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NISH 2009 Northwest Region NCWC Training Conference

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Title: NISH 2009 Northwest Region NCWC Training Conference


1
NISH 2009 Northwest Region NCWC Training
Conference
  • October 15, 2009

2
Presentation Agenda
  • Products Overview Hal Goulding
  • Business Development Update John Key
  • Contract Management Training Dawn Mach
  • Open Forum Discussion Products/NW Region Panel

3
Products Overview
4
Products Operations
  • Products Operations Functional Areas
  • Project Management Provides day-to-day CRP
    support and technical assistance
  • Project Opportunity Manages PL Add activities
    Transparency opportunities, and Committee
    interactions
  • Costing and Pricing Manages costing activities,
    CA interactions, and Committee interactions

5
Products Operations
  • Products Operations Functional Areas
  • Contract Support Manages project allocations
    and contract activities in support of CAs and
    CRPs
  • Business Development Researches, identifies,
    and closes AbilityOne and Non-AbilityOne
    opportunities
  • Technical Support Provides assistance with
    production line set-up, quality/delivery issues,
    and material sourcing

6
  • Operational Statistics

7
Operational Stats Q3 FY08 vs FY09
8
Operational Stats Transparencies
9
  • Products FY 2007 and FY 2008 Customer Service
    Surveys

10
Customer Service Surveys
  • FY 2007 CSS Results
  • 75 of Products CRPs satisfied with Products
    Field Offices
  • 69 of Products CRPs satisfied with National
    Products Operations
  • Some Products CRPs not satisfied with specific
    aspects of Products operations

11
Customer Service Surveys
  • FY 2007 CSS Results
  • Areas of Improvement Identified
  • Expand Business Development Activities
  • Improve Products Operations
  • Improve Staff Knowledge and Training
  • Improve Communications

12
Customer Service Surveys
  • FY 2008 CSS Results
  • The Good News
  • Most Product CRPs are pleased with Products
    Operations
  • The direction of change was positive for almost
    all categories
  • Initial operational changes well received
  • Very few negative verbatim comments

13
Customer Service Surveys
  • Reasons for Positive Changes 2007 - 2008
  • NISH communicated with Products CRPs
  • Two Products Roundtables (January April 2008)
  • Several articles published in NPA publications
    re customer service findings and NISHs
    responses
  • Significant Regional Executive Director
    interactions with Products CRPs in their region
    re concerns and proposed solutions

14
Customer Service Surveys
  • Reasons for Positive Changes 2007 - 2008
  • NISH responded to Products CRP concerns
  • Reassigned Project Management staff, which
    provided better local support
  • Established Ad hoc Advisory Council
  • Enhanced Sources Sought process to include
    business opportunity subscription service, ED
    panel selection, and CRP debriefing
  • Established Technical Support Group

15
Customer Service Surveys
  • FY 2007 and FY 2008 CSS Results
  • Areas of Improvement Identified
  • Expand business development activities
  • Improve Products Operations
  • Improve staff knowledge and training
  • Improve communication

16
Customer Service Surveys
  • FY 2007 and FY 2008 CSS Results
  • Areas of Improvement Identified
  • Improve Advocacy with the Committee for Purchase
  • Assist in resolving contractual issues with the
    Federal customer

17
  • National Products Operations Strategies

18
Strategies 2010 - 2011
  • Implement CSS Response Recommendations
  • Focus National Products Operations resources on
    maintaining and expanding core business
  • Collaborate with Services to provide a more
    complete solution to AbilityOne and
    Non-AbilityOne opportunities

19
Potential Opportunity Areas 2010 - 2011
  • DoD x 2
  • Federal Stimulus Spending
  • Non-AbilityOne Opportunities
  • JWOD Modernization

20
Potential Opportunity Areas 2010 - 2011
  • Expansion of MD Activities
  • Expansion of Core Business
  • CRPs working collaboratively

21
Opportunities for Improvements 2010 - 2011
  • NIB and FPI Priority
  • Decline in Federal Spending
  • Commitment and investment of the Products CRP
    community
  • PLIMS

22
Questions and Comments
23
Products Business Development Introduction to
Co-BrandingPresented to the NCWC-NWOctober
13-15, 2009 Coeur dAlene, Idaho

