This course provides students an understanding of contracts and subcontract compliance. Students will delve into the terms of contracts and learn and build processes to comply with those terms. Specific contract and subcontract compliance and real-life lessons learned will be reviewed. 

This course provides students an understanding of the prime’s role and responsibilities in subcontracts pricing and the importance of well-designed instructions and templates. They will learn how to evaluate and document subcontractor pricing proposals with the same methods used by Government analysts. Specific subcontracts pricing issues and real-life lessons learned will be reviewed. 

Federal contractors that routinely win are ahead of the curve with strict capture and business development processes in place. This includes the use of public data to define a custom strategy. Learn how to gather this market intelligence on FPDS, review acquisition forecast, procurement methods and set-asides. Understand how to assess competitive intelligence and identify possible partners, create best practices and implement processes that position your firm for success. 

Participants will learn from a former senior contracting officer the practical tips and tricks of the trade, including secrets the government doesn't share with you, common tactics the contracting officer will use against you, and how to avoid common mistakes that private industry makes all the time. Get the insider's perspective of how to deal with the federal government and contracting officer, including proposals, responses to RFI, contract modifications, contract negotiations, and how and when to properly request additional money in the form of Requests for Equitable Adjustment (REA) or claims under the Contract Disputes Act.

Participants will learn the best practices in managing the cost volume pricing process and key strategic decisions in designing price responses. You can have excellent and technically proficient pricing experts but still fail to achieve that industry-wide goal of increased win percentage. If you do not have a formal pricing process which includes the Pricing Team in the procurement during all stages, you are missing opportunities to dramatically improve your proposals. 

 Participants will learn how to write Federal proposals as a step-by-step process. The main focus will be on writing proposals that are complete, compliant, and persuasive in response to RFPs. A secondary focus will be on creating and writing sticky ideas to make proposals understandable, believable, and compelling.

 Participants will learn four easy steps to making their GSA Schedule work for their company. We will discuss how to get in the right [selling] frame of mind, because after all – this is a sales game. We will talk through how to understand your company’s value proposition and what makes you different. From there, we move into how to create and execute a targeted marketing campaign plan. We conclude our training with an approach to translating the gathered information.

Participants will learn how to conceptualize and develop Federal grant proposals as a step-by-step process. The main focus will be on making grant proposals complete, compliant, and persuasive. A secondary focus will be on creating sticky ideas to make proposals understandable, believable, and compelling.