CON 290 Contract Administration and Negotiation Techniques in a Supply Environment

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Course Description

In this case-based course, students apply Contracting concepts and techniques learned in prerequisite courses to meet customer supply requirements and resolve complex Contracting issues. Special emphasis is placed on applying legal concepts from CON 216, intermediate pricing concepts from CON 270, and negotiation techniques from HBS 428. Students experience the full spectrum of Contracting processes and issues by following a supply requirement through all phases of the acquisition life cycle, from acquisition planning through contract close-out. Research, analysis, and communication skills are honed through development and presentation of a critical thinking project requiring in-depth focus on one area of Contracting. Negotiation skills are sharpened through active student participation in two simulated contract negotiations.

Course Length: 10 Class Days
CLPs: 96 hours
Cost: Call
Students who successfully complete this AMCI equivalent course will be able to:
  • Given a complex fiscal law issue, and working in a team environment, complete the necessary steps to successfully resolve the issue.
  • Given an agency’s contract requirement and market research data, make an accurate commerciality determination.
  • For a given fact pattern, determine whether to contract without providing for full and open competition.
  • For a given agency requirement and supporting market research data, evaluate a given Justification & Approval (J&A) for FAR Subpart 6.3 compliance.
  • Given an agency requirement, determine whether an undefinitized contract action (UCA) should be used to mitigate contract schedule risk.
  • Given an agency requirement and supporting market research data, select an appropriate contracting method.
  • Given an agency requirement and supporting market research data, select a contract type & incentive structure that motivates contractor performance while mitigating contract risks.
  • Given an agency requirement and contract type, select appropriate type of financing.
  • 9 Given an agency requirement and contract type, determine whether contract options should be included in a contract.
  • Identify the major elements and components of a given solicitation.
  • Given a fact pattern, select the appropriate DFARS data rights license.
  • For a given scenario, use cost analysis to evaluate the reasonableness of a contractor’s proposal.
  • Identify basic negotiation techniques recommended for negotiating Government contracts.
  • For a given contractor CPFF completion proposal and related Government audit and technical evaluation documentation, establish a Government pre-negotiation objective.
  • For a given negotiation, conduct fact-finding necessary to prepare for the negotiation scenario.
  • For a given previously developed pre-negotiation objective, orally present the objective to a business clearance official to obtain approval to start negotiations.
  • With a given support team, conduct face-to-face contract negotiations based on an approved pre-negotiation objective.
  • Calculate the point of total assumption (PTA) for a given fixed-price incentive firm (FPIF) contract.
  • For a given fact scenario, determine whether a contractor’s request for performance-based payments should be made.
  • For a given fact scenario, evaluate potential bases for, and Government defenses to, a contractor protest.
  • For a given contract, develop a contract administration plan.
  • For a given contract, conduct a post-award orientation.
  • For a given fact scenario, evaluate available Government remedies for nonconforming goods.
  • For a given fact scenario, determine whether fraud has potentially occurred.
  • For a given fact scenario, determine whether a contemplated contract change can be made using the contract’s Changes Clause.
  • For a given fact scenario, determine what alternatives are available to make a contemplated contract change if the change is not within the scope of the contract.
  • For a given fact scenario, evaluate whether a given contractor request for equitable adjustment proposal is reasonable.
  • For a given scenario, calculate the amount of a contractor’s lost efficiency resulting from a contract change.
  • For a given contractor request for equitable adjustment, conduct face-to-face negotiations to determine the equitable adjustment terms.
  • Given a fact scenario, identify applicable the rules and steps for submitting and processing a contractor claim under the Contract Disputes Act.
  • For a given fact scenario, determine whether defective pricing has occurred.
  • For a given scenario, evaluate the Government termination options and associated settlement methods and procedures available to the Government.
  • Given a set of contract performance facts and Government comments, evaluate contractor performance after contract completion.
  • Given the FPIF elements and relevant cost data, calculate the final price and final profit under an FPIF contract.
  • For a given fact scenario, determine whether all requirements have been met to close out a Government contract.
  • Research new issues and initiatives in DoD contracting,

Target Audience

This course is designed for Intermediate-level contracting personnel who are Level I certified in Contracting and have a minimum of 2 years of contracting experience.

ACQ 101, Fundamentals of Systems Acquisition Management CLC 051, Managing Government Property in the Possession of Contractors CLC 056, Analyzing Contract Costs CLC 057, Performance Based Payments and Value of Cash Flow CON 200, Business Decisions for Contracting CON 216,Legal Considerations in Contracting CON 270, Intermediate Cost and Price Analysis HBS 428, Negotiating.

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

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