Contract Management
Dushyant Pandya
(Querist) 14 April 2010
This query is : Resolved
Looking for presentation or material regarding "Career on Contract Management"
Raj Kumar Makkad
(Expert) 14 April 2010
# 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.
* Management of Government business
# 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
o Technical
+ Prepare and issue solicitations, bids, and proposals
+ Analyze procurement requirements and supplier capabilities
o Conceptual
+ Executing strategic goals and vision of organization
o Human relations
+ Focus on the "people" aspect of contract management
+ Human relations seen to be the most important skill for the future of their jobs and careers
# Contract Roles
* Buyers – purchaser of product(s) or service(s)
o Key Terms: Acquisition, Purchasing Agents Contracting Officers, Subcontract Managers/Administrators
* Sellers – provider of product(s) or service(s)
o Key Terms: Sales Agents, Business Development, Contracting (Contract Administrator)
* Negotiators
* Maintenance or Management of Contract
o Applies to both Buyers and Sellers
* Note: One person can have all roles
# Contract Manager Responsibilities
* Customer Relations
o External
+ Buyers are customers to Sellers
o Internal
+ Project Managers or Business Development needing a requirement filled through a procurement
* Coping with Contract Regulations
o U.S. Government contracts: Federal Acquisition Regulation (FAR)
+ Federal agencies may also have FAR supplements
o Commercial contracts: Uniform Commercial Code (UCC)
o International contracts: Export Administration Regulations (EAR) and International Traffic in Arms Regulations (ITAR)
# Contract Manager Responsibilities (Cont’d)
* Problem Solver
o Work with customer to structure effective acquisition strategy and tactics
+ Well described requirement and clear contracting vehicle
o If there are hoops to jump through, jump through them together
o Don’t gain the reputation of being a problem causer
* Business Advisor
o The shortest route to success may not be the best
o Rule interpretation, interpret to the benefit of your customer
o The skill comes from building alternative that works
# What Does It Take?
* Contract Management demands competence in
o Leadership
o Management
o Contract law
o Economics
o Accounting & finance
o Marketing
o Operations management
o In short – a “walking MBA”
* Organizations need to quickly identify and hire entry level professionals to be able to deal with threats and opportunities
# Contract Management – Jobs!
* High demand profession in both the government and industry
o Search on Monster.com with “contract administrator” results 2,000+ jobs nationwide
o Search on Monster.com with “procurement” results more than 5,000 jobs
o Search on usajobs.gov with “procurement” results 1,800+ jobs
o Washington, DC has the most jobs available within the field
o Contract management is a recession proof industry
