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Click to edit Master title style - National Contract Management
Click to edit Master title style • Click to edit Master text styles – Second level • Third level – Fourth level » Fifth level Click to edit Master title style Contracting and Cultural Competencies: Don’t Leave Home • Click to edit Master text styles Without Both! – Second level • Third level Breakout –Session # G05 Fourth level » Fifth level Jonene Johanson, Branch Chief, USAF, HAFB Christine Larrinaga, Senior Manager, Orbital ATK Date: Wednesday, July 29, 2015 Time: 9:45am -11:00am 1 Click to edit Master MBA,CPCM, title style Jonene Johanson, CFCM, NCMA Fellow • Click to edit Master styles Branch Chief, Forcetext Development – Second level USAF and Analysis, • Third level Contracting Officer,18+ • Seasoned – Fourth level years business/contract management » Fifth level experience, Adjunct Instructor, WSU • Member, NCMA Board of Directors • Hill Air Force Base, Utah • Worldwide manager for a wide range of aircraft, engines, missiles, software, avionics, and accessories components Click Hill Air toForce edit Master Base –title A Glimpse style • Click to edit Master text styles – Second level • Third level – Fourth level » Fifth level 3 Click edit Master style Hill AirtoForce Base –title Backstory • 1939 – Congress appropriates $8M to establish and construct the Ogden Air Depot Click edit Master textPeter styles 1940 – Hillto Field (named for Maj. Ployer Hill) opens 1941 – Becomes key maintenance and supply base, WWII: round– Second level the-clock operations supporting A-26, B-17, B-24, B-29, P-40, P47, P-61, and others, • Third levelreturning thousands of warplanes to combat 1944 – Begins storing surplus aircraft and supporting equipment – Fourth 1948 – Becomes Hilllevel Air Force Base for new independent USAF 1950 – Assigned support, Korean War, quickly renovating » logistics Fifth level stored aircraft to add to active-service USAF flying squadrons 1960s – Performed maintenance support, Vietnam War, for various jet warplanes, including F-4 Phantom, then F-16s, A-10s, C-130s, as well as air combat missile systems and air-to-ground rockets. Continues to manage aircraft sustainment, most recently adding F-22 and F-35 to responsibilities Home of the Utah Test and Training Range, one of only five livefire test ranges in the U.S. one of the only live-fire U.S. Air Force training ranges Click to edit Christine Larrinaga, Master title CCME style • Seasoned contract and business • Click to edit Master text styles management professional – Second level NCMA Great Salt Lake • Board Member, • Third level Chapter – Fourth level • Advocate» of Contract Management Fifth level professional growth • Sr. Manager, Contracts • Orbital ATK • ATK Launch Systems Inc. 5 Click to edit Master title style • Click to edit Master text styles – Second level • Third level – Fourth level » Fifth level 6 Click to edit Master title style • Click to edit Master text styles – Second level • Third level – Fourth level » Fifth level 7 Click to edit Master title style Agenda • •• • • • • • • • Welcome and Introductions Click to edit Master text styles The International Contracting Scene – Second level Industry and Government Approaches • Third level Why Cultural Awareness Matters – Fourth level Fifth level What’s in »Your Culture Toolbox? Developing Cultural Competencies The Three Rs Competency Model International Contracting Success, or Not Conclusion 8 Click to edit Master International Contracting title style Scene • Transactions carried out across • national Click to edit Master text styles borders to fulfill individual, – Second level company, organization objectives • Third level – Greeks, Phoenicians, Mesopotamians – Fourth level traded »through Mediterranean routes Fifth level – Colonization stimulated further growth – Industrial Revolution started upward spiral of mass production/markets – Technology advancement enhanced opportunities for global marketplace 9 Click to edit Master title style Why International Contracting? • Click to edit Master text styles • Private Industry • US Government – Second level – Sales & Margin • Third level • Create value for – Fourth level stakeholders / » Fifth level shareholders • Enhance market presence & access • Increase margins through lowest-cost country inclusion • Support US Government – Public Interest • Strengthen security • Promote world peace • Fundamental foreign policy tool – Use formal contracts between parties, US government and foreign purchaser » FMS » LOA 10 Private Click toIndustry edit Master International title style Contracting Gated Process Market / Business Strategy • Click to edit Master text styles Offsets Review Customer / Supplier Analysis – Second level Country / Region Review • Third level Logistics Review – Fourth level » Fifth level Foreign Reps / Agents Review Terms Review InCountry Assets Legal Reviews Reviews Tax Review Financial Impact Analyses 11 Foreign Click to Military edit Master Sales title Process style • Click to edit Master text styles – Second level • Third level – Fourth level » Fifth level 12 Click to Contracting Unique edit Master title Challenges style • Local, national, and international law • Click to edit Master text styles – Common Law or Civil Law? • Proposalslevel – Second • Agents/Representatives • Thirdor level – UNCISG UNIDROIT or ? – Fourth level – Local Counsel? » Fifth level • Cultural Awareness/Competencies – Multiple Levels of Complexity • • • • • Individual Family/Group Regional National Beyond Borders 13 Click to edit and Contracting Master Legal titleSystems style • Click to edit Master text styles – Second level • Third level – Fourth level » Fifth level Source: Université d'Ottawa [University of Ottawa] Faculty of Law Concept of law/legal system depends on the country and is often rooted in perceptions based on customs, culture, religion, and politics. 