic processes for assuring successful results. Why is it rarely done well? Relationship of strategic, business and marketing plans. Turning plans into budgets and pricing. Development of overhead and G&A rates. Cost centers and cost pools. Establishing accountability. Importance of a Board of Directors/Advisors.
Presenter: Jack Greenhalgh, President of New Era Energy, Inc. Previously, Founder and Executive Vice President of AMSEC from its inception until it reached $30 million in sales; duties included all corporate administration and finance, strategic planning and management control processes. Holds an MBA from Stanford University.
Course: Marketing
Date: 02-26-08
Instructor: Marc Dalby
Converting your strategic plan into a marketing plan. Marketing literature. Implementing the marketing plan. Who do I see? How do I meet the right people? Street-smart marketing tips. What is the Hampton Roads market? Who are the competitors? Building individual and team relationships. Using the Mentor Protégé program. Capture planning. Prime vs. subcontractor choice. Conflict of interest considerations.
Presenter: Marc Dalby is President of Meridian, LLC, a business development consultancy specializing in marketing to the Federal Government. He previously served as the Executive Vice President of Business Systems and Strategy for London Bridge Trading Company, a Hampton Roads manufacturing firm. Marc has also held senior-level business development and marketing positions in both technology and services-oriented organizations. Marc has a BS in Business/Marketing and an MBA from Norwich University. He is an active member of the Hampton Roads Defense and Homeland Security Consortium.
Course: How to Subcontract with Prime Contractors
Date: 03-04-08
Instructor: Don Bradway
The teaming process. Teaming and non-disclosure agreements. Contract types. Why seek subcontractor positions? Why should the prime choose you? How to make it happen. Small business size standards. Set-aside issues. Some clauses can be like mines in the channel. Material vs. services as a product. Small business, disadvantaged business and minority owned set-aside programs. Size standards. Impact of growth or mergers on set-aside qualifications and conflicts of interest. Stealth mentorship.
Presenter: Don Bradway, Oceana Sensors Technologies, Inc. ex-President Refrex LLC, a system integration company. Served as COO of IDAX during a 600% increase in volume, until acquisition and integration of the company by GE Energy Services. Past Director of Sub-Contract Management at Norfolk Shipbuilding and Drydock Company. Also served as Vice President at Metro Machine.
Course: Proposal Development Process
Date: 03-11-08
Instructor: Prescott Sherrod
What’s your role in the prime contractor’s proposal effort? Understanding the RFP and the typical evaluator for the buyer. Writing a winning proposal. Proposal development organization and review process. Types of government and prime contractor solicitations. Types or partner agreements. Non-disclosure agreements. Bidder’s conferences. Postaward debriefs. Protests.
Presenter: Prescott Sherrod, President and CEO, PEMCOO, Inc., a Virginia Beach-based contracting firm. During his career, he has marked over $800 million in new and expanded business and participated in multiple proposal efforts valued at over one billion dollars. His company is regarded as one of the best small businesses in its ability to support joint proposal developments. Holds an MS in Engineering Management from George Washington University.
Course: Contract Performance
Date: 03-18-08
Instructor: Pat Mohoney
Role of the Program Manager (PM). All inclusive look at contract performance strategies. Maintaining relations with Prime and the ultimate customer. Creating inside champions and growing the work. Managing personality conflicts. Is the customer always right? Financial management for the PM. Contract management and close out. Billing and collection issues for PM. Quality assurance. Managing your own subcontractors. Material management and government furnished equipment issues. Security. Facilities. Recruiting.
Presenter: Pat Mahoney, Group Manager for Tidewater Programs, ACCESS. He manages contracts providing technical, administrative and clerical support to program management areas within Joint Forces Command. He also oversees a contract providing medical data management support to the 1st Fighter Wing Hospital at Langley Air Force Base. He also served as General Manager for an electronics technology center for SYSCON/LOGICONH. He has over forty years experience that includes military command and staff positions and government contractor program management. He has a BA from Bradley University and a MS from the University of Northern Colorado.
Government contraction, auditing and accounting organization (DCAA, DFAC, DCMA). Getting the paperwork right. Contract accounting issues. Managing deliverables. Contract changes. Working before the contract funding paper is in place. Managing receivables from the government. Automated contract accounting systems. Rate over/under runs and their impact on profitability.
Presenter: Louis C Dommer III, Senior VP and CFO of Oceana Sensor Technologies, Inc. Lou has over 17 years of experience at the PCB Group of companies. The past 15 years have entailed executive management at Oceana Sensor Technologies, Inc. and PCB Piezotronics, Inc. with Board of Director duties for Oceana Sensor, PCB Group, Inc., PCB Piezotronics and The Modal Shop. Challenges have included managing growth and profitability in both an existing business of greater than $100 million in revenues and a Start up, establishing a certified ISO 9001:2000 companies, engineering administration, operations, finance and strategic corporate development. Lou, as part of the founding management team of Oceana Sensor Technologies, Inc., possesses extensive experience in Government contract accounting, contract administration and contract management. Lou holds a BSAS from The Ohio State University and an Executive MBA from the Simon Business School at the University of Rochester
Course: Employee Relations
Date: 04-08-08
Instructor: Dave Edwards
Effects of “Corporate Culture” on employee relations. Transitioning from military/civil service to private industry. Leading and motivating your workforce. Recruiting, hiring, and retention. Compensation/benefits programs and employee training. Performance appraisals. Equal opportunity programs & reporting requirements; compliance with employment regulations. Creating loyalty and winning motivation.
Presenter: Dave Edwards is Senior Vice President of W R Systems, Ltd.. In 2007 his division received the Virginia Psychological Association's "Psychologically Healthy Workplace" highest award for the state of Virginia. In 2006, his division was rated #1 in “The Top 25 Best Places to Work in Hampton Roads” by Inside Business and was designated the High Tech Company of the Year by the Hampton Roads Technology Council. A Navy veteran, Dave leads a team of 190-plus engineering specialists who have collectively secured numerous multi-million-dollar contracts. Dave currently serves as Chairman of the Advisory Board of ODU’s Frank Batten College of Engineering and Technology.
Course: Profitability and Administration
Date: 04-15-08
Instructor: John Graf
Corporate financial management. Keeping marketing, production and financial management in balance. Unallowable expenses. Managing to the bottom line. Establishing multiple cost centers and overhead cost recovery techniques. Financial management reporting systems. Creating shareholder and corporate value. Positioning your company for sale or mergers. What do buying companies look for in determining a value for your company?
Presenter: John Graf III, retired as Senior Administrative Manager and Director of Government Accounting for AMSEC, LLC. A Navy veteran, he directed the government accounting functions and policies. Previously, as Senior Vice President and Director of Planning and Control for AMSEC, he was responsible for all corporate staff coordination activities, served as Special financial management and management reporting, as well as in mergers and acquisitions. Holds and MBA from the University of Virginia and an MA in National Security and Strategic Studies from the Naval War College, Newport, R.I.
Course: Small Business Resources
Date: 04-22-08
Instructor: John Fedkenheuer
What training and education resources are available? Government and Prime Contractor Mentor-Protégé Programs. Who are the contacts I need to find in the government and in the major Prime Contractors? How can the Small Business Administration, Small Business Development Centers and Procurement Technical Assistance Centers help me? On-line resources. Small Business Innovation Research contracts. Minority set-aside programs.
Presenter: John Fedkenheuer manages minority set aside programs in eastern Virginia for the Small Business Administration. Previously he was Director of the Crater Procurement Assistance Center in Petersburg, Virginia. Clients have won over 1,000 government contracts and subcontracts valued at over $350 million.
