Free Response to Motion - District Court of Federal Claims - federal

Case 1:06-cv-00407-ECH

Document 75-12

Filed 10/15/2007

Page 1 of 11

:.,

The' He'rîtagëOrganization L.L.C. .

..--''\ -

.Contrac.tor Training Manual
-- GOVERNMENT '"

.13APP-A-00062

i EXHIBIT

Case 1:06-cv-00407-ECH

Document 75-12

Filed 10/15/2007

Page 2 of 11

GREEN SHEET
The Green Sheet is the form (or both) from Mark~tÎng Support. Every . every

used to request- tap~ t¡'anscripti(~m or -(3 letter
conversation YOl,-have with a PC,

letter that you senè(, ànct èverY meeting th~it yolJ. s~t wil ¡-~quire it's
the work!..

QWA Green Sheiet. Forhiiately, the computer does rii-ost of

et to the automated Green Sheet, click the desktop icon. (bpøkmark)

Type in the PC 10# and your initials and press get ïnfQ_ The computer wil

automatically fil in taday's date, the PC's name, and the PC's company address.
(9 199 - TI HEAGE ORGANTION, LLC 3 . DAlAS, TE

APP 2379

Thii doetf ii l& iifoi C0 in. a 2le Ca.fco 1n~¡iOD own by The Herti~ Oriniío..i-C. T& mnal c:£ or dØi1o or lt do

;mó.th icronntÏoo,c.lJ!loc Ûl i: by uyoø ocrl -i.~ cmay QrTh Hcic ~oi i-c. uny in.t ii.paOl of tbc:dut u tO çulo of tb Hail"l- Orwtioø LLC. .wi.( th' apr "i apva or tfc: Ghie ~ve of Th Hige ~ LLc. li inly prhI by bil and
by.itn ;m.wi be ecror ~Dg fD:m OOtmQld.~ed 10.iLllti or th l.w.' .

TEELOVE 002797

CONFIDENTIAL

APP-A-00063

Case 1:06-cv-00407-ECH

Document 75-12

Filed 10/15/2007

Page 3 of 11

A. Gree.n Sheet. Components .
. ..fiH:.~i(Æ~~:~-a~9 the:.l?lanks. Her~ are .some o.f the. common items:

For. tne .most.part, the Green Sheet is s~lf-'e~p'lanatory; you simply need to

~.. ::'.:.. ~c':~ri~òimaÚo~ .~At th~. top,. YQu: hàv~ . ~!.~~rC?us spaces: for the. .

PC's name, address, title,jJhoiie. nurrber;e:k. The .most important.

. thing. to remember about this sèctiöJÌis thafit must always b~. .Filié(f

GnJL- ~..' 'j;.:::.. ( '. !!
'l,' :-

out

~ . .' '-. '. . . -.'

. . ....:.( ;t-;.:.: ;...../;7" '. ; ~;-

.,:' .

Make sure that if you talk to someone other than the~p(;'tl1.at~f~;ls''-

reflected in th.e Conl!ersation :llith.field. It is also im~ortaiit tn~typp
fill. In some .SQrt nf Utl,e .b~re~~:,s,n()~..t~.is: person's relatiqn to tne, .l.. .

...d::::::;~:'::~~:l¿!~q:r'~lt¡6'ii~:íø.~' .' "!:r

., Tr~r1sC:¡rtlt1fot~tl1'¡ø~ ~ Né~t i:3 the. är~tj.Yør" -n~s . .' . If
all yöÜ äre'doiflQ'is a letter: and there is iio: tape,. then you may

skip this

'i.j""';;¡~~~~~~¿¡¡~~ki;i'~'~t~ . .~~;

..a$:.:)ell.äs;:Eiriy:otner bÒX~.ibêiow -thät thflfarep~rtinënt (MeetingS;et, .

:ilirìfctiôt"!s-to .Meetlng.,;etc.) .As Initiators, you- wiìknever check the . boxes måfked.

