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Instructor Q & A

Background

Jim has taught every aspect of federal contract management and brings a wealth of government and commercial contracting experience to the classroom. In addition to teaching at ESI, he is senior partner at Government Contracts Consultants, a small business-administration-certified HUBZone contractor in Cumberland, MD, providing support services to government and commercial clients.

Prior to his retirement from the U.S. Air Force, Jim served as a procurement contracting officer, administrative contracting officer, chief of the contract administration and operations branch, and director of contracting for a major Air Force acquisition division. He has held positions in the private sector, including business operations manager and corporate manager of contracts for a major systems integration firm, vice president of business development, and chief operating officer for a small business that provides training and support services to federal, state and local governments.

Jim holds a bachelor's degree in business from the University of Nebraska and a master's degree in public administration from Auburn University. He is also a graduate of the Air University Command and Staff College. He holds a professional designation in contract management from the National Contract Management Association and a Master's Certificate in Government Contracting from The George Washington University.

ESI spoke with Jim recently about his career as a contract manager and ESI instructor. Here's what he had to say:

1. What is your approach to teaching in the classroom?

"Even though I might have taught the class several times before, I always review the material and practice delivery before each class. I try to keep the class informal and infuse humor when at all possible. Also, drawing upon the background and experience of the students helps to focus the class to meet their needs."

2. What contract management principles do you stress in the class?

"There are a few golden rules I stress in class. They are:

(1) The buyer and seller should work together as a team. We have a common goal of customer satisfaction.
(2) Take timely action when it is required. Delay can cause a small problem to become a fatal flaw to your contract.
(3) Be honest. If you have a potential or actual problem, let someone know about it. The earlier you identify it, the quicker you can start looking for a solution.
(4) Know the contract and your customer."

3. What are some of the common contract management mistakes you see?

"Problems arise when one party doesn't know the contract well; when both parties aren't communicating and working as a team; or problems aren't addressed immediately when they occur. Above all, both parties must be honest about what is realistic within a contract."

4. What are some of the major trends in contract management today?

"First, e-commerce is being emphasized at all levels. Many government agencies and some companies are making transactions principally through e-commerce. Also, there's been a shift in federal agencies from how to do work that is being contracted to what the end result will be.

Performance-based contracting is driving this shift to quality and is a major goal of all federal agencies and many companies. Another trend is the emphasis on teamwork. The Federal Acquisition Regulation has incorporated language that says that federal agencies and contractors should work together as a team."

5. What is the value of earning a master's certificate in today's job market?

"Well, there's the personal satisfaction to begin with and the respect you receive from others as a recognized professional in the field. As an employer of contracting professionals, the master's certificates are one of the most important discriminators when we select a new employee. If someone has taken the initiative to achieve this certification, that indicates a level of professional commitment to potential employers."

6. What are some of your contracting lessons learned on the job that you like to share with your students?

"They should know their customer and contract and conduct all operations with honesty and integrity. I encourage them to take timely action to resolve problems and to try to find a mutually satisfying solution."

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