24
Products Business Development
  • BD Mission, Strategy Unique Hurdles
  • Product Opportunity Transparency
  • Introduction to Co-Branding and Commercial
    Alliances

25
Products Business Development
  • BD Mission
  • Promote the AbilityOne Program
  • Develop Federal requirement opportunities that
    match NISH CRP capabilities, with the primary
    objective to add new projects to the Procurement
    List (PL)
  • Capture replacements, line extensions and product
    improvements in support of continuing PL projects

26
Products Business Development
  • Products BD Strategy
  • Focus on building customer relationships with
    Program Managers, Procurement Activities and
    Contracting Officers
  • Utilize Fed Biz Opps, Proxity and Others to
    identify targets
  • Listen to the Federal customer, and identify
    product improvement opportunities as a way to
    bring new life to mature PL products

27
Products Business Development
  • Products BD Strategy
  • Participate in expositions and trade shows to
    promote the AbilityOne Program and to prospect
    for opportunities
  • NPA Marketing Package to assist CRPs with their
    business development initiatives to be posted to
    NISHs extranet

28
Products Business Development
  • Products Business Unique Hurdles
  • Priority
  • FPI
  • NIB
  • Relatively Short Term Orders
  • Competition in non-DoD products business lines

29
Products Business Development
  • Products Business Unique Hurdles
  • Project Allocation is competitive across all
    Regions
  • Allocations process changed with Re-organization
    to include Regional Executive Directors in the
    decision making process
  • Process is more complex in terms of the
    information requirements and the analysis of CRP
    submissions
  • The time requirement for transparency coupled
    with the required Committee actions are barriers
    to near term opportunities

30
Products Business Development
  • The CRP Role in Business Development
  • Update and maintain the capabilities database
  • Build relationships with the KO for current
    contracts and the program managers if you have
    visibility

31
Products Business Development
  • The CRP Role in Business Development
  • Act promptly to develop cost information and
    other documentation to complete administrative
    activities needed for contract award
  • Deliver quality product according to contract
    schedules
  • Commit to the business you service and
    communicate deviations early for positive
    resolution

32
Products Business Development
  • The CRP Role in Business Development
  • Share your ideas for product or process
    improvement
  • Be open and seek commercial partnerships that
    align with core competencies

33
Transparency Process
  • AbilityOne Program Bulletin No. B-1 (Project
    Development Distribution and Transparency
    Procedures)
  • New Opportunities posted to NISH extranet via
    Sources Sought Notice
  • (www.nish.org)?For Nonprofits?AbilityOne
    Opportunities (under Business Tools)?Nationwide
    Project Offerings (under National Project
    Listings)

34
Transparency Process
  • Subscription Service
  • Receive automatic email notifications for
    opportunities posted to NISH Extranet
  • How to Subscribe
  • (www.nish.org)?For Nonprofits?AbilityOne
    Opportunities (under Business Tools)?Nationwide
    Project Offerings (under National Project
    Listings)?Subscription Service FAQs and
    Instructions

35
Transparency Process
  • CRP reviews and responds to Sources Sought
    Posting
  • Complete NISH Products Form No. P-01
  • Provide detailed responses
  • Focus on Criteria for Distribution

36
Transparency Process
  • Resources to Assist CRP
  • Helpful Hints document
  • (www.nish.org)?For Nonprofits?AbilityOne
    Opportunities (under Business Tools)?Products
    Projects (under Available Regional Project
    Offerings)?Helpful Hints for Completing the P-01
    Form (under Products Special Instructions)
  • Sample Form
  • (www.nish.org)?For Nonprofits?AbilityOne
    Opportunities (under Business Tools)?Products
    Projects (under Available Regional Project
    Offerings)?Sample NISH Products Form No. P-01
    (under Products Special Instructions)
  • Regional Project Manager

37
Transparency Process
  • NISH evaluates CRP response
  • Recommendation
  • Review Panel
  • Final Selection
  • Notification of CRP assignment
  • Debriefing process

38
Introduction to Co-branding
39
Introduction to Co-branding
  • The Purpose of Co-branding
  • Provide the Federal Customer with one or more
    nationally recognized branded products
  • Foster customer satisfaction
  • Increase sales
  • Maintain or create employment opportunities
  • Customer recognition of the national brand and
    the AbilityOne Program

40
Introduction to Co-branding
  • History
  • 1995, the Committee approved the first Co-Branded
    concept and approach to establish partnerships
    for nationally recognized products that were
    already being purchased by the Federal Government
  • These partnerships were permitted with up-front,
    open competition with one or more interested
    manufacturers for proposed addition to the
    Procurement List.

