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IN-HOUSE TRAINING
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In-House

Who should attend:

Contract professionals who have commercial or ‘off the shelf’ products and are currently selling or planning to sell to government agencies through GSA MAS or other methods.

Should have some knowledge of the Federal Acquisition Regulations.

What you will learn:

This course provides an extensive analysis of current developments in the acquisition of commercial products and services by the Federal Government. It will assist you in learning how to benefit from specialized regulations applicable to the acquisition of commercial items.

The Federal Acquisition Regulation establishes a mandatory preference for the Federal Government to purchase products and services available in the commercial marketplace using commercial terms and conditions. Since the passage of the Federal Acquisition Streamlining Act of 1994, federal agencies have sought to comply with its mandatory requirements in various ways. This course reviews both the regulatory requirements and the practical application of the commercial acquisition process in the federal marketplace.

If you are a contractor selling commercial products and services to either the Federal Government or to higher tier government contractors, this course is designed to give you both the regulatory knowledge and the practical tips to marketing and selling to federal customers. If you are a federal buyer, you will be able to learn what other agencies are doing, within the regulatory framework, to simplify the acquisition process so that you can easily acquire the commercial products and services your agency needs.

The course focuses on the type of products and services covered by the regulatory definition of a commercial item, the procedures used by the Federal Government to acquire those items, the terms and conditions used in solicitations and contracts, and the special price analysis methods used to determine that offered prices are fair and reasonable. In addition, there is a discussion of the specialized terms and conditions associated with the $35 billion General Services Administration multiple award schedule contract program as well as proven methodologies for marketing commercial products and services to federal agencies.

The program will be presented by a faculty of experienced practitioners who were involved in the early commercial acquisition statutory reforms and who have focused on working with commercial vendors and agencies purchasing commercial items. In addition to their detailed lectures, course participants will receive a comprehensive Course Manual to use during the program and after the program has been completed

Materials include:

    • Manual

Dates and Locations
November 6-7, 2018
NeoSystems Corp.
McLean, VA
$1275
REGISTER
DAILY SCHEDULE
9:00 AM - 4:00 PM
All Locations
The Course Curriculum

OVERVIEW
The Current Landscape
Procurement Reform
FASA/FARA/SARA
FAR Changes

COMMERCIAL ITEM DEFINITION
Products
Services
Case Law
 
MARKETING COMMERCIAL PRODUCTS AND SERVICES
Requirements
FAR Part 10 and Part 12 - Market Research Requirements
Resources
FedBizOpps
Federal Procurement Database
GSA Schedules E-Library
GSA Advantages
GSA Schedule Sales Query
Contract Directory
Strategies
Training
Gratuitous Services
Pilot Programs
Unsolicited Proposals
Consultants and Lobbyists
Partners
GWACs
Reseller Agreements
Teaming Agreements

COMMERCIAL TERMS AND CONDITIONS
FAR Part 12
Prime Contracting and Subcontracting
Federal Contract Formats
Federal Contract Terms and Conditions
Small Business Preferences
Service Contract Act
Buy American/Trade Agreements Act
Commercial Terms and