.F~..~~nJ
. ~hìePf ~~û ~MIdJ
(91999 - TIre HEAGE ORGANTIONrllC 4 . DAl, TE, .
by cvb' .- wil be GDr~ aecii EO US cool:ñii:l-md prio= 10 ~ lib: cif th b.._

CONFIDENTIAL

ThiJ doa1 an lbilÚomtL c: in.ii ar Cofiea :L~oa'owt by Th Beli Oimiz~ LLc. Th mnov: cog or di:los or Ibs da

aid thc.rnoftDO CO l..it by;i)' ollb'ii'.a~ orTb HaiC'~tiOD I-c. ÓØ in th Oll ptor of i:årdiiic: ~ a.

ciloec or 1b Hcr:igc Ornroi, L::.c. 'Wl i: ~pr wt çpvi of.tbc Qi¡¿' P.eClUiY' or.TI Hi:i: Qrii.U-C i: suiy probltd by law ,1d

APP 2380

TEElOVE 002I98

APP-A-00064

Case 1:06-cv-00407-ECH

Document 75-12

Filed 10/15/2007

Page 4 of 11
I.
I

If yq~r",G.nn~~~f.s.at¡~n. is. .a.- DQ.o( Set DQ, then fill jn your Initials where it

:-.saytf~:~~ò'i:íilf'tipy)Ð~:. S:Upp~i:wiil then .know.to give you a copy of
the tf~hiGlipt~.. 1:6ä1: 'you. w!lI. in turn. give. to

~f~ . ~tR' ,... : for. s~oring.
p.se There. IS generally

NO NEED to havê other copies given to anyone else. .

MeRting Set Information - If you. are fillng out the .Green Sheet because

you set a meeting, fil out the four biánks that show the Day, Date,
Time, and Location of.the upcoming meeting.

I etter Information -If you are sending a
letter,

including a confirmation letter to

go with your meating set, you fil out the

Letter. section.
j

/..

Indicate which letter you would like to
send by pullng down either the letter or

EmaH tab. If you want to send an
enclosure with the letter, pull down the Enclusures tab and select one

of them from the list. Just remember, never send

J6r,~ mv/ ~~/
Next, mark how you want the delivery must be appròved by.

!!

letter to be sent by pullng down the

neiiuery tab. You can mail, fax, email, or Fed Ex - although. Fed Ex can

only be used if the PCliims.elfhas asked you for information. Fed Ex
Management and must have the PC's
telephone number-.on the Green Sheet.

APP 2381

§ 1999 - TH HERITAGE ORGANTION, uc 5 DALS. TE
Th doc 2J th Uif~ QJlai in ii 'Ie Coci Iøon;oo own by Th.,Hc:gc.pr01,.i-C. "I fCnJ c:ing or di i;r i. doc . lØd th inoiCl ~ Il i: by myqo ot~ it-.ti cmay ofThlIe~. LLc. a:y in tb i:rm pacm of row dn~.a lI

emloy (If 1b Hai Oiiitioo U_c. WIt ib wil k airor ~, 9£.I Oid E.yc.or.1b.Ht:p: OrniÛ2iioii U_c. is it pribite by bw RId by col: md ei~ WT amvi to my ~..m pr 10 th llrlJ or the. Li_.

TEELOVE 002799

CONFIDENTIAL

,J

APP-A-00065

Case 1:06-cv-00407-ECH

Document 75-12

Filed 10/15/2007

Page 5 of 11

instructionS; ar.e mddifýin.g. a letter .slightly, or want to use. the Colittactor's name ftlr á .follo~-up
f you häve .any. other special

..Confirmation Letter, note this in the S'pec.i31 In.structi~Î1~. fietd.

When finished, click

to d~liver the..:6;~~én':~~~J6(Stpp-a:-.:

',t "

ç:d

;:
", ~. ~~~V'~:

::.

