Workshop Sessions

Workshop A: Subcontract Proposal Support

This workshop provides training in the planning required to support proposal activities. It incorporates strategic partnership management, pricing strategies, government requirements, and other integral aspects of subcontract proposal activities.

Workshop B: Subcontract Compliance

This workshop provides training in government compliance requirements and related topics. Small businesses to major corporations need to maintain effective compliance programs in order to protect their business interests.

Workshop C: Subcontract Management

This workshop provides training in efficient and effective daily administration and management of subcontracts. Once on contract, the prime is responsible for management of its subcontractors. This workshop focuses on managing the risks associated with the subcontract relationship in order to meet the terms and conditions of the prime contract.

Workshop D: Subcontract Leadership

This workshop provides training in supplier strategies, relationships between prime and subcontractors, and supporting internal and external customers.

Morning workshops (A & C) include breakfast and lunch.
Afternoon workshops (B & D) include lunch.
All SubCon participants are invited to attend the NCMA Fair on March 30 from 5:00pm–7:00pm. 

Workshop A: March 30, 7:30am–1:00pm
Sessions A01–A03: 8:30am–10:00am

Understanding and Writing Small Business Subcontracting Plans


Deborah Eble, Subcontracting Program Manager, General Services Administration

Small business subcontracting plans are are a material part of the contract. Learn what makes a small business subcontracting plan one that fosters maximum practicable opportunity for small businesses, as required by statute. Understand how collaborative efforts between government and industry, both before award and after award, benefits us as American taxpayers.

ACTIVITY: Participants will be presented with a proposed subcontracting plan and will be asked to think like a contracting officer to identify the steps to take to review the plan, negotiation objectives, and the next steps to take before making the award.
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Government Contract Teaming—A Subcontractor Perspective


Paul Seidman, Principal, Seidman & Associates PC

This presentation offers subcontractor strategies for negotiating an advantageous teaming agreement, which are agreements, generally between a company competing for a prime contract and a prospective subcontractor, that can require either the award of a subcontract or the parties to attempt to negotiate a subcontract after the prime contract is awarded. If your firm expended substantial time and money assisting a potential prime contractor with its proposal for a government contract with the understanding that your firm would receive a subcontract after award, is your firm assured it will receive a subcontract?

ACTIVITY: During this session, attendees will review and discuss a sample teaming agreement.
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How to Perform Effective Price Analyses of Subcontractor Proposals


Jeffery White, CPM, President/CEO, J.A. White & Associates Inc.

This workshop provides a comprehensive overview of the hands-on strategies and techniques for conducting effective price analyses—regardless of the procurement type. This session will address each of the FAR techniques for price analysis and will include techniques for including subcontractors in the “Price to Win” process.

ACTIVITY: During this session, attendees will participate in a town hall discussion to share their own price analysis techniques, best practices, and real-world price analysis tools.
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Sessions A04–A06: 10:30am–12:00pm

Supporting a Prime’s Small Business Strategy


Jack Hott, Lifetime CPCM, CFCM, Fellow, Principal, Sourcing Outcomes & Solutions LLC
Debra Sampson, CSDP, Small Business Liaison Officer, Fluor Government Group

In government requests for proposals, the small business program is frequently evaluated. Small businesses are key players in market research for capabilities (by NAICS codes), local businesses, team/commitment agreements, mentor/protégé programs, and small business plans. This session will discuss what the prime needs from small businesses to prepare a winning small business strategy. It will also look at what the prime expects from small businesses after award based on the agreement/participation during proposal preparation, post-award changes, and other requirements.

ACTIVITY: During this session, participants wll be presented with a scenario of a prime contractor's small business needs. They'll be asked to consider the key needs small businesses can meet, how they will do it, and what the small businesses will need from the prime in order to succeed.
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Best Practices for Reading & Responding to RFPs?


Melanie Burgess, CPA, CPCM, Fellow, President, Burgess Consulting LLC
Robert E. Jones, CPA, CPCM, Fellow, Government Contracts & Accounting Expert, Left Brain Professionals Inc.

The number one complaint from contracting officers is that contractors do not always provide responsive proposals. Contractors either fail to submit required information or submit it in the wrong format. This session will walk you through each section of the RFP, explain significant items, and highlight common pitfalls—as well as resources and where to find answers.

ACTIVITY: Attendees will be organized into groups and provided a sample RFP. Group leaders will assign parts based on functional expertise and present their proposals.
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Sourcing Issues in International Subcontracting


Jim Kirlin, CPCM, CFCM, President, Kirlin Consulting LLC
Allie Stanzione, CPCM, CFCM Fellow, Senior Contracts Manager, General Dynamics

Globalization is here! International subcontracting has grown significantly as primes turn to foreign customers for business and to foreign suppliers to get the best from their supply chain. International subcontracting management is now required for world-class performance; however, it is much harder than domestic subcontracting, and involves substantial third-party risks. This session will discuss international subcontracting issues, identify the risks, and show how to mitigate those risks.

