Student/Faculty Guide
To
Contract Management
&
National Contract Management Association
Purpose:
Introduce Universities and Colleges to –
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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
Andy Kimbrough, Andrew.kimbrough@baesystems.com
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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
– Don’t 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
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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!
2008 NCMA Salary Survey Findings
• Median = US $90,000
• Annual median salary by experience
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<5 years =
5 to 9 years =
10 to 14 years =
15 to 19 years =
20 to 29 years =
30+ years =
$59,000
$76,000
$87,500
$100,000
$107,200
$119,600
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2008 NCMA Salary Survey Findings (Continued)
• Annual median salary by age (in US $)
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Under 35 =
35 – 44 =
45 – 54 =
55 and up =
$63,000
$82,800
$95,300
$100,000
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What is NCMA?
Vision
NCMA 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.
Mission
NCMA 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 NCMA
NCMA 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 News—Monthly e-mail
newsletter
• Chapter Affiliation
• Webinars
• Professional Certification
Programs
• E-Courses
• Job opportunities:
www.ContractManageme
ntJobs.com
• Access to Salary Survey
• Networking Opportunities
with the People Who Matter
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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 Individual 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 in an accredited, degree-granting institution; and
– Not hold full-time employment in CM or related career field
• Effective July 1, 2010, dues increase to $25
annually.
– 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 NCMA organization
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Getting Started
• Support from both NCMA and your local chapter
• Conduct student chapter interest meeting
– Provide food & nonalcoholic drinks
– Invite NCMA speaker
• CM information and testimonials
• NCMA benefits
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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 contact
Mary Beth Lech, Chapter Relations Manager, at
mlech@ncmahq.org
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Faculty Advisor Role
• Focal contact for student chapter
• Advocate student chapter
• Advise student board members
• Communicate with both NCMA and the local 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
• Career Building Box (see next slide)
• Support from other professors within field
• Support from both NCMA and the local host
chapter
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Career Building Box
• Student Brochure &
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Applications
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• Contract Management Code•
of Ethics
• Guide to the CMBOK
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• Executive Summary of the
Salary Survey
• Student Posters
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• Contract Management
Magazine
Knowledge Catalog
Resource Guide
Journal of Contract
Management
Where to obtain a copy of the
latest Student Chapter
Newsletters on line
Information on
www.ContractManagementJob
s.com
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Huntsville Chapter
• Chartered in 1964
• Currently 750 members
• 30% Government, 30% Large Business, 30%
Small Business, 10% Other
• Locally Supports AMCOM, SMDC, NASA, MDA,
ACOE
• Provides Education, Certification Support, and
Networking Events
• Website www.ncmahsv.org
Chapter Initiatives
• Provide timely, affordable education
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Chapter-sponsored webinars
Informative luncheon speakers
Morning and evening seminars
National Education Seminar (March 2011)
Certification Study Groups
Joint training with other organizations (PMI, FBA)
Supports local government agency workforce
development
Chapter Initiatives (continued)
• Promote workforce development
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Participate in career fairs
Inform students of NCMA membership benefits
Award scholarships in CM programs
Help establish student chapters
Sponsor participants in CMLDP
Initiate internship programs in industry
Provide information on job opportunities
Promote veterans programs
Establish mentor/protégé programs
Summary
• CM is an established and growing career field
– In excess of 128,000 jobs
– Supporting and facilitating acquisition of R&D, 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
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Contact:
• Andy Kimbrough
• Chair, Workforce Development Committee
• NCMA Huntsville Chapter
• 256.890.8128
• Andrew.kimbrough@baesystems.com
• www.ncmahsv.org