Anatomy of a Presentation Cordell M. Parvin http://www.cordellparvin.com How to Get the Opportunity and Give One That Will Get You Business
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1
Anatomy of a Presentation
Cordell M. Parvinhttp://www.cordellparvin.com
How to Get the Opportunity and Give One That Will Get You
Business
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Opportunity
Why is giving a presentation to a group of potential clients from your target market such a great opportunity?
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Potential Topics
Contact Administration
Ethics and Compliance after Enron and WorldCom
Negotiation for Contractors
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Your Presentation
As a Story or Stories
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Your Presentation
Structure
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Your Presentation
Engaging the Audience
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Your Presentation
Opening
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Your Presentation
Ending
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Your Presentation
Follow Up
Highway Construction Fraud Awareness
Cordell M. Parvinwww.cordellparvin.com
July 10, 2008
April 12, 2004
OIG is now investigating 42 cases in 17 states and territories for DBE fraud. The six-year probe has resulted in 40 indictments, 29 convictions and 10.7 million in fines.
“There is out-right fraud in surface transportation contracts and there are problems with airport concessions,” says David Barnes, OIG spokesman.
What You Need to Know
What We Will Cover Today
• Antitrust • DBE Fraud• False Claims
Case Study 1 Contractor A, B and C met at a
Roadbuilders meeting. They discuss an upcoming project and agree its Contractor A’s turn to be low bidder.
Is This Bid Rigging?
What You Need to Know - DBE Program
Types of DBE Fraud
• Front or Sham DBEs – False representation of ownership or control
• Pass-Through or Conduit DBEs – Prime contractor represents DBE performed work it did not perform
• False Eligibility – False representation of eligibility to be DBE
Preventing DBE Fraud
John W. LongSpecial Agent-in-ChargeDOT Inspector GeneralAtlanta Regional Office
DBE Case Study 1
A DBE asks that you make advancepayments each week to give it enoughmoney to cover payroll. Is that ok to do?
Is This Permissible?
Problems with the DBE Regulations
Independence and Control §26.71
Counting DBE Participation §26.55
Problems with the DBE Regulations
Independence and control §26.71
(b)(1) In determining . . . DBE is an independent business, . . . “scrutinize” relationships with non-DBE non-DBE firms, in . . . Personnel, facilities, equipment financial and/or bonding support, and other resources.
Problems with the DBE Regulations
Compare independence with Good Faith Efforts Pt. 26. App. A
Prime contractors are directed to:
F. Make efforts to assist interested DBEs in obtaining bonding, lines of credit, or insurance . . .
G. Make efforts to assist interested DBEs in obtaining necessary equipment, supplies, materials, or related assistance or services.
Is This A False Claim ?
Case Study 1 - False Claims
Contractor A submits a claim for $1 million,knowing that its increased cost is approximately $500,000 and expecting theDOT to pay 1/2 the amount claimed.
08/18/08 12:35
What Every Contractor Should Know
About Code of Ethics
H. Antitrust Policy1. Price Fixing2. Bid Rigging3. Market Division
D. Claims
What You Need to Do to Protect Your Company
Ethics and Compliance Program
– Manuals
– Training
– Monitoring
What You Need to Do to Protect Your Company
What Areas?• General Business Conduct• Claims• Antitrust• Safety/OSHA• DBE• Conflicts of Interest• Environmental
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Anatomy of a Presentation
Cordell M. Parvinhttp://www.cordellparvin.com
How to Get the Opportunity and Give One That Will Get You
Business
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