...'..' "

'i:"~

; _.~ .

.....:.~.: -:~~ J.._:~;.

',' ,

:; "

.. '".. - .:)

-~ ..

I..'

t

APP 2382
CONFIDENTIAL

. I'; .

(9 199 - TIm HEAGE ORGANTION. u. 6 DAlAS TE .
Th. doct anlt lnOm co~ in it ~ Co6deitW.In~oø ówn by'Tb naigc Or~ LLc. 1b rolM c: or tl~ of'lb d.Ó(t

ê~ø:~~crii=:toøbyiZ~=~~~~~::~~~l;~~~~~¡:st::/;:~~ :",m.d by ~ ;id wi be airor ~g to ;ay comK :z p~ed .6 th lits of th li.

TEELOVE 002800

APP-A-00066

Case 1:06-cv-00407-ECH

Document 75-12

Filed 10/15/2007

Page 6 of 11

B~ TRANSCRIPTIONS.
For tape. transcriptions, fil out a the Green Sheet, thènlabei.yol:r::t~.p.e,;,~~;:tJl:~~:-::~;~:::'~.

with "2-lIe Wide" Post'-it. tape in the following manner: ..~:, '. t",:,. ":' ~..' ., ..:.: ...(..~~::~;:f.i::(/?i:~:.;,;: . . _ -.

:" ,

5:WS
I

(L'5 ¡tiF
. .-:)S Ób l\-l -\-x. ..

J).~.
And Do Not R!3wind.

'( . 'W

J:.g
cases)

I

Remember - 1. conversation per tape (in

most

,/
tape aslde. Support will.pick it. up', process. it, do .the transcription, and
distrib~te .the Gopi~s.applGpriately. The

'1,""

.Yoù.yviHnot i;eed to take your tape to Marketing Support. Just set the

only thing you need to do is ChéCk

YOlir box.in Support 1-2 times: each ç1åy to piGk things up.

"Non-Rec Stales indUde CA, CT, DE FL /1. MD, MA, MI, MT, NV NH, PA, and WA. Recordng conV6rsalíons in these stiJles

is forbidden bylaw. DO NOT reco such conversations under any dfCmstnce.

APP 2383

; 1999 - TI HEITACoE ORGANIZTION, iL 7 DAl,1ES
"' do ii ll iiror a: in it 21 G:i:Ul Inorition own. by Th HCTugi: Orori. LLC. -l riov.i. copc or diKlocre or di, cfoc
."lo'" or tb H~ OJiai u.c. _ \b cipl wral Ipp or i1e Clier EJtíve or

imd th ioOTOI eo~ in it 6y myoc ot tb m .ii.OiIU)~ or"' IIcrc ~ciOt, LL uur ùi th o:mml paor~ of ttci dotcs .u ;¡ Th Hagr ilmiiioii LLC. ¡, ../y proi. by hw",d by COtn an 1r be aifoi icÜiL" to ::y c:ir ud proted: 10 th I.u of th t.

CONFIDENTIAL

TEELOVE 002801

APP-A-00067

Case 1:06-cv-00407-ECH

Document 75-12

Filed 10/15/2007

Page 7 of 11

-Go ahead and turn in. ALL conversations with PC's,. regardless of
r

how short Of insignificantthey seem. If they seem insi§níficant, you can

.: i:ark them .as . '')ì\ . and ~ip the Green Sheet process. Support wil
keep the tape~.. .but" wil! not transcnbe them.

1, ¡ i

l
I i

qccasíoiicìllY you wil find tapes in your box. - These are

tapes

of

other Initiator's conversations and are for training purposes. Listen to..
them for

I.
i

'ideas and 'get togèther with the other Initiators to dÎscuss them.
Mise NOTES
.r :'/

/

I

i i i j I i

., i After a transcript- is done, you wil receive a copy when. the "tape is a
i ,~ '..or'a .JL~.. Keep a i-st of thes.e as you-tum them in

..;'to -.~R ..for.scorin;. ~t the end otitis- month, you can then check your Incentive Compensatinn Statement to be sure you. have been.
. scored.

