NCMA 5th Annual Commercial Contract Management Conference

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(No Transcript)
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Risk and Opportunity Management Maximizing Your
PotentialGeneral Session
Rod Osborne Executive Director, Asset
Management Lucent Technologies Date October
17, 2005
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Weighing the Risk and Reward

• Strategic Fit
• Locking out the Competitor(s)
• Customer Relations / Strategic Direction

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Evaluating the Opportunity

• Resource Commitment from Key Stakeholders
• Structured Proposal Process controlling business,
  technical and financial issues
• Understanding the Consequence of No Agreement
  from both a Customer and Supplier Perspective

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Contract Managers Role in the Bid and Proposal
Process

• Customer Advocate
• Know your customer
• Balance risk and reward
• Ensure common understanding of customer
  requirements
• Hard vs. Soft
• Defined vs. Undefined
• Facilitate Internal Negotiations
• Manage risk across organization
• Ensure full disclosure and escalate as needed

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Optimizing the Value of the Contract Manager Role

• Big Picture Thinker
• Early Involvement
• Problem Solver
• Customer Advocate
• Internal Facilitator / Conscience of the Company
• Impeccable integrity