Government Leadership Training /Negotiation/Communications/Critical
Thinking Skills
Have you considered what kind of leader you want to be? Whether you view leadership as “bossing others around” or “inspiring the best in your team,” it’s worth reflecting on your personal leadership journey and how you can maximize your potential. PCI is offering a free 90-minute leadership development session on Thursday, December 12, to help you begin that journey!
Despite the abundance of leadership resources, many top leaders still lack effective government leadership training qualities. This session, based on the book Sustained Leadership WBS, and taught by the author, offers a structured approach to help you become the best version of yourself and develop the traits, skills, and qualities that will prepare you to lead – both yourself and others.
This introductory class will give you an overview of the lifelong leadership journey ahead and remove the excuses holding you back from succeeding as a leader.
What you will learn:
- Identifying the specific skills, disciplines, and traits to prepare you for your journey
- Assessing your current status and using progress tracking tools
- Finding mentors
- Setting goals, and
- Understanding the importance of character, competence, compassion, communication and commitment
Government Leadership Training Instructor: Tom Reid, Certified Contracting Solutions
Topics Include:
- Traditional Negotiation Strategies
- Why Negotiation Strategies Work
- Translating Negotiation Strategies to Email
- Email Negotiation Hazards & Helps
- Using Digital Negotiation in Government Contracting
Instructor: Tom Reid, Certified Contract Solutions
Sustained Leadership in Government Contracts
Government leadership training development has a long history – of not working effectively! With so much literature, countless programs, college degrees, think-tanks, and other development resources, you might think “we got this.” Then you look around business, government, and charities and quickly see that many who hold top positions do not really exhibit leadership qualities. This class is designed to get you started on a personal lifetime leadership journey to transform yourself into the best version of you.
This class, anchored in the book Sustained Leadership WBS, is a structured approach for building yourself into your best version. It has maximum flexibility for you to “test out” of those things you know and concentrate on those traits, qualities, and skills that better prepare YOU to lead – yourself and others.
This introductory class reviews the specific skills, disciplines, and traits to prepare you for your journey. Self-assessment, finding mentors, setting goals, and understanding the important of character, competence, compassion, communication and commitment solidify your personal roadmap.
Leadership is a no-excuses discipline. This class will remove any remaining excuses holding you back and prepare you for success in leadership opportunities.
Anyone who has negotiated terms and conditions for a Government subcontract knows that it is a challenging process. The negotiation of terms and conditions is different with every transaction, and requires the negotiator to build a library of knowledge to navigate this complex territory. The first two steps in building this library are to understand what is at stake in each case and to know what your negotiating limits are before beginning the process.
This new PCI program, “Negotiating Terms and Conditions,” will take a critical look at the terms and conditions that one can expect to be negotiated, why they are important, how they are affected by flowdown requirements, and what you can expect the issues to be. There is no perfect clause, and every transaction stands on its own, but this program will enable you to gain the knowledge and confidence you will need to protect your organization.
Covered Clauses:
– Payment
– Acceptance of Supplies or Services
– Limitation of Liability
– Changes
– Force Majeur
– Governing Law
– Key Personnel
– Liquidated Dam
This course is divided into two parts. The first part is designed to provide attendees with a thorough understanding of the qualities of an effective negotiator, with examples rooted in the government contracting process. The second part focuses on the negotiation process itself—the preparation stage, the actual negotiation, and the techniques for ensuring that the deal is closed once and closed correctly. Class discussion and case studies underscore the importance of the principles covered in the lecture.
- Recognize the traits that make an effective negotiator
- Apply the principles taught in the program to your own negotiations
- Determine effective negotiation practices
- Identify different agenda approaches that can be used to meet your goals
- Recognize and defeat strategies being used against you
- Analyze the human element of a negotiation, often the most important element
Advanced Fundamentals – GovCon Basics and Beyond
This popular multi-part course will review and reinforce some of the topics addressed in the Basics of Government Contracting Course, then delve in depth into additional topics not typically covered in the Basics Course training. This interactive course engages students in active learning and critical thinking. It has been rated as highly valuable.
