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3 hours
This is session 2 of 2 in the Negotiating Skills for Government Contractors virtual course.

Negotiation skills are an extremely valuable trait for everyone to learn in the contracting environment. Whether you support business development, engineering, accounting, pricing, administration or legal, it is important you know how to negotiate and get to a position as a team to win the contract. Negotiations is not just a skill but a valuable asset for everyone to understand; it’s important to winning the award and to win it so as both sides have a mutual benefit and a good working relationship after the award. 

This virtual course covers the specifics of negotiating contracts and subcontract provisions, prices and claims including:
  • Teaming agreements
  • Subcontract agreements
  • New/contingent hiring
  • Terms & conditions
You will learn the when and why to negotiate as well as the basic concepts of negotiations. You will also learn what can be negotiated and the key steps to planning - so everyone understands the objectives to the negotiations. The instructor will discuss how to set up role playing and how to prepare for different scenarios during your negotiation process. You will learn some of the traps and ‘gotchas’ as well as timing and how that plays a role during the negotiations process.  

By the end of this one day program you will have a better understanding of the “why”, “the how” and the “the when” of negotiations.

Learning Objectives: 
After completing this course, you will be able to:
  • Negotiate teaming agreements subcontract agreements, new or contingency hires and contracts
  • Learn strategies to negotiations
  • Mitigate risks including performance, profit and reputation
  • Plan for a negotiation
  • Develop tactics to win
  • Evaluate performance 
  • Recognize traps and opportunities
  • Overcome objections

 NOTE: On-Demand Virtual Course sessions are not eligible for CLE/CPE credits.
About Our Experts
  • Matthew McKelvey
    President, McKelvey Group
    Matthew McKelvey has over twenty-five years’ experience in Finance/Accounting, Government Contracting, Business Valuations, Process Optimization, and Training. Matt is President and CEO of The McKelvey Group and is widely respected as a subject matter expert in both commercial and Federal marketplaces. He brings his extensive experience working with large, medium, and small companies to help his clients achieve the growth objectives of their owners.

    As a consultant and CFO, he is well known for his expertise in working with organizations as they seek to create or improve their relationships with the Federal Government through price and proposal strategies, compliance, accounting, and training. In addition to direct client consulting in these areas, Matt demonstrates his comprehensive expertise through various speaking engagements and the Government contracting courses he instructs, including Cost/Price Proposal Workshops, DCAA Audit Preparation, Earned Value Management Systems, and Incurred Cost Submissions. Matt teaches his courses through several venues including training companies, conferences, and for individual clients. The McKelvey Group is a National Association of State Boards of Accountancy (NASBA) recognized Continuing Professional Education (CPE) program sponsor providing CPE credits in accordance with nationally recognized standards.
    EDUCATION

    Matt holds an MBA in Finance and Marketing and a BS in Finance. He is a Six Sigma Certified Black Belt, a member of the National Contract Management Association (NCMA), and is an Accredited Senior Appraiser with the American Society of Appraisers (ASA).

    University of Maryland - Robert H. Smith School of Business, MBA Marketing & Finance

    Penn State University, BS Finance
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