Creating a compelling Government proposal requires strategy, analysis, and tough decisions. To be valuable, all three of these need the investment of time. Companies want to have a high win percentage for the bids they pursue. But if you wait until the RFP comes out to begin pricing, you are actually reducing the likelihood of an award. Sure, some companies win waiting to price their proposals at the end of the process. But they usually have some ingrained advantage or some luck. Most companies cannot win waiting to price until the end. Successful companies begin the capture phase for both their technical solutions and strategic pricing well before the RFP drops. Walk with us through the benefits to starting pricing first. This is the first webinar in the Strategic Pricing Best Practices Series. Learning Objectives: 1. Understand why competitive analysis is so crucial to your win rate 2. Discover what you gain by using capture phase time to plan, gather data, and outline decision points 3. How to write teaming agreements to protect your interests 4. Determine what the right teaming arrangement is for each opportunity 5. Learn what strategic pricing activities take the longest

Companies who win more business have a repeatable pricing approach and processes. Best practices suited to your business are relatively easy to design and implement. Although it takes some discipline to use them each and every time, that is what successful companies do. This is the second webinar in the Strategic Pricing Best Practices Series. Learning Objectives: 1. Learn how developing a pricing calendar and schedule will keep you focused on the right price 2. Appreciate how a compliance matrix and pricing outline ensure compliance 3. Discover how to manage subcontractor data calls 4. See how attending daily tag up calls is so important to synchronizing technical and price 5. Ensure you get the results you need by using color team reviews and when to use them 6. Learn about are the special needs and requirements of working with a large subcontractor

In this session, we will introduce students to the specialized contracting procedures that apply to contracts with the U.S. Government. We will examine the uniform contract format and discuss the purpose of each section, as well as identify the sections that are most likely to give rise to disputes. We will also introduce students to the Federal Acquisition Regulation (FAR) and its agency-specific counterparts, with particular focus on the Defense Federal Acquisition Regulation Supplement (DFARS). Learning Objectives: By the end of this session, students will be able to:  Identify the unique features of Government contracts  Know where to find information about proposal preparation; identify important contract provisions; and identify critical compliance obligations in Government contracts  Navigate the parts of the FAR, and know where to find corresponding agency-level regulations.

In this session, we will discuss Cost Accounting Standards (CAS) including both full and modified CAS coverage. You will learn about each of the standards, applicability, exemptions, and CAS administration issues such as changes to cost accounting practices. Learning Objectives: By the end of the webinar you should be able to:  Understand the purpose of Cost Accounting Standards (CAS);  Identify the specified exemptions to CAS;  Analyze whether or not a contract is subject to CAS based on contract clauses and thresholds and if covered, whether modified or full coverage is required; and  Have a basic understanding of the cost accounting practice changes.

When you prepare your bid, you are really also preparing for the pricing audit. You plan this way so that you think like the auditor and assemble all the right documents to support your bid. The best practices for the pricing audit come from the experts who have handled thousands of these audits and will give you the tools you need to face them with confidence. This is the third webinar in the Strategic Pricing Best Practices Series. Learning Objectives: 1. Learn what is contained in the basis of estimate (BoE) and why you need it 2. Know when to prepare the audit file (hint: during the bid..and immediately after) 3. Determine what is contained in the audit documentation file 4. Prepare for what you should discuss in a debrief and who should attend 5. Discover why you need a lessons learned as soon as the proposal is out the door and what it needs to cover

In this session, we will walk through the process of registering in the System for Award Management (SAM) and the representations and certifications made in that system. We will also discuss the Government procurement process in a nutshell, as well as the Procurement Integrity Act and consequences for violations. In this session, we will also walk through how to identify agency solicitation and evaluation errors, and when protests may be appropriate. Learning Objectives: By the end of this session, students will be able to:  Navigate SAM registration, and know how to search for information within that system.  Understand the difference between negotiated procurements and sealed bidding, as well as the different evaluation schemes employed by the Government.  Analyze Government procurement postings to identify whether a pre-award protest may be appropriate, and determine whether Government errors in the procurement process give rise to grounds for post-award protests.  Understand with the protest process and the pros and cons of pursuing protests before the awarding agency, Government Accountability Office (GAO), and the Court of Federal Claims (COFC).

In this session, we will identify several issues Government contractors will encounter in everyday performance of Government contracts. We will discuss performance management, focusing on topics such as evolving cyber requirements and requirements surrounding the integrity of the supply chain. We will also provide an introduction to the myriad compliance obligations and socioeconomic programs that are as much a part of Government contracts as the underlying supply or service that is the subject of the procurement. We will also discuss subcontract management from the perspective of both prime and subcontractors. Finally, we will cover the Contractor Performance Assessment Reporting System (CPARS) - what it is, why it is important, and what to do about unfavorable assessments. Learning Objectives: By the end of this session, students will be able to:  Identify effective strategies for meeting all performance obligations under Government contracts.  Implement and follow compliance programs to meet the multitude of requirements in the contract beyond producing deliverables.  Address subcontracting issues both as a prime contractor managing a subcontractor, and a subcontractor managing a relationship with a prime.  Understand CPARS and what to do if they receive an unfavorable rating.

In this session, our experienced practitioners from BakerHostetler's preeminent national government contracts practice will walk the audience through the FAR clauses addressing the U.S. Government's rights when terminating a contract for default or convenience, the procedures that must be followed, contractor rights when facing such, and practical guidance. This topic is particularly relevant given current actions of the administration, and our objective is to inform participants on managing the termination and claims process. The presenters will address: (Learning Objectives)  Terminations for convenience vs default  Responding to stop-work orders  Commercial vs negotiated contract termination procedures  Claims and requests for equitable adjustment  Cost allowability

In this session, we will identify what to do when things go "wrong" during performance of a Government contract. We will discuss the circumstances under which a request for an equitable adjustment (REA) to the contract should be made, and what to do if the request is not granted. We will outline the dispute resolution process, with particular focus on how to make a proper claim to a Government Contracting Officer, and what obligations the contractor and Government have during that process. Finally, we will cover the appeals process, including a discussion of the unique fora available for disputes arising from Government contracts. Learning Objectives: By the end of this session, students will be able to:  Identify when a change to the contract should be the subject of an REA, and will know how to correctly prepare such requests.  Understand the contract disputes resolution process.  Evaluate the pros and cons of pursuing a claim through the appeals process.