stakeholder management— the soul of project management inside the beltway presented by march 9,...
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Stakeholder Management— The Soul of Project Management Inside the Beltway
presented by
March 9, 2011
Robert R. Menna, PMPMission Area DirectorNoblis, Inc.
©Noblis 2011
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©Noblis 2011
Health InnovationEnabling our nation’s healthcare transformation
National Security and IntelligenceMaking our country safer in an age of unpredictability
Transportation SystemsEnabling a safer, more reliable, and efficient transportation system
SustainabilityPromoting sustainable operations through earth, energy, and climate services
Enterprise ServicesTransforming enterprise telecommunications, knowledge, computing, and acquisition processes
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Our Work Focus at Noblis…Serving the Public Interest
Selected by the Ethisphere Institute and Forbes as one of the World’s 100
Most Ethical Companies
2©Noblis 2011
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Agenda
Real war stories– Good stakeholder management (480 BC)– Poor stakeholder management (1943 AD)
Menna’s career metrics Stakeholder management on a Washington scale
– Fostering a competitive federal market for telephone/telecommunications services
– Washington vs. the “real world”
The project management perspective Closing thoughts
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Good Stakeholder ManagementThe Spartans at Thermopylae
“You see, my friend, I have brought more soldiers to fight than you have.”
Spartan King Leonidas to the Arcadian Leader Daxos, in the film, 300
“Friend, tell the Spartans that on this hill
We lie obedient to them still.”Michael Dodson, 1951 translation of monument inscription
“Both ancient and modern writers have used the Battle of Thermopylae as an example of the power of a patriotic army of freemen defending native soil. The performance of the defenders
at the battle of Thermopylae is also used as an example of the advantages of training, equipment, and good use of terrain as force multipliers and has become a symbol of courage
against overwhelming odds.” Wickipedia—10.11.2010
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Bitter Victory: The Battle for Sicily, Carlos D’Este, 1988
Operation HUSKYThe Invasion of Sicily (1943)
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Project Management Assessment
Victorious defeat “Bitter victory”
Result
Charter: Clear marching orders Metrics: Offensive (success
“proofs”)– Impeccable reputation,
training, skills, and experience Scope: Impossible endeavor Cost: Negligible Schedule: “Overcrashed” Overall PM: Inspiring
Charter: Incomplete Metrics: Defensive (failure
“proofs”)– Americans still perceived
as unreliable and un-tested Scope: Doable with plan Cost: Few constraints Schedule: Poor planning Overall PM: Insipid
Result
Spartans at Thermopylae Allies in Sicily
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Desirable Career Progression?
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Menna’sProfessional
Worthand
Success
40-50 years
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Key Events in the Development of the Federal Telecommunications Marketplace
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1984 // 1988 1996 1998 2000 2002 2004 20061963
1993-1996 1997-2000 2001-2006
1994// // 2008
2007-2008
Cuban Missile Crisis
//
Breakup of Bell System Monopoly
GSA Awards FTS2000:
Multi-Award w/ Revenue
Share
Telecom Act of 1996
FTS2001 Congressional
Hearings
GSA Awards Networx Contracts
FTS2001 Strategy
Development
FTS2001 and MAA
Acquisition Source
Selections
Networx Strategy
Development
OMB TIC Initiative
Networx MTIPS Enhancements
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FTS2001 Strategy Timeline
Continuation Contracts
Expire
1993 1994 1995 1996 1997 1998 1999 2000 2001
FTS2001 Awarded
To Sprint and MCI
WorldCom
FTS2001 Extensions of
Service Contracts
Awarded to Sprint and
AT&T to Accommodate
FTS2001 Transition
Projected Transition
Completion
FTS2001 Transition
FTS2000 Extensions
Expire; FTS2000 Continuation
Contracts Awarded to
Accommodate Final Transition
Phase(Dec 00)
Post-FTS2000 Strategy
Development(Mar 93)
Develop 15-Year Outlook for Agency Requirements and Industry Offerings(Mar-Oct 93)
Develop Acquisition Strategy with Stakeholders
(Sep 93-Nov 95)
Agency/Industry
Conference(Oct 93)
Agency/IndustryConference
(Oct 94)
Agency/IndustryConference
(Oct 95)
CongressionalHearing(Apr 94)
CongressionalHearing
(Mar 97) (May 97)
Congressional Outreach and
Discussions(Apr 96-Mar 97)
Final Agreement on FTS2001/MAA Strategy
(May 97)
FTS2001 Acquisition(May 97-Jan 99)
WITS2001Contract Awarded
To Verizon(Jan 00)
SF, Chicago,
NYC MAA Contracts Awarded(May 99)
Congress PassesTelecommunications Act
(Feb 96)
WITS2001 Acquisition(May 98-Jan 00)
MAA Acquisition (May 97-Present)
Niche Contracts Acquisitions for Wire and Cabling, Internet Access, Nationwide Wireless, Etc.
