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Earners of this badge can complete an analysis of the proposal preparation and source selection processes -- from both the contractor and Government perspectives. They understand customers' organization and regulations, maximize their score on an RFP, and turn a weak rating into a strong rating.
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3 hours

This is session 1 of 4 in the Preparing Effective Proposals virtual course.

There is nothing more fundamental, more critically basic, to the success of a Government contractor than preparing proposals. One of the keys to preparing successful proposals is knowing how they are evaluated by the Government. Another is how the source selection process works -- especially in the new acquisition environment of performance-based contracting and oral presentations.

This virtual course is a step-by-step analysis of the proposal preparation and source selection processes -- from both the contractor and Government perspectives -- and is designed for executives, marketing personnel, proposal writers, program manager, attorneys, engineers, contract specialists, cost analysts, and all support personnel to a competitive proposal.

Learning Objectives:
The benefits attendees will receive include solid reviews of: 

  • Understanding the customer's organization and regulations
  • What you must know and do before the RFP is released
  • How and when to gather information helpful to your proposal
  • How to start writing your proposal before the RFP is issued
  • The proposal: Maximizing your score...tips that really work
  • Source Selection Evaluation Boards -- how they work, how ratings are assigned
  • The role of price in winning; what "best value" really means
  • How to turn a weak rating into a strong rating
  • Written and oral negotiation strategies
  • How final decisions are made and documented
 
 NOTE: On-Demand Virtual Course sessions are not eligible for CLE/CPE credits.
About Our Experts
  • Richard Agopsowicz
    Executive Vice President, Business Expansion Consulting, CorVantage
    “Rick A to Z” leads CORTAC’s Business Expansion Team supporting clients in establishing and achieving their Business Objectives through Market Analysis, Pipeline Development, Business Development, Capture, and Proposal Leadership, Negotiations, and Program Start-up & Execution within Government and Private sectors.

    “A to Z” has over 45 years of Government and Industry experience in operations and acquisition across R&D and operational program development, complex program management, systems development engineering, Information Assurance, Information Operations/Cyber Development & Special Technical Operations, and business capture.

    During his preceding 30-year career with the U.S. Air Force, he held positions from B-52 operational squadron level up to that of Director at the Air Force Information Warfare Center. He has spent 15+ years as an industry senior executive working with over 50 clients with winning and executing programs across 42 Federal Agencies and 17 State & Local Governments. He has worked in defense, homeland security, intelligence, energy, health and human services, biotechnology & life sciences, and IT/telecommunications.
  • Anthony Kim
    VP, Government Compliance, CACI International Inc.
    Anthony Kim has more than 20 years of experience in various cost accounting and compliance issues related to government contracts. Specifically, he is knowledgeable in the areas of government contract procurement regulations, Cost Accounting Standards, OMB Uniform Guidance, Generally Accepted Government Auditing Standards and Generally Accepted Auditing Standards.

    Anthony’s industry experience includes architecture and engineering, aerospace and defense, construction, manufacturing, information technology, not-for-profits, and higher education. He has assisted clients with complex cost accounting matters, cost representations, business system implementations, expert testimonials, proposal assistance, audit support, and other regulatory compliance matters.

    Prior to joining CACI International, Mr. Kim was a director at BDO USA, Baker Tilly Virchow Krause, Navigant Consulting and Partner at Capital Edge Consulting. He has also worked for KPMG as a manager for over seven years. Recently, he assisted in developing an annual DCAA conference seminar, conducted numerous training for Federal Publication Seminars, held webinars with clients and prospects on various government contract compliance matters, and served as a member of the National Defense Industry Association Contract Finance Committee in charge of regulatory and legislative updates.

    He has assisted contractors and their outside counsel to resolve disputes arising under the Federal Acquisition Regulation, Cost Accounting Standards, Truth in Negotiations Act, and other accounting-related rules and regulations, and conducted independent forensic accounting investigations to evaluate allegations of fraud, accounting errors and irregularities, cost mischarging and defective pricing.

    In addition, Anthony is a nationally recognized speaker who teaches classes through Federal Publication Seminars, National Contract Management Association, Virginia Society of CPAs. He has lectured on a number of topics, including Government Contract Accounting, Federal Acquisition Regulations, Cost Accounting Standards, Cost & Price Analysis, Incurred Cost Submissions, Introduction to Government Contracting, and Government Contractor Business Systems Compliance. He is a member of the National Contract Management Association (NCMA) and the National Defense Industrial Association (NDIA).
    Anthony Kim holds a Bachelor of Science degree in Accounting from George Mason University.
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Leadership
Character
Collaboration
Competence
Emotional Intelligence
Vision
Management
Business Management
Change Management
Financial Management
Project Management
Risk Management
Supply Chain Management
Guiding Principles
Communication and Documentation
Contract Principles
Regulatory Compliance
Situational Assessment
Skills and Roles
Standards of Conduct
Team Dynamics
Pre-Award
Plan Sales
Plan Solicitation
Prepare Offer
Request Offers
Award
Manage Disagreements
Plan Negotiations
Price or Cost Analysis
Select Source
Post-Award
Administer Contract
Close Out Contract
Ensure Quality
Manage Changes
Manage Subcontracts
Learn
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Individual Competence
Organizational Capability