!'
i

. II you have sat a IHeeting thatis a~. then DON'T WMT lor
:SuPPt)rHå come and pick up the tapè!!! Go to Support direCtly and
; pl.äCe the

tape next to the "Log In" computer. Tell someone in

. ~~. -

. _. - " ,:. ;"~""_'''':-'..'''' l-. .\ - - ....~... ~.-'.:-~-;¡ '-': .~.

:~..",.,.:".~,'.f_i~.~n~;~: thëre¡.~:a ta~e(or le,tteF)w9.:ir~'; ..::

..~~..
.~rÆ~1r(\

~.~

, ,

.~~ (i,K. . .

11 t -\'Wb r\(f .
CONFIDENTIAL

19 1999 . TH HEAGE ORGAN nON.lL 8 DALAS; TE
Tb OO:tO il iiOlnu-co~oc iiit ;a Cofidciu. iorcn\Îuu owo tr Th Hciiugc ~. LLC. Th l1oviil. co 0' dixlo of tbu. dóct

cm10t or th HcrU& O'l:iiiiiuioo i-C. wit i. c:~ wrineoaifoo x:Dl: to ~y Eic of om H~ce Oitio.lb ti ~ct proibite by)___v #i :ippn1v: or the Chier CQia Th in~aI 10 iic. ÍS or th l.iw_ ~ _ by coi: an ""iU Ix

md th úioø cota ii ii by znYDDC ot lh ii .ini rnplayeJ or Th Hr:e Ot i-c. only in th Gai- pc~ of lfei dutici ll m

"

APP 2384

TEELOVE 002802

r

APP-A-00068

Case 1:06-cv-00407-ECH

Document 75-12

Filed 10/15/2007

Page 8 of 11

-.' '

c. TAPES AND GREEN SHEETS
Obviously, whenever meetings' are set it is important to have the conversatiolÌ transcribed. YoU~ili also need to instruct Marketing s.upp~rt.

. .

to send out aConfkmátio.o Letter. For.these reasons, you must both
submit a tapeand ;l- Green. Sheet for Markêting Support when .a meeting
is set.

, . ,-'

, .': .~. :. . ,', , .' . ". , . '. "
. As usual, yoÚ wil.l.abel the tape like this:

~Wir\s

N~
fC ~.-1

/'~I

))~...

The.rti¥sJ!A~lWñti~Ó~~.rt~é;~r,aai: Sheet as -yciu would fOr any. othe(tfaiiscript.

.. ~r"~~~~(~ît:;:at~:~:':~;:~.~::~::: :~~i:: :::::n:~e
Once completed, double-check that the Green Sheet is filed out
correctly and submit it. Leave the meeting set tape where SUpport can pick
it up. If.the mêeting is a,RusJi, ii1hièdiately;'take theiiobeled tape to

. tèavEi';it.nëxt to the ~Lò.:9;ln":c(1mptltef, ar-d let sbt.èbñê:în .thère know right
aWay..
,C,'"

I. .

Support,

Note: Support defines a iiRush" meeting as one that wi/J take place:

CONFIDENTIAL
This dot .a ibaí~.coDC-ÎD-ìi , ;ad die iDfoaioo è:. i: ii by.z e"ridtiln(oaitiØa dMJ. bY The Hcr Or.Oilytø th no~'paOl 0( tlcidm llS'.l aoy;ri ot th -=:i~ ~loy or"f1l 0t i:c. ~c. Th -n~ cog Or dUcO: Of dW docat cmloo: ôr. tb ffaï'Oiao LLc.'wìi (b ~ "'-tc '~'of the Oiü:'Eic orTh l~a~,O¡ptia. LLC. is rta. prbiic by i.Wand
by c:nn md wi be enfor a. (l a. cofr .m pred 10 tb lumt: or lb Uw.