- Introduction to Government Contract Law
- Contract Formation; Contract Administration; The Role of Public Policy; Contract Format; the Federal Acquisition Regulation (FAR) System
- Authority to Contract
- Methods of Contract Formation; Authority of Agencies; Actual vs. Apparent Authority; Legal Theories That Bind the Government
- Funding and Fund Limitations
- Limitations as to Purpose, Time, and Amount; Military Construction vs. Maintenance and Repair
- Competition
- The Competition in Contracting Act; Levels of Competition – Full and Open, Full and Open After Exclusion of Sources, and Other Than Full and Open Competition; Implementation of Competition; Requirements – Competition Advocates, Acquisition Planning, Market Research, and Specifications
- Contract Types
- Categorization by Structure; Categorization by Price; Performance-Based Contracting
- Methods of Contracting
- Simplified Acquisitions; Sealed Bidding; Negotiations; Negotiation Strategy, Tactics, and Countertactics
- Contract Pricing
- Contract Pricing Concepts; Truthful Cost or Pricing Act (formerly, “TINA”) and associated requirements; Defective Pricing
- Government Contract Compliance and Ethics
- Personal and Organizational Conflicts of Interest; The Procurement Integrity Act; Representational Prohibitions; Offenses and Penalties; Responding to a Criminal Investigation; International
- Sales Considerations
- Principles of Contract Interpretation; Applicable Law; Elements of a Contract; Contents and Format; Rules of Interpretation; Common Mistakes
- Acquisition of Information Technology
- Security and Privacy for Computer Systems; Cybersecurity; Supply Chain Risk; Cloud Computing
- Bid Protests
- Applicable Law; Agency Protests; Government Accountability Office; U.S. Court of Federal Claims
- Contract Changes and Requests for Equitable Adjustment
- Formal Changes; Constructive Changes – 5 types; Determining the Scope of a Change; Notification Requirements; Requesting and Quantifying the Equitable Adjustment
- Contract Disputes Act
- Contractor Claims; Government Claims; Appeals to the Boards of Contract Appeals; Appeals to the U.S. Claims Court; Trying a Case; Proof of Claims
Government Leadership Training Instructor: Mike Killham, Senior Government Contracts Attorney
Crafting Communication Clarity: Mastering Business Writing for Influence and Compliance
Unlock the secrets of crafting your contracts, claims, requests for equitable adjustments, protests and other supporting documents for compliance and influence. Dive into a half-day survey that explores the art of drafting clear contracts, and persuasive supporting documents in government contracting. Your primary mission is to use your writing to bring business certainty to the transaction. Muddled writing works against that primary purpose.
What you will learn:
1. Elevate your writing skills to create impactful documentation for successful business outcomes.
2. Gain the confidence to navigate complex negotiations with persuasion.
3. Understand the nuances of word choice, grammar, and persuasive techniques.
4. Improve your professional writing skills and stand out in the competitive world of clear and persuasive government contract documentation.
5. Craft contracts that meet legal standards and also resonate with insight and clarity to ensure compliance and program success.
If you are a professional seeking to elevate your writing skills, join us to uncover the secrets of compelling business writing and harness the power to influence with every contract and document you produce. This class is not just for contractors, but all professionals (Government, non-profit, industry , etc.) seeking to vastly improve their writing skills.
“Muddled writing reflects muddled thinking. Communicating clearly and effectively is always a key skill of the contracting professional seeking sustained leadership.” – Tom Reid, author of Sustained Leadership WBS.
Effective Communications in Government Contracting
Regardless of advances in technology, effective communications remain critical in a Government contract setting. Join Tim Sullivan and Stephen Yuter as they discuss some of the problems they frequently encounter, how to deal with those problems, and how to avoid them in the future. Our speakers will break the Government contracting process into three distinct phases: Pre-Proposal, the Proposal Process, and Post-Award. Specifically, they will focus on the communications challenges in each phase and the best practices for overcoming them. They will discuss the most effective means of communication for each particular problem, the importance of tone, and the need to understand your audience. In these three 90-minute programs Tim and Stephen will discuss:
Session 1: Pre-Proposal Communications
-General marketing activities (trade shows, industry days, white papers, one-on-one meetings, etc.)
-Responses to RFIs and other Government Inquiries
-Solicitation Questions
Session 2: The Proposal
-Initial proposal and cover sheet
-Responses to Government questions (Exchanges)
-Final Proposal Revisions
-Debriefings
Session 3: Post-Award Communications
-Requests for Approval (e.g., travel, substitution of key personnel, etc.)