(96-97)
SF, Chicago, NYC MAA
Forbearance Guidance to
MAA Contractors
(MAA to MAA
Crossover)(Dec 00)
MAA Phase 2
SeventeenContractsAwarded
(Feb 00-Jan 01)
Y2K Moratorium
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FTS2001 Outreach Timeline
CBD Announcement
Website Established
IMC Public Meetings
1993 1994 1995 1996
FCSWG and AWG Formed
Interviews, Research with Government,
Industry, Academia
AWG Acquisition Alternatives
Report Issued
AWG Acquisition
StrategyTelecom
Act of 1996
Passed
Revised Strategy
AWG Security RFI
Draft RFP
Letters from Congress
Report to Congress
16 Principles
FCSWG Requirements Report Issued
Senate Hearings
GAO Report
IMC Public Meetings
AWG Analysis of Acquisition Alternatives
Report
IMC Public Meetings:
RFP Feedback
Discussions with Congressional
StaffersFTS2001
RFP Issued
Key:AWG Acquisition Working GroupCBD Commerce Business DailyFCSWG Future Communications Services Working GroupGAO General Accounting OfficeIMC Interagency Management Council
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Stakeholders – Real World
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Product/service organization Purchasing Legal counsel Shareholders Corporate managers/executives Customers Bidders Regulators Press
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Stakeholders – Inside the Beltway
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Program organization Warranted Contracting Officer
(CO) Agency Office of the General
Counsel Designated Source Selection
Official (SSA) Customer advisory council Program executives Politically appointed executive Large Civilian Customer Agency CIOs and CFOs Small Agency Executives DoD Agency Executives Quasi-government agency
Executives (e.g., USPS, Federal Reserve, etc.)
The US Senate– Committee on
Appropriations – Individual Senators– Senate staff– Committee Staff
The US House of Representatives– Committee on
Government Oversight and Reform
– Subcommittee on Technology
– Individual Members– House staff– Committee staff
Congressional affairs Regional organizations
(including National Capitol Region)
GAO White House and OMB GSA Inspector General Likely Bidders (aka
Potential Offerors) Public relations Industry trade groups Small Business
Administration FCC Press Courts Labor Unions
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Process – Real World
RFP Proposals Evaluation Selection Negotiations and award Contract performance
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Process - Inside the Beltway “The Rules”
Agency Practices and Requirements
. . . .
Federal Acquisition Streamlining Act of 1994
(FASA)
Clinger-Cohen Act of 1996
Services Acquisition Reform ActNational Defense
Authorization Act for FY2008
Special Terms and Conditions
SLA Metrics
Commercial Practices
Standards
AcquisitionPractices
Federal Acquisition Regulation (FAR)
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Process – Inside the Beltway
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RFI Industry Conference Information exchange
meetings Draft RFP Bidders Conference Congressional
outreach Oversight audits Hearings (both
Houses) RFP
RFP questions and amendments
Proposals Initial Evaluations Clarifications, RFP
amendments, and resubmissions
Competitive Range Determination
Discussions Resubmissions Negotiations BAFOs Final Evaluations
Draft recommendation
SSA briefing SSA decision Award
announcement Offeror debriefings Protest defense (as
appropriate) Notice to Proceed Contract
performance
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PoliciesProceduresProcesses
Purpose+
ProofsPersuasion
PERSPECTIVE
PERSPECTIVE
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Acquisition Strategy Criteria Sample
Sourcing Strategy Effectiveness Competitive prices Full-service vendors Adaptability to
market change
Ease of transition Operations
complexity Schedule
Continuous competition Small business
opportunities Quality of evaluation
Contracting and Legal RiskScope restrictionsCompetitive consistencyRisk of protest
Evaluation and award Minimum Revenue Guarantee
(MRG)
Stakeholder Acceptability Oversight organizations DC customers/users
Industry Regional customers/users
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Key Metrics and Proof Points for FTS2001
0¢
5¢
10¢
15¢
20¢
25¢
30¢
1989 1991 1993 1995 1997 1999 2001 2003 2005 2007
Government-Owned / Operated Network
FTS2000
FTS2001
Switc
hed
Voic
e U
nit P
rice
(Per
Min
ute)
0¢
5¢
10¢
15¢
20¢
25¢
30¢
1989 1991 1993 1995 1997 1999 2001 2003 2005 2007
Government-Owned / Operated Network
FTS2000
FTS2001
Switc
hed
Voic
e U
nit P
rice
(Per
Min
ute)
Government Owned Long Distance Network
Transition
Service Based
Contract
0
0.2
0.4
0.6
0.8
1.0
1.2
88 89 90 91 92 93 94 95 96 97 98 99 00 01 02 03 04 05 06
Rel
ativ
e C
ost
Commercial Centrex Tariff
Centrex RSAs
Competitive Centrex Awards -
Pilot Cities
Second contract
Government Owned Long Distance Network
Transition
Service Based
Contract
0
0.2
0.4
0.6
0.8
1.0
1.2
88 89 90 91 92 93 94 95 96 97 98 99 00 01 02 03 04 05 06
Rel
ativ
e C
ost
Commercial Centrex Tariff
Centrex RSAs
Competitive Centrex Awards -
Pilot Cities
Second contract
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Changing the Face of Federal NetworksLegacy to Convergence
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Success – Continuous Improvement
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Savings
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Closing Thoughts
Technology
“I have traveled the length and breadth of this country and talked with the best people, and I can assure you that data processing is a fad that won't last out the year.”
Editor of business books for Prentice Hall, 1957
Stakeholders
“In Washington, success is just a training course for failure.” Simon Hoggart, British journalist
Management Concepts…
“In theory there is no difference between theory and practice. In practice there is.”
…and Leadership
“Anyone who is popular is bound to be disliked.”Yogi Berra, Professional baseball player
Meetings
“It's my opinion, sir, that this meeting is drunk.” Charles Dickens
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