(91999 - TIHEAGEORÓANTtON,U£ 18 DAlAS. TE
APP 23S4

TEELOVE 002812

I:
I

APP-A-00069

Case 1:06-cv-00407-ECH

Document 75-12

Filed 10/15/2007

Page 9 of 11

i ;

\ i

\

PROQ;EDURAL .COMPLIANCE
I

Paperwork is a

major function of your job as. a THOlnitrator ánd it is

I i

very important that all procedures be follawed with. gr8ät care. We cannot

afford to lose information because a transcript/debrief is missing or
incomplete. For this reason, we have implemented the" followíhg system to

1 i i

. ensure that the paperwork det~i1s receive proper atti;iiti0n. . The fQ~I~wing is -

not to be viewed as punitive, but rather as a method of encouraging
compliance.

/
to â PC

,.,r-

A. MISSING OR INCOMPLETE TRANSCRIPTS/DEBRIEFS
if you speak

recorded, but fail to record the conversation (or any part of

conversatioh) - you

the discretion of Mark~ting,Management; Marketing MaÌ1ag~rnënt wHi evaluate

. . .. .
the
The best way to avoid the fine is to:

. .

in a 'State where the convE!rsation cåhbe
~

,'-

are sÜbjett to a $SO~OO fine~ This fine can'bè' waived at

each transcript individually.

press recordat the . 0~ uP Jiij
I i

of every conversation .(assuming it's not in. a non-record state!). Record
everyping:-' t~e ph(jn~ dia1iftgt: the.t~éeptiöriist.tlflS,wefj hgt ;1if!Ft:g~tékè'èiJer,

et~i:'.''fttlri, :¡fyöu'cl~fh&t'l'ia\rearPiirpbrtant èonversatìon; you. rewiil tneLtape

and begin again.

Once a fine is levied, it can beãppealed to MMK.

APP 2409

I.
i

(C Gbcl .m -t1TH HEAGE.ORGANTION,llOr2l.,u_c. ~ i=oru coyi 01 di (If th.d. 199 iif0rti ci in it m: Coridc:lnromau own by Th H~ 33 DAL. TE Thc:

c~~i:;~r~~:~~~~~~~.=~~/~J~~~~~~~liø::~~i:wamd
CONFIDENTIAL

by c:~ :;_ wi be aici ~o: ~ ui cotn :r:proi,ecuit to Ibe lil' of th i-_ . '\ --

TEELOVE 002827

,I
,i',

I.

APP-A-00070

Case 1:06-cv-00407-ECH

Document 75-12

Filed 10/15/2007

Page 10 of 11

H. GOOD TRANSCRIPTS
One tnilig that is extremely useful to our Contractors as they

attend

a meeting

are 'transcripts of conversations; especially those transcripts

that. ultimately. resulted in a meeting being scheduled. These ,are iniportant
because the .

Contractors want to maintain a consistenGY between. what. they. .
the ~9rlVer.5ation

say and what you. said.. Furthermore; they are interested in what the Pc.
said to you., Ther~.arevarious "clues" in th~ PC's side of

.that may;h~lpui:v.e¡L.~hot b.uttQns" or :netter.prepare the Contractor

for
,,..

.objections~Try to.-dlj ine.,fol.lowing thinf:s to maximize the Contractc;i:s
. ability to. USB .the . tra nscript. .
.;;9'

,. Make;:ure you provide a .. . .. . transc¡;ipL
. Aiways.bégín recordin.g. BEFORE ialltig to insure thâty6u:rettord the

:-i
entire

calL. . Please be aW8rethatliñes may bè assess.edliy marketing. management for failure to provide complete transcripts_
Z. Include a "post-conversation" debrief at the

~ :~') ~~:I::::?~R;~!l

end of your transcript if you notice any "standoUt" impressions that may n~t sh()wthrough in the

Transçript.Anyhi.hgyou can,do to better prepare
the Contractor

will cil.sÖbenefit you; .

