September 9, 2008 Strategic Planning
Presenter: Jack Greenhalgh
Overview of the entire seminar. Developing the company’s long-term goals. Integrating owners’ and senior managers’ goals into achievable and focused strategic plan 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 management process to assure accountability for performance. Importance of a Board of Directors/Advisors.
About the Presenter Jack Greenhalgh, President of New Era Energy, Inc. Previously Founder and Executive Vice President of AMSEC from its inception until it reached $40 million in sales; duties included all corporate administration and finance, strategic planning and management control processes. Currently Co-chairman of the Defense and Homeland Security Consortium. Holds an MBA from Stanford University.
September 16, 2008 Marketing Presenter: 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.
About the 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.
September 23, 2008 Proposal Development Process Presenter: 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.
About the 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.
September 30, 2008 Contract Performance Presenter: Pat Mahoney
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.
About the 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 contracting, 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.
About the Presenter Louis Dommer, Senior VP and CFO of Oceana Sensor Technologies, Inc. He possesses extensive experience in accounting, contract administration and contract management. Holds an MBA from the University of Rochester.
October 14, 2008 Government Customer Expectations Presenter: Al Diaz
The government's perspective on the contract relationship and expectations. Who are the key people in the government procurement process, involved in contract administration and technical oversight. How their roles interact, impact on the contractor and contract performance. How to help yourself in getting timely payments. Unsolicited proposals, requests for information, sources sought requests, and Requests for Proposal relationships. Implications for contractors of the Freedom of Information Act (FOIA), potential for Organizational Conflict of Interest (OCI), prohibitions against personal services contracts, ethics issues and gratuities. Implications to you in hiring decisions concerning former military or civil servants and Letters of Safe Harbor with regard to these former government employees leaving government service.
About the Presenter Al Diaz (CPCM), retired for the U.S. Navy as a Supply Officer. He currently is Vice-President for Corporate Contracts at Navy Exchange Service Command, which provides contract support for the world-wide network of Navy Exchanges and Navy Lodges. Previously served as Contracts Acquisition Management Officer (CAMO) for United States Joint Forces Command (USJFCOM), responsible for the management of support contracts, procurement planning and Contracting Officer Representative oversight on contracts valued at $240 M annually and providing over 2000 contractor personnel to the command. Holds an MS in acquisitions Management (Commercial and Industrial), Golden Gate University, 1990.
October 21, 2008 How to Subcontract With Prime Contractors Presenter: Don Bradway
The teaming process. Teaming and non-disclosure agreements. Contract types. Why seek subcontractor opportunities? 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.
About the Presenter Don Bradway, Certified Project Management Professional. Currently Oceana Sensors Technologies, Inc. Government Programs Director. Previously Partner/COO of IDAX, a privately held technology company, from startup until acquisition and integration of the company by GE Energy Services; Vice President Cost Engineering, Metro Machine Corporation; Director of Subcontract Management, Norshipco.
October 28, 2008 Profitability and Administration Presenter: Terry Kreamer
Corporate financial management. Keeping marketing, production and financial management in balance. Impact of contract type on work force planning and profitablity. Overhead management. Unallowable expenses. Establishing multiple cost centers and overhead cost recovery techniques. Managing to the bottom line. Financial management reporting systems. Relationship of shareholder and corporate value to strategic planning and exit strategy. Positioning your company for sale or merger. What do buying companies look for in determining a value for your company?
About the Presenter Terry N. Kreamer serves as Vice President and Chief Financial Officer for Knowledge Information Solutions, Inc. in Virginia Beach, VA. He is a Certified Public Accountant licensed in Virginia and Alabama with over fifteen years of financial and contracting experience for federal government contractors ranging from industry giants to growing small businesses and 8(a) companies. He holds a BS from Regents College SUNY Albany and a government contracting concentration from Middlesex College.
November 4, 2008 Employee Relations Presenter: 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 and reporting requirements; compliance with employment regulations. Creating loyalty and winning motivation.
About the Presenter Dave Edwards is a Senior Vice President of W R Systems, Ltd., and Director of its Engineering Services Division (ESD). Under his direction, his division earned the 2007 Psychologically Healthy Workplace Award of Excellence, Gold Level Achievement, for Small, For-Profit Businesses in Virginia. In 2006, ESD was ranked #1 among “The Top 25 Best Places to Work in Hampton Roads” by Inside Business. A Navy veteran, Dave leads a team of 180-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.
November 11, 2008 Small Business Resources Presenter: Joseph Moore
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.
About the Presenter Joseph Moore, Certified Professional Contracts Manager (CPCM) and Certified Contracting Assistance Specialist (CCAS). Director for Hampton Roads area of the George Mason University Procurement Technical Assistance Program (PTAP). In this role, he coordinates all support and services provided to clients of the PTAP program including counseling on how to understand and bid federal contracts. Mr. Moore had a career in the U.S. Navy as a Supply Officer with focused experience in Aviation Logistics and Contracting. Since retirement from the U.S. Navy he has held positions as Contracts Team leader for Digital Systems Research and as a Senior Contracts Manager for Electronic Data Systems. He hold a Master's Degree in Acquisition and Contracts and an MBA in Management.