41
Introduction to Co-branding
  • Co-branding Documents Regulatory
  • Requirements
  • Operations Memorandum No. 22 Effective Date
    October 1, 2006
  • CFR 51-4.4 Subcontracting
  • Operations memorandum No. 21 Effective Date May
    1, 2006
  • CFR 51.2.4 Determination of Suitability

42
Introduction to Co-branding
  • What is a Co-brand?
  • A Co-brand is a nationally recognized commercial
    brand name and the AbilityOne Programs name on
    any product that is proposed for addition or has
    been previously added to the Procurement List.
  • Examples
  • Roasted Ground Coffee
  • Spices

43
Introduction to Co-branding
  • Committee Approval of Co-brand
    Relationships
  • Co-brand relationships are subject to Committee
    oversight, in accordance with 41 CFR 51-4.4
    Subcontracting
  • Multi-year contracts for materials or components
    must be reviewed and approved prior to the
    nonprofit agency signature

44
Introduction to Co-branding
  • Committee Approval Continued
  • Proposed agreements shall create at least one
    full-time equivalent
  • Involve value added direct labor in some part of
    the manufacturing process
  • Encourage enclave or competitive with co-brand
    firms facility

45
Introduction to Co-branding
  • Selecting a Co-branding Partner
  • Co-branding requires fair and transparent
    competition
  • The Committee posts an announcement in FedBizOpps
    for a partner or partners that is prepared by the
    CAN
  • Co-branding agreements are a minimum of 3 years
    and a maximum of 5 years

46
Introduction to Co-branding
  • Structure of Relationship
  • NPA is the Prime and the commercial firm the
    subcontractor
  • The terms must be in writing, and include
  • Length of the agreement
  • The responsible parties
  • Indication that the agreement is valid only after
    the products are added to the Procurement List
  • Pricing
  • Fair Market Price established by the Committee,
    in accordance with 41 CFR 5.1-2.7

47
Commercial Alliances
  • Objective - to provide enhanced value to the
    Federal customer
  • Innovation from commercial industry
  • Quick response and quality manufacturing from the
    CRP
  • Federal support
  • PM
  • Committee

48
Commercial Alliances
  • Current Alliances
  • PCU
  • Patagonia
  • Halys
  • LPH
  • Elite Issue

49
Commercial Alliances
  • Basic Requirements
  • Willingness to work with commercial partners
  • Openness and honesty in sharing information
    between stakeholders
  • Willingness to sign NDA

50
Products Business Development
  • Thank You..
  • for providing the infrastructure and the
  • capabilities for expanding employment
  • opportunities for people with severe
  • disabilities under the AbilityOne Program
  • Discussion/Questions?

51
Products AllocationSuccessful Planning
  • Dawn Mach
  • NISH Products
  • October 15, 2009

52
NISH Allocation Request Process
  • Contracting Activity (CA) forwards Allocation
    Request to NISH Products
  • NISH Products Contract Management Team
    reviews/forwards package to CRP
  • CPR reviews requirements
  • Capability/Capacity/Costing

53
NISH Allocation Request Process
  • Response sent to CA
  • Negotiations Price Concurrence
  • Procurement List actions taken
  • NISH issues Allocation Acceptance Letter
  • CA awards contract
  • CRP commences work

54
What the Federal Customer Wants
  • Right Item/Service
  • Right Place
  • Right Price
  • Right Time
  • Every Time
  • (Defense Logistics Agency Vision Statement)

55
Government Requirements
  • Supply/service in accordance with
    specification/statement of work as expressed in
    the Allocation Request (Reference FAR 8.7)
  • On-time delivery per the award schedule
  • At the projected cost as negotiated prior to
    contract award
  • Comply with the terms and conditions established
    in the contract issued by the Contracting
    Activity (CA)

56
Responsible Contractor
  • Have adequate financial resources or the ability
    to obtain finances
  • Be able to meet Government delivery schedule
    while taking into account other existing business
  • Have satisfactory performance and satisfactory
    record of integrity/ethics
  • Have the necessary organization, experience,
    accounting controls, technical skills
  • Have the necessary equipment or the ability to
    obtain the equipment needed
  • Be otherwise qualified/eligible
  • Reference FAR 9.104-1

57
Whats Next?
  • Read the allocation request package!
  • Read it again! Read it one more time!
  • Plan it!
  • Price it!
  • Prepare!
  • Produce it!
  • Deliver it!

