DIRECTOR’S CORNER

If you missed Marketplace 2007, you really missed a wonderful opportunity to increase your potential for government sales. We had great response from local, state, and federal buying offices and active prime contractors. The training sessions ranked very high on the evaluations. For the first time, we organized and conducted one-on-one sessions with agency and prime contractor reps, which were well received.  We will attempt to expand these sessions at the next Marketplace event in 2009. Congressman Hayes’s Defense Economic Development and Trade Show at Fayetteville, NC was also a success.  The event was a great opportunity to network with strong Department of Defense (DOD) prime contractors and learn more about federal contracting. The NC PTAC is back to “full strength” after the addition of two new procurement counselors. We have welcomed Katie Harshberger to the East Carolina University office and Archie Black to the UNC Charlotte office. Both of these counselors have very strong procurement backgrounds and have already proven to be great resources. Read more...

9/20/07: Supplier Diversity Workshop for Program Managers & SBLOs Charlotte (click for details)         9/25/07: Veterans Outreach Conference Morehead City         9/28/07: Fayetteville Business & Professional League Symposium Fayetteville (click for details)       Many more events...

Preparing for Contract Negotiations

Routine contract negotiations with government buyers can be difficult for many businesses.  However, when these routine negotiations are combined with a failing contract or contract misstep, the tension rises quickly.  Most of us encounter conflict on a daily basis and don’t give ourselves enough credit for our conflict resolution abilities.  It is from this wellspring that we should draw confidence in our ability to equitably resolve our issues.   Read on to learn the six elements that, when used correctly, can effectively increase your negotiation prowess...

Mentor-Protégé Programs: What Is Their Purpose?

Numerous agencies have Mentor-Protégé (MP) programs; however, one of the most successful programs is administered by the Department of Defense (DoD).  Congress established the DoD MP in 1991 for three basic reasons:

• To increase overall participation of qualified Small Business (SB) concerns (Proteges), such as Woman Owned SBs, HUBZone Certified SBs, Small Disadvantaged Businesses (8(a)/SDB) and Service Disabled Veteran- Owned Businesses.
• To provide incentives for major defense contractors (Mentors) to furnish qualifying small business concerns with developmental assistance in order to increase their participation in DoD Procurement contracts.
• To facilitate long-term relationships between Mentors and Protégés.

Learn more about the Mentor-Protégé (MP) programs and participating agencies...

Archie Black: New UNC Charlotte Counselor

Archie D. Black is the new NC PTAC counselor located at UNC Charlotte. Archie was born and raised on Maryland’s eastern shore.  He is one son of the 8 sons and 7 daughters born to Daniel R. and Anna M. Black, Sr.

Archie retired from the Air Force in July 1995 after 23 years and 9 months of service.   His career included 15 years at the base contracting level where he served as Contracting Officer, Contract Superintendent, Contract Administrator, Contract Specialist and Purchasing agent.  His stateside assignments include Ft. Meade, Maryland; Malmstrom AFB, Montana; Dover AFB, Delaware; Randolph AFB, Texas; and Seymour Johnson AFB, North Carolina.  Overseas assignments include Italy, Germany, Spain, Greece, and Panama. 

Since, retirement from the Air Force he has gained a multitude of business experience from his positions in the private, public and state government sectors.  This experience includes positions as Project Manager for a construction general contractor; Director Small Business Development, Wayne County Chamber of Commerce; and Executive Director, Rebuilding Broken Places CDC (a faith-based non profit organization).   Prior to joining NC PTAC’s procurement counseling team in June 2007, he served as the Minority Business Liaison Officer for Maryland’s Department of Budget and Management.  In this capacity he was directly responsible for ensuring the Department’s service contracts (IT and other services), which included M/WBE participation commitments (state goal 25%), when determined reasonable and attainable.

Archie has a Bachelor Degree in Business Management from Mount Olive College, Mount Olive, North Carolina, and a Master of Science in Administration with a concentration in Public Administration from Central Michigan University located in Mount Pleasant, Michigan.

He is married to the former Thelma E. Lott (Houston, Texas) and has his own undefeated basketball team:  Anthony, Anton, Adrian, Alta and Angel.

Katie Harshberger: New ECU Counselor

Katie Harshberger is our new NC PTAC counselor located at East Carolina University (ECU). She was born and raised in Michigan, and entered the Air Force in 1987.  After training, she served as a Supply Technician until 1998.  She then entered the field of contracting where she remained until retirement in 2007.  During her 9 years in contracting, she served as buyer, administrator and contracting officer.  While she dabbled in commodities and services, she found her niche in construction.  The construction contracts ranged from housing to repair to sewer lines and streets to renovation of buildings.

Katie earned a Bachelors of Applied Science degree in Business Management from Mount Olive College, graduating Magna Cum Laude in 2003.  She also has associate degrees in Logistics and Contracts Management.  She currently holds a Level II certification in the Acquisition Professional Development Program (APDP).