Sign Up For Our Weekly Emails
Get the latest updates on special offers, courses, events, webinars and books from Federal Publications Seminars.
Sign Up
Thank You
You'll soon be receiving updates about special offers, events, & more.
Get 10% Off Your Next Purchase
Sign Up For Our Emails
Sign Up
Thank You
You'll soon be receiving updates about special offers, events, & more.
Cart
Overview

This course will cover the competitive negotiation process, including scoring techniques, negotiation strategies and relevant law and procedures that must be followed.  Students will learn about the preparation, process, appropriations, competitive procedures, negotiations and regulatory framework behind source selection.  This program is taught to deepen the knowledge of both agency personnel, acquisition specialists.  Contractors and potential contractors will gain significant insight into the source selection process and which will give anyone an edge over the competition throughout the selection process from the RFP, to negotiations and then the final qualification process.

Our instructor will cite real-world examples to address your questions on the practice. Topics will include:

Acquisition Planning

  • Preparation of plan
  • Competition requirement
  • Contracting vehicle
  • Work Statement
  • Competitive negotiation strategies
  • Prequalification techniques
Streamlining the Process
  • Prepare a clear RFP
  • Pre-proposal exchanges
Selecting Evaluation Factors
  • Mandatory factors
  • The FAR guidance
  • Types of factors
Assessing Understanding the Work
  • Technical proposal v oral presentation
  • Presentation format
  • Source selection team
  • Time for evaluation
Award Without Discussions
  • Permissible communications
  • Late proposals
Evaluation of Proposals

Effective Negotiation

Final Proposal Revisions

Source Selection - Evaluation

Protest Forums

Protest Avoidance

Learning Objectives:
Upon successful completion of this course, you will:
  • Gain knowledge of plan preparation
  • Develop and/or understand competitive procedures
  • Understand the types of contracts
  • Develop a sound understanding of statements of work
  • Created sound negotiation strategies
  • Develop market research strategies
  • Schedule and determine presentation formats
  • Determine a technical proposal vs. oral presentation
  • How to evaluate bidders
  • Use evaluation tools
  • Conduct cost/price analysis
  • Determine protest forum
Dates/Locations
No upcoming dates/locations at this time
Agenda
8:00 AM - 3:00 PM
La Jolla, CA and Hilton Head, SC
9:00 AM - 4:00 PM
All other locations

ACQUISITION PLANNING

A.  Preparation of plan
- early preparation
-dollar threshold
-team effort
-inadequate planning
 
B. Competition requirement
-competitive procedures
-other than competitive procedures
-ordering under existing contracts

C. Contracting vehicle
-type of contract
-additional considerations

D. Work statement
-commercial preference
-performance specifications
-unduly restrictive specifications bar
-need for clarity

E. Competitive negotiation strategies
-tradeoff
-low price/technically acceptable
-combination tradeoff/lpta
-negotiation after source selection
-price-only competitive negotiation

F. Prequalification techniques
-advisory multistep
-statutory prequalification
-multiple award idiq
-program definition
-two-phase design
build

STREAMLINING THE PROCESS

A. Prepare a clear RFP
 
B. Pre-proposal exchanges
 - Market Research
 - One on One Meetings
 - Draft RFPs
 - RFIs
 - Pre-proposal conferences
 - Site Visits

LUNCH

SELECTING EVALUATION FACTORS

 A. Mandatory factors

 B. The FAR Guidance

 C.  Types of Factors
 - Offer Factors
 - Capability (Offeror) factors

ASSESSING UNDERSTANDING THE WORK

 A.  Technical Proposal v Oral Presentation

 B.  Presentation Format
  - Schedule
  - Topics
  - Attendees
  - Media
  - Video Taping

C. Source Selection Team
 - Sour Selection Authority
 - The Contracting Officer
 - Program Manager
 - Technical Personnel
 - Users

D. Time for Evaluation

DAY 2

AWARD WITHOUT DISCUSSIONS

A. Permissible communications
- The GAO Rule
- Questions

B. Late proposals

EVALUATION OF PROPOSALS

  • Past performance/experience
  • Evaluation of price or cost
  • Past Performance Evaluation Tips
  • Evaluation of price or cost
  • Prohibition on Obtaining Cost or Pricing Data
  • Information other than Cost or Pricing Data
  • Price Analysis
  • Cost Realism Analysis
  • Cost Element Breakdown
  • Price Realism Analysis
  • Field Pricing Assistance

LUNCH

EFFECTIVE NEGOTIATION

A. Competitive Range

B.  Negotiations /Discussions
- Scope of Negotiations
- Mandatory Rule
- Meaningful Discussions

FINAL PROPOSAL REVISIONS

A. Document Understandings

B. Submit Final Proposal

C. Common Cutoff Date

D. Late is Late Rule

SOURCE SELECTION

A.  Evaluation

PROTEST FORUMS

A. Types of Forums

PROTEST AVOIDANCE

Experts
  • Harold "Hank" Askins III
    Attorney
    Mr. Hank Askins has spent over three decades in Federal Service and has had numerous positions in the Government procurement field. He has supported Federal clients primarily in the southeast, specifically Florida, Georgia and South Carolina. He has extensive experience in acquisition planning, gove...
    See Full Bio
Accreditation
See Individual Courses For Available Credits
Certificates of Completion are provided to all seminar participants who attend Federal Publications Seminars courses following the event, upon request.
CPE: Continuing Professional Education
Field of Study: Specialized Knowledge
Delivery Method: Group-Live Classroom
Federal Publications Seminars is affiliated with West Professional Development and 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.
For more information regarding administrative policies such as refunds, cancellations and complaints, please contact Federal Publications Seminars at 888.494.3696.
CPE Hours
This program is eligible for: 13.0 (CPE) hours of credit
Program Level: Basic
Program Prerequisite: None
Advance Preparation: None
Method: Group-Live
CLP: Continuous Learning Points
Approved for CLP by Defense Acquisition University
Defense Acquisition Workforce members must acquire 80 Continuous Learning Points (CLP) every two years from the date of entry into the acquisition workforce for as long as the member remains in an acquisition position per DoD Instruction 5000.66. We will provide you with documentation of points awarded for completing the event.
CLP Hours
This program is eligible for: 11.0 (CLP) hours of credit
CLE: Continuing Legal Education
States have widely varying regulations regarding MCLE credit. LegalEdcenter is an approved provider in AL, AK, AR, CA, GA, IL, ME, MO, MS, NC, ND, NE, NH, NJ, NM, NV, NY, OH, OK, PA, RI, SC, TN, TX, UT, VA, VI, VT, WA, WI, and WV. Credit may be applied for in other jurisdictions on request and in accordance with state MCLE rules.
Please note that because some states are changing their policy on CLE reporting, you will need to fill out the request for credit from Federal Publications Seminars within 10 business days, or we may not be able to issue credits for the program.
CLE Hours
This program is eligible for: 11.0 (60 minutes), 13.0 (50 minutes)
Travel
No travel information is available at this time