ACTIVITY: During this session, participants will work on a case study in small groups. Each group will identify risks in an international sourcing scenario and share their observations with all participants.
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Workshop B: March 30, 12:00pm–5:00pm
Sessions B01–B03: 1:30pm–3:00pm

Top Compliance and Ethics Concerns for Government Contractors in 2017


Glenn Sweatt, CPCM, Fellow, CCEP, Counsel, Pillsbury Winthrop Shaw Pittman

This session will cover basic to intermediate ethics and compliance requirements for government contractors. These include fundamental ethics rules such as gratuities and government hiring, the more broad ethics and code of conduct requirements and mandatory disclosure requirements, to the newer human trafficking and employment-related rules and regulations.

ACTIVITY: Following each topic presented, attendees will answer 1 to 2 written questions to a hypothetical situation. This "quiz" will facilitate further discussion and clarification of each topic.
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Contractor Purchasing System Review (CPSR) Hot Topics

B02 • Intermediate

John C. Foley Jr., Supervisory Procurement Analyst, Business Operations Center, Defense Contract Management Agency
Andrew C. Obermeyer, CPCM, Fellow
, Director, Business Operations Center, Defense Contract Management Agency

This presentation will help alleviate the anxiety that accompanies upcoming CPSRs performed by the Defense Contract Management Agency. It will discuss the elements of the CPSR, the actions taken by the CPSR team, the actions required from the contractor, new and hot topics, and will also address audience concerns and feedback.

ACTIVITY: This will be an interactive session. Attendees will walk through a faux CPSR to simulate, to the extent possible, the process of preparing for and participating in a CPSR.
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Passing a CPSR Review—Lessons Learned on How to be Successful


Lynne Hood, Sr. Director, Procurement & Subcontracts, Concurrent Technologies Corporation
Schreyer-Hughes, Government Liaison Lead, Concurrent Technologies Corporation

Don't's time for your CPSR! Preparing for and passing a Contractor Purchasing System Review (CPSR) can be intimidating and stressful. Concurrent Technologies Corporation successfully passed its sixth CPSR in the fall of 2015. The purpose of this session is to share our preparation strategy, audit experience, and corrective action lessons learned.

ACTIVITY: As participants enter the session, they will be asked to complete an "entry" ticket stating why they selected the session and what they expect to learn. During the presentation, presenters will ensure all "exit" tickets are satisfied.
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Sessions B04–B06: 3:30pm–5:00pm

Accounting System Compliance for Government Subcontractors


Robert Smith, CPA, CEO, ICAT Systems

As a government subcontractor, do you know what you must know about accounting system compliance? We will explain the audit checklist requirements, but we will also show examples of how accounting information impacts pricing and billing. The subcontractor needs to understand how its accounting data supports pricing and billing, and how the degree of clarity of that information will impact its reputation with its prime contractors.

ACTIVITY: During this session, participants will play a competitive game to see which group earns the highest number of points in answering acounting system compliance questions.
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Just What Are All of Those Flow Down Clauses?

B05 • Intermediate

Michelle Currier, CPCM, CFCM, Professor of Contract Management, Defense Acquisition University
Heather Dallara, CFCM, Fellow, Senior Director of Contracts, General Dynamics Information Technology, Inc.

Small businesses need to understand that large businesses are required whether it be by the terms of the Prime Contract and/or their purchasing system to include mandatory flow downs in their subcontracts.  Small businesses need to understand which ones they may be exempt from and why and why accepting the “kitchen sink” approach to flow downs may be a compliance risk if they do not understand the requirements of the clauses. In this session, participants will discuss the important of small business compliance programs with large business leaders, as well as, experienced Government Contracting professionals, share lessons learned, and discuss strategies for approaching the sea of flow downs.

ACTIVITY: Participants should come prepared with the FAR and/or DFAR and sample clauses that are often included in flow down provisions and work through tips, alternatives and considerations for compliance.
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Federal  Procurement Subcontracting Plans and Compliance


Frank Scheer, DBA CPM, Assistant Professor, University of Maryland University College

What's in that subcontracting plan? This session will describe a sample subcontracting plan format that can be used for a solicitation response. It will then discuss quarterly subcontracting plan reports as well as elements of supplier-buyer process improvement plans. Participants can use this information as a guide for responding to federal-sector solicitations.