You should turn in EVERY

conveiSati¡;ils.shøuld be á.

Conversations lIat are No
signifcant call might be tha didn't discu~s anything: so
out a' 'Gr~ri S.tì~et -and J'na

. .If you are NOT sure what i

. Management. Err on.\he a

enough infonnation)_ .
CONFIDENTIAL
(9 1999 - lHE HERITAGE ORGANIZATlON, lie

DAUAS, TEX

I3

-¡DU'do 2: lb infomo rotiaJ.ÎD iJ';i,Coafifti Won,owio; by The: Hcia Orpiiumn. u.c. Th rini cng or Îfloan of tb doait

crploy,or th Hcge üimi i-c. ~ dt eT -i ~vi of ih Chd E.vc of Th Hcri: Oviuoa L.C is Jtct1r ~tuit by law .w
by CDctii:..n 'Wal be cnOJ aimli -t 2t ~ an ~ 10 .ie'lltt of di,(:.

20 th inom c:tr iD.il by xiyooe.; otb tt lD ~ cmtaee or Th Bai~ Oi~ LLC. oi in th ii pcorcc or lb dtHic: as ii

TEELOVE 002895

APP 2485

J

APP-A-00071

Case 1:06-cv-00407-ECH

Document 75-12

Filed 10/15/2007

Page 11 of 11

I ~ GOOD DEBRIEFS

.It is ilegal to record conversations in son1e states. In these
instances, YOu. are required to turn .in a tape with YOUR side of .the

cnnvéfSation only; and thèi1to rec9rd a debrief as.8 substitute for.
. NO

N:.REeORD, : STAi:S .
* '-.èaUfornia

.. The remainder of the traríscript~ .It is
. f!ssp.r.tìal that ymi provide as much.

* . Conn~çticu

..oeiawii"re.
*'. :-fJoi:iaa :
. * ~~iryland _

iiiformation in :the debrief .as .possible
'. (without prov:idirig~.soituch detail that

* ;: Niâssad1use.trs..
* Michigan
* Moritana.

. .... the dewlièfbecorD~ .Iseless )... Use. the:.

. Call Sumn:ary Outline..:sheet :in .the

J

,.Y'. /"

* Nevada
. * New: Hampshire

Miscellaneous section of this manual to
make si.i.:e . .: : .~, :. you '99:.a. compJete: ç1enrief. ,# , ," . " . .' '. " '
. :-:,

:.,,¡-. ..flennsylvania
. * WasliingtQn. .. .

... ,.... .....: '. . . ... :--

/:vJithbut:'acornplete'.neh~;ef'- thè .

. Contracto'r could miss vital dues that wil better prepare him for the

meeting.

. ,',.
.;,' .":,1;.' :~.:;(J~ ~ ~~t ,.., '. '.'1 ,(. . ~- ,'1..:

..

f?~'~-

~:; .

.;t.

APP 2486

CONFIDENTIAL
\S 1999 - 'TlE HERITAGE ORGANIZA llON, lie

DAllS, TEX
14

Thil do an th ii(mi~ roh~ i. ii ØI Confiklio; owned by Th ~ ~ LLC: 1ò remo... co¡ cc oflMIlf of,ihii domait., ~ Ib iifl1 i: ii it by õtyo. utb i. .i a: c:løa: tir-n'fJQgc Oimin. L.c. ocyiD thDO;i pcoa or lh,dutic: ;u Q ,
aip!oy or me Htrn: Otltn. LLC. lr di ex W1 3WrD'tid of dx Oiitf.ßxecvc of Tb.Her¡e Oriuoo._ i-C ii IUcty pmbiitcd by tJw tt

, hy ooat ad Wl be aior uxiig to aay ~ Ab pr lo'the lic .:f ik ~.

TEELOVE 002896

APP-A-00072