58
Allocation Request Information
  • Contracting Activity Requirements
  • Specification information
  • Including interim changes to the specification
  • Design information (drawings, patterns, etc.)
  • Delivery Schedule
  • Size tariff (Clothing Textile Items)
  • Square Inch Table (Clothing Textile Items)
  • Ordering Periods and Quantities
  • Contract terms and conditions

59
Read it!
  • Clauses
  • In Full Text
  • By Reference
  • Entire Documents can also be referenced
  • Vendor Fill-in

60
Allocation Information
  • Detailed Federal Acquisition Regulation
    information can be found at http//farsite.hill.af
    .mil/VFFAR1.HTM
  • Or on the Contracting Agencys Home Page
  • Most DoD Specifications can be found at
    http//assist.daps.dla.mil/quicksearch/
  • Internet Search Engines
  • If you cant find the information then ask your
    PM or the CMT member who sent you the allocation
    request.

61
Plan it!
  • Production/Delivery Schedules
  • Indefinite Delivery/Indefinite Quantity (IDIQ)
    Type Contracts
  • Production Lead Time
  • First Delivery vs. Follow-on Deliveries
  • Maximum Monthly production vs. Maximum Contract
    quantities
  • Suppliers/Subcontractors
  • DoD requires Berry compliant components and end
    items
  • Approval/Responsibility
  • Quality Assurance Processes
  • Equipment Staff

62
Price it!
  • Take into account
  • Whether components must be made in USA
  • If there have been changes to the Specification
  • Material
  • Packaging
  • Testing
  • Wages for the period of performance
  • New Equipment
  • Freight costs
  • in-bound and out-bound

63
  • PREPARE FOR SUCCESS

64
Produce it!
  • Items MUST be made in accordance with the
    specification.
  • If First Article Inspection and Testing is
    required, items must be inspected and approved
    PRIOR to commencement of production and shipment.
  • Lot Inspection and Testing may also be required.
  • Non-compliance during production can lead to

65
The UGLY Contracting Actions
  • Cure Notice
  • Issued when condition exists that is endangering
    performance
  • Condition must be cured within 10 days
  • Show Cause Notice
  • Issued when Cure Notice remedy has failed
  • Contractor is required to submit in writing all
    facts explaining delinquency
  • Termination
  • Default/Cause
  • Convenience
  • Reference FAR 49.607
  • FAR Part 49.5

66
Deliver it!
  • Product has passed Inspection and is ready to be
    shipped
  • Are Special Packaging/Markings required?
  • What is the shipping location?
  • Is the contract FOB Origin and is a GBL?
  • Must the depot be contacted before delivery?
  • How is payment issued?

67
Delivery Delinquency
  • Must comply with delivery schedule
  • Variation in quantity
  • CT items size compliance
  • FOB Origin vs FOB Destination
  • If delinquent contractor may request a revised
    schedule however, the Government may request
    consideration for the revision.
  • NISH monitors CRP delinquencies
  • Justify delinquency to Contracting Activity
  • Implement corrective action (ie subcontracting
    agreement) upon CA or CRP request

68
Contract Modifications
  • Types of Modifications
  • Unilateral does not require agreement by both
    parties
  • Bilateral requires agreement by both parties
  • GET IT IN WRITING from the CONTRACTING OFFICER!
  • Changes Clause
  • FAR 52.243-1 Changes Fixed Price
  • Government may modify the contract for the
    following
  • Constructive changes to the specification
  • Method of shipment/packing
  • Place of delivery
  • Contractor must assert right if seeking
    consideration

69
What if
  • Im not sure what something means?
  • ASK
  • the NISH Region Office Rep
  • NISH Central Office Products Contract Management
    Staff
  • DCMA QAR

ULTIMATELY the Contracting Officer has final say
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