ACTIVITY: During this session, participants will work in small groups to complete a subcontracting plan template based on a selected business profile.
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Workshop C: March 31, 7:30am–1:00pm
Sessions C01–C03: 8:30am–10:00am

Things I Have Learned As An Arbitrator On How Not to Draft Agreements


Barbara Kinosky, JD, Managing Partner, Centre Law and Consulting LLC

If you draft any type of agreement, this session is for you. The speaker has served as an expert witness in prime subcontractor disputes and as an arbitrator on the Complex Disputes Panel of the American Arbitration Association. She has seen dozens of cases of “it was clear to me when I drafted it, so why are we in litigation?” Learn from the mistakes of others and avoid common ambiguities in teaming agreements, subcontracts, and other legal documents. Draft better agreements now.

ACTIVITY: Participants will draft teaming and subcontracting agreements, discussing clauses and finding ways to improve them (depending on whether you are a prime or a subcontractor).
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Manage Risk, Don't Let it Manage You!


Vicki Wrona, PMP, President, Forward Momentum LLC

Some experts estimate that with proper project risk management, you can decrease the problems on your project by 90 percent. This dynamic, interactive workshop, led by a PMP-certified instructor with more than 20 years of experience, introduces the concept of risk, how the Project Management Institute defines risk, and how to effectively manage it. Attend this session to find out how to use best practices in project risk management to achieve successful results on your contract processes, initiatives, and projects.

ACTIVITY: Participants will work in small groups to identify common risks, their triggers, preventive actions, and contingencies. This information will be entered into a risk register template, accumulating the collective wisdom of participants, and the completed template will be sent to session attendees for immediate use on their projects.
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Subcontract Concerns of a General Counsel


Kenneth Allen, JD, Attorney, Consultant

Get a general counsel's perspective on subcontract concerns . This session will address what should be covered in a subcontract, organizational conflicts of interest, prime-sub disputes with each other and the federal agency, how the government inserts itself into subcontracting, the myth of “self-deleting” clauses flowed down from federal contracts, principles of subcontract interpretation (including which laws and principles apply), and how primes seek to avoid liability under the doctrine of contra proferentem.

ACTIVITY: At the start of this session, participants (as "primes" or "subs") will be asked to brainstorm what they would want covered in a subcontract. Participant groups will outbrief their ideas and the presenter will cover their topics during the presentation. 
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Sessions C04–C06:10:30am–12:00pm

The Different Perspectives of Subcontract Management


Michelle Currier, CPCM, CFCM, Professor of Contract Management, Defense Acquisition University
Dallara, CFCM, Fellow, Senior Director of Contracts, General Dynamics Information Technology Inc.
Shingledecker, Director of Procurement, Alion Science and Technology Corporation

The government expects prime contractors to manage their subcontractors. Recent FAR regulations require prime contractors to go beyond the traditional flowdown clauses and move to a more “active” approach to managing subcontractors. This change impacts the government, contractors, and subcontractors. In this session, participants will discuss and debate the roles government contracting officers, contracting officer representatives, industry contracts, subcontracts, and project/program managers play in subcontract management.

ACTIVITY: The majority of the session will be an interactive discussion designed to elicit from participants their own experiences (the good, the bad, and the ugly) with subcontract management, with the goal being for participants to leave with a better perspective of the other viewpoints on challenges and best practices in subcontract management.
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DOD Property Management and Disposal in Relation to Subcontracts


Henry Pielaet, Supervisor, Property Group, DCMA—Business Operations Center Property Division
Wayne, Plant Clearance Officer, DCMA—Business Operations Center Plant Clearance Division

Where did that 20-foot high piece of machinery go? Prime contractors are responsible for government property accountable to their contracts, including government property at subcontractor facilities. Flowdown requirements and subcontractor surveillance are critical. Failure to administer these requirements puts the prime at risk for lost, theft, or damaged or destroyed government property—regardless of possession. This session will discuss flowdown clauses, subcontractor property management systems, title to government property, risk of loss, and disposition of excess.

ACTIVITY: Participants will be challenged to create a "property management system analysis" (PMSA) based on real-world scenarios for subcontracts containing government property.
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Managing Subcontracting Plans—Reporting and Data Requirements


Jack Hott, Lifetime CPCM, CFCM, Fellow, Principal, Sourcing Outcomes & Solutions LLC
Sampson, CSDP, Small Business Liaison Officer, Fluor Government Group

FAR 52.219-9, “Small Business Subcontracting Plan,” and other government-mandated reporting has steadily grown. New task order data and reporting requirements will go into effect on November 1, 2017. This session addresses small business reporting by primes, flowdown issues, developing data (i.e., dollar values based on committed vs. paid), indirect costs, small business participation based upon total contract dollars vs. subcontract dollars, and NAICS codes. Bring your questions and be willing to share your experiences.