14 So What Click to edit is Culture Masterand titleWhere style Can I Get Some? • Click to edit Master text styles “If you ask two anthropologists to work – Second level together to come up with a definition for • Third level culture, after long and difficult debate, – Fourthalevel » Fifth levelthree definitions” they will give you Christopher Varhola Note: All definitions of culture are derived from Latin and refer to the tilling of the soil 15 Click to Some Definitions edit Master of title Culture style • A web of meaning shared by members of particular group within a society • aClick to edit Master text styles • A– system shared beliefs, values, Secondoflevel customs, and artifacts that • Third behaviors, level – Fourth members of alevel society use to cope with their world» Fifth andlevel one another • An operational code that is valid for an entire group of people • The collective programming of the mind which distinguishes the members of one group or category of people from another 16 So What Click to edit is Culture Masterand titleWhere style Can I Get Some? • Click to edit Master text styles – Second levelin a way relevant to “Define culture • Third levelcompany or organization, yourself, your – Fourth level and to your» Fifth ownlevel work and life situations” Dr. Brooks Peterson 17 Example: Self and Company Click to edit Master title style Cultural Relevance • Click to edit Master text styles – Second level • Third level – Fourth level » Fifth level 18 Click toATK Orbital edit Cultural Master title Awareness style • Internal and External Cultures are • Click to edit Master text styles routinely assessed – Second level • Down an individual level • Third to level – Fourth • Expertise islevel Shared across » Fifth level functional teams • Lessons Learned • Highly Adaptive Techniques • Routine training & development opportunities 19 ClickCore The to edit of Culture: Master title Values style • Click to edit Master text styles – Second level • Third level – Fourth level » Fifth level Symbols, Heroes, & Rituals are cultural practices visible to an outside observer, but not values. Source: Geert Hofstede, Cultures and Organizations Click to edit Master title style • Click to edit Master text styles – Second level • Third level – Fourth level » Fifth level Meyer, Erin. The Culture Map: Breaking Through The Invisible Boundaries Of Global Business. Philadelphia: Public Affairs, 2014. Print. 21 ClickMust You to edit BeMaster An American… title style • American Click to edit Culture: MasterDo text westyles know us? – Group SecondActivity: level observations/studies of Americans/American culture • Third level – Fourth level » Fifth level 22 Click to editCultural Master Scales title style Five Basic •• Equality Click to edit Master text styles – Hierarchy • • • • – Second level Direct –level Indirect • Third – Fourth level Individual – Group » Fifth level Task – Relationship Risk – Caution Dr. Brooks Peterson 23 Click to edit Cultural Learning/Unlearning Master title style • Click to edit Master text styles – Second level • Third level – Fourth level » Fifth level Source: Geert Hofstede, Cultures and Organizations 24 Click to edit Master Intercultural Awareness title style •• How Savvy Are We? Click Culturally to edit Master text styles – – Group SecondActivity: level use Dr. Peterson’s five basic cultural scales to test our cultural • Third level knowledge of some other nations – Fourth level » Fifth level 25 The Three Click to edit Rs: Master An Intercultural title style Competence Model Click to edit Master text styles •• Recognition, Respect, Reconciliation Second level approach used to: ––Culture-general Third level • •“Provide the ability to quickly and accurately – Fourth level comprehend, then appropriately and » Fifth level effectively act, to achieve the desired affect in a culturally complex environment--without necessarily having prior exposure to a particular group, region or foreign language” Tony Zinni and Tony Klotz 26 LEADERSHIP DEVELOPMENT Skills on RECOGNITION Level RECOGNITION Skills on RESPECT Level RESPECT Skills on RECONCILIATION Level RECONCILIATION Resolve cultural differences Appreciate cultural differences INTERNALIZE CULTURAL DIFFERENCES Increase awareness of one’s own cultural preferences PROCESS To REALIZE and ROOT CHANGE Source:USAFSOS TIME Building Click to edit Intercultural Master title style Competencies •• Steps Click to Toward edit Master Cultural text Competence: styles (1) – Second Understand level your cultural preferences Third level does not mean “wrong” (2) •“Different” – Fourth level (3) Begin»toFifth reconcile cultural differences level This level of understanding enables one to anticipate how particular cultural groups or individuals will react in certain situations, to plan and act according, and to realize outcomes culturally acceptable to all. Lt Col Justin Speegle 28 Value to Click of edit Building Master Intercultural title style Competencies •• Intercultural Click to edit competencies Master text styles can: –– Reduce Second unintended level consequences • Third level – Improve contract planning and outcomes – Fourth level – Strengthen communication/relationships » Fifth level – What else? 29 Contracting Click to edit and Master Cultural title style Competencies: The Test • International Click to edit Master Negotiations text styles Activity: – Divide Secondinto level groups as directed • Third – Half USlevel Contracting Professionals – Fourth level – Half Contracting counterparts from » Fifth level undisclosed countries – Negotiate deal within given constraints 30 Click to edit Contract Success Masterortitle Failure? style •• • • • • Click Did you to edit pass Master the test? text styles level did you succeed? If– Second so, why/how • Third level If not,– why did you not succeed? Fourth level What did» Fifth youlevel learn about yourself? What will you do to increase your cultural competencies based on what you learned today? 31 Sources Click to edit andMaster References title style For Intercultural Skill-building • Click to edit Master text styles “Cultures and Organizations: Software – Second level of the• Mind”, Geert and Gert Hofstede Third level level “Cultural– Fourth Intelligence: A Guide for » Fifth level Working With People from Other Cultures”, Dr. Brooks Peterson “The Challenges of Leadership and Command”, Air University 32 Click edit Master title style ThanktoYou! • Please feel free to contact us: •• Jonene Click toJohanson, edit Master text styles USAF – Second level – [email protected] • Third level – [email protected] Fourth level – (801)– 814-4908 » Fifth level • Christine Larrinaga, Orbital ATK – [email protected] – [email protected] – (801) 557-3062