-Requests for deviations vs. requests for waivers
-Contract Status Reports
-Notice of Change
-Request for Equitable Adjustment
-Claims and Certified Claims
-Problems
Enhancing Critical Thinking Skills
This seminar is specifically designed for senior acquisition professionals. Negotiation is an essential skill for acquisition professionals. Successful negotiation requires more than communication and persuasion skills; it demands critical thinking abilities to analyze situations, assess information, and make strategic decisions. This seminar aims to equip these acquisition professionals with the tools and techniques of critical thinking necessary to do their jobs successfully.
Instructor: Alland Leandre
Objective
Acquisition professionals represent the linchpin of government. They oversee buying and negotiating. They understand the fundamentals of critical thinking and its significance in negotiation. This seminar is designed to enhance their skills in analyzing information critically during bargaining. They will learn techniques for identifying biases and fallacies in proposals. It will also improve their problem-solving abilities to address challenges encountered while performing their work and cultivate strategies for effective decision-making in negotiation scenarios.
Seminar attendees are expected to participate actively in all sessions and group activities. The group activity is a case study discussion designed to apply the principles of critical thinking and develop Critical Thinking Skills using the case study methodology.
Structure
- Section I – 45 minutes allocated
- 1.0 Introduction to Critical Thinking
- 2.0 Key Elements of Critical Thinking
- 2.1 Identifying and defining problems
- 2.2 Gathering and evaluating evidence
- 2.3 Analyzing assumptions and biases
- 2.4 Drawing Logical Conclusions
- 3.0 The Critical Thinking Process
- 3.1 Gathering relevant information
- 3.2 Evaluating information and evidence
- 3.3 Generating and analyzing possible solutions
- 3.4 Making Informed Decisions
- 4.0 The Role of Questioning
- 4.1 Types of questions that stimulate critical thinking (e.g., open-ended questions, probing questions)
- Session II – 25 Minutes for Case #1
- 5.0 Case discussion to practice asking key questions to stimulate critical thinking and to develop Critical Thinking Skills
- Section III – 45 minutes allocated
- 6.0 Analyzing Arguments
- 6.1 Recognizing different types of arguments (deductive, inductive, etc.)
- 6.2 Evaluating the strength and validity of arguments
- 7.0 Introduction to problem-solving frameworks (e.g., SWOT analysis, root cause analysis)
- 8.0 Creativity and Innovation
- 8.1 Exploring the relationship between critical thinking, creativity, and innovation
- 8.2 Techniques for fostering creativity and thinking outside the box.
- 9.0 Solutions and Decision-Making
- 9.1 Generating innovative solutions to challenges
- 9.2 Understanding common decision-making biases and fallacies
- 6.0 Analyzing Arguments
- 25 Minutes for Case #2 and Wrap-Up
- 10.0 Case study to apply critical thinking to decision-making scenarios.
- 10.1 Participants work in groups to analyze the case, apply critical thinking techniques, and make informed decisions. Part 2 of Case Discussion to Apply problem-solving techniques to real-world Scenarios.
- 10.2 Wrap-Up / Reflection and Action Planning
- 10.0 Case study to apply critical thinking to decision-making scenarios.
Seminar Requirements
- Attend the entire seminar for 2.5 hours.
- Be respectful and courteous to your instructor and classmates.
- Complete a survey on the seminar regarding what was learned and what can be improved.
- Participate in class (ask questions, make comments, contribute to discussions regarding the case study narrative, take notes, and participate in group discussions.
- Come prepared to discuss both cases.
Negotiating Virtually
Negotiations are a tough topic on their own; however, as more and more communication moves online, the negotiations landscape becomes more complex. In this webinar, we will explore the basics of negotiations, and then compare traditional person-to-person negotiations to the more direct yet more delicate process of negotiating entirely via email. To end the seminar, we will discuss how to apply these techniques in the Government contracting space.
Topics Include:
- Traditional Negotiation Strategies
- Why Negotiation Strategies Work
- Translating Negotiation Strategies to Email
- Email Negotiation Hazards & Helps
- Using Digital Negotiation in Government Contracting
Government Leadership Training Instructor: Tom Reid, Certified Contract Solutions