ACTIVITY: Using a problem-solving approach, participants will describe possible solutions to setting up contracts in eSRS, managing subcontractor plans, measuring small business utilization, and the challenges of automated business systems for gathering report information.
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Workshop D: March 31, 12:00pm–5:00pm
Sessions D01–D03: 1:30pm–3:00pm

Plates, Rates & "Competimates": Challenges and Choices Facing Novice Subcontractors

D01 • Basic

Russ Blaine, CPCM, Fellow, Chief Operating Officer, Beyond Mission Capable Solutions
Shene' Commodore, CPCM, Fellow, President, Commodore Consulting

It can be very difficult for new and emerging businesses to break into the defense market—and to grow once they’ve managed to do so. This session will discuss the challenges often encountered by subcontractors, and will offer guidance on how to prioritize and address activities that will optimize profitability and sustainability en route to priming.

ACTIVITY: During this session, participants will have the opportunity to make and justify a series of critical decisions based upon common issues subcontractors often face.
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Developing Your Professional Subcontracting Workforce

D02 • Intermediate

Jeff Verling, Executive Director, Corporate Procurement, CACI, Inc. Federal
Dawn Fisher, Senior Subcontract Manager, CACI, Inc. Federal

This session covers key elements in developing procurement professionals into a best-in-class workforce by establishing a comprehensive training program. Fundamentals of the session will include defining roles, mapping those roles to core competencies, and discussing how to develop a training program designed for all levels of the organization. This is achieved by starting with an Individual Development Plan, which will be included as an activity in this session. In today’s environment, it is more critical than ever for businesses to invest in their workforce by creating a path of advancement through training, and maximizing natural talent and open dialogue between management and the workforce, creating an environment of synergy, collaboration, and information exchange.

ACTIVITY: Participants will be given an opportunity to complete an “individual development plan,” which will grant a better understanding of individual skill sets for use in discussions with management.
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Issues in Developing Supply Chain Strategies


Jim Kirlin, CPCM, CFCM, Fellow, President, Kirlin Consulting LLC
Allie Stanzione, CPCM, CFCM, Fellow
, Senior Contracts Manager, General Dynamics

Developing supply chain strategies is critical to the success of the prime, given that 70 percent of an effort can be subcontracted and that large supply chains are needed to fulfill the government’s requirements today. The subcontract manager faces a variety of issues in developing supply chain strategies to meet this need. In this session, we will present the case for supply chain strategies, identify the key issues of all strategies, and discuss current issues.

ACTIVITY: Participants will work in small groups to identify supply chain issues in a provided scenario. Groups will share their observations with the full session.
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Sessions D04–D06: 3:30pm–5:00pm

Developing Strategic Supplier Strategies

D04 • Intermediate

Tom Reid, Chief Problem Solver, Certified Contracting Solutions, LLC
Bonnie Ross, Managing Partner, Capture Strategies, The Federal Market Group; VP/Secretary/Chief Marketing Officer, Subcontract Management Institute; Registered Lobbyist for 22 years

Developing a strong supplier base is critical for any prime contractor. With 60 to 80 percent of the prime dollars flowing to subcontractors, the subcontracting team carries a large responsibility for success of the overall contract. Improper selection or management of even one subcontractor can disrupt the entire program, thus both the prime contractor and the government customer should be intensely focused on the success of the subcontract team. This requires that each subcontract be approached with a specific strategy as regards the entire subcontract team. What elements should that strategy include? What are the roles and responsibilities of the prime, the sub, and the government? When things go off course, how do you identify and remedy the situation? A proper strategy and management plan will provide an early warning system and allow proactive management disciplines to ensure program success.
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Getting Picky—Teaming Agreement Pitfalls and Practices


Sander Wilson, CF APMP, CFCM, Director, Business Operations, LVW Electronics

In today’s marketplace, it is more critical than ever for small, medium, and large businesses to form teams to pursue, capture, and perform work for government clients who expect these relationships to be conducted professionally and to everyone’s mutual benefit. Too often, though, the pressure to team with any firm that checks a particular box can lead to teaming arrangements that are at best mutually apathetic, or worse—damaging to one or more of the team members or (at worst) their customer.

ACTIVITY: Participants will "face-off" in small teams to develop Teaming Agreement exhibits which they will negotiate with another team to get an exhibit that represents their firm's best interests.
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Managing Stakeholder Expectations


Jack Hott, Lifetime CPCM, CFCM, Fellow, Principal, Sourcing Outcomes & Solutions LLC
Thacker, Business Manager, Restoration Services Inc.

This session will look at subcontracting commitments, local community commitments, and other commitments, activities, and reporting requirements that directly impact the subcontracting process. The presenters will share their experience implementing subcontracting activities designed to address stakeholder expectations.

ACTIVITY: Attendees will participate in a Family Feud–style game on managing stakeholder interests and expectations within the acquisition/project life cycle. 
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