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The Subcontract Negotiations Workshop Virtual - Ju...
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Live Session
The Subcontract Negotiations Workshop - Live Virtual Course June 2025
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Topics
Accounting, Costs and Pricing
Advanced Topics
Artificial Intelligence
Business Development
Compliance
Construction Contracting
Cybersecurity
FAR
Government Contracting
Grants
Intellectual Property
International Contracting
Personal Development
Small & Medium Businesses
Subcontracting
Dates
November 2024
December 2024
January 2025
February 2025
March 2025
April 2025
May 2025
June 2025
July 2025
August 2025
September 2025
October 2025
Roles
Director of Contracts
New to Government Contracting
Accountant
Sales and Business Development
Contract Administrator
Counsel
Auditor
Subcontract Administrator
Contract Manager
Procurement Officer
CFO
Grants Administrator
Situations
Earn CLE/CPEs
Get Started in Government Contracting
Train My New Hires
Train My Team
CPE, CLE Accredited
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A course that will cover the techniques associated with effective subcontract negotiations under Government prime contracts. The session is extremely interactive and will include several negotiation exercises and a major mock negotiation session.
During this session, Jeff White will engage in a discussion regarding the following topics:
The Negotiation Process
Negotiation Techniques
Negotiation Counter-Techniques
Pre-negotiation Planning and Documentation
Negotiation Strategies
Fact finding
The Role of Market Research in Negotiations
Role of Cost and Price Analyses in the Negotiation Process
Documentation Requirements (Pre- and Post- Negotiation Memorandums)
Mock Negotiations
This live virtual course is eligible for both CLE and CPE credit.
NOTE: CPE/CLE credit for attendees are subject to participation and approval by the governing boards.
NASBA CPE ACCREDITATION INFORMATION
Learning Level: Beginner
Prerequisites: None
Field of Study: Specialized Knowledge
Delivery Method: Group Internet Based
For more information regarding administrative policies such as refunds, cancellations and complaints, please contact Federal Publications Seminars at 888.494.3696.
West Professional Development is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its website:
www.nasbaregistry.org
.
About Our Experts
Randy Shelby
VP of Customer Success, J.A. White & Associates
Mr. Shelby has over nineteen years of Government Contracting experience at the Defense Contract Management Agency (DCMA).
With a focus on Contractor Purchasing System Reviews (CPSR) for the last thirteen years, Randy conducted CPSR's as a procurement analyst, managed CPSR teams, and oversaw hundreds of CPSR's as a supervisory procurement analyst.
While at DCMA, Shelby worked as Team Lead to develop policies, standard operating procedures, templates, and data collection tools used in every CPSR conducted by the agency.
Randy co-created the “New CPSR Process” which encourages contractors to correct their deficiencies in the early stages of the purchasing system process. DCMA considered Randy a leading CPSR expert and relied on him to share knowledge at government industry events and other DoD agencies.
As a noted guest speaker, Randy shared expertise at NCMA's World Congress, SubCon, and Government Contract Symposiums. Randy also delivered CPSR presentations for Federal Publications Seminars (FPS), NAVSEA, the Army, and the Air Force.
Jeffery White
CEO and Founder, J.A. White & Associates
Jeffery White is Founder and CEO of J.A. White & Associates Inc. A leading industry firm in Federal Contracting and Compliance consulting offering a tailored line of advisory services to clients.
With over 38 years of experience in both the private and public sectors, White's expertise has led his firm to have an unprecedented 100% approval rate of Contractor Purchasing System Reviews (CPSR) and other Business System assessments.
The design of document automation, CPSR ProDocs, was spearheaded by visionary, Jeffery White. Used by small and large government contractors, the software streamlines the Procurement workflow process by leveraging a company’s existing enterprise platform and automates compliance-related Procurement file documentation. A company's benefits may include cost savings, 100% accuracy, increased CPSR success, error reduction and lead time reduction. White’s clients currently include government agencies, prime contractors, and subcontractors across the United States, Europe, and the Middle East.
White is a noted U.S. and International speaker for the Institute for Supply Management (formerly NAPM), the National Institute of Governmental Purchasing (NIGP), the National Contract Management Association (NCMA), and other Procurement organizations.
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Capture Planning and Business Development
Construction Contracting
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Intellectual Property in Government Contracting
International Contracting and Export Controls
Subcontracting and Supply Chain Management
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