8 Days

Course Description

Discover the skills and competencies that contracting specialists must acquire and apply throughout their careers. This course addresses skills and competencies most basic and fundamental to the contracting professional specific to contract award, which includes conducting cost or price analysis, planning negotiations, selecting a source, and understanding protests.

This course is one of four courses within the Contracting Certification Training Program, based upon specific competencies within the Contracting Training

Model. The main objective of this program is to enable contracting specialists to be prepared for a career in the contracting profession.

CON 1300 aims to provide participants with both the government and industry perspective within the award process.

Who Takes This Course: This course is designed for early career contracting professionals, and is the third of four courses preparing participants for the Contracting Certification Exam.

Course Format: Individual, small-group, and large-group exercises; lecture, discussion, case study, action planning

• Recognize key offer elements
• Summarize contract risk, including cost, schedule, and performance risk
• Summarize the proposal analysis techniques
• Given a contractor’s offer, perform price analysis
• Summarize cost analysis techniques
• Summarize cost realism analysis techniques
• Document the proposal analysis results
• Given the FAR, DFARS, and PGI, summarize the policies and procedures for planning contract negotiations
• Outline the process for the initial screening of offers
• Summarize the process for evaluating offers
• Select the negotiation principles applicable to government contracting
• Recognize actions required for the final award decision
• Outline the process for requesting and preparing final offer revisions
• Summarize the steps for finalizing the contract award
• Summarize the steps to document the outcome of an offer
• Summarize the aspects of managing disagreements from seller’s perspective
• Summarize the aspects of managing disagreements from buyer’s perspective

• Exercise: Participant Introductions
• Contracting Certification Training Program
• Overview of the Course Case Study

• Key Offer Elements
• Contract Risk
• Proposal Analysis Techniques
• Price Analysis
• Cost Analysis
• Cost Realism Analysis
• Resources for Proposal Analysis
• Documenting Proposal Analysis Results
• Exercise: Reflection Assignment
• Exercise: Case Study Part 1: Initial Screening of Offers

• Clarification Requests
• Document Negotiation Objectives (Buyer and Seller)
• Conduct Negotiations

• Select Source
• Conduct and Finalize Negotiations
• Final Offer Revision
• Prepare Contract Document and Finalize Contract Award
• Document Outcome of Offer
• Exercise: Case Study Part 2: Acceptability Determination

• Submitting Protests: Seller’s Perspective
• Responding to Protests

• Exercise: Case Study Part 3-Price Evaluation and Award Recommendation
• Exercise: Case Study Part 4-Postaward Debriefings
• Exercise: Case Study Part 5-Class Briefings

Questions? Contact our training coordinator via email or phone at (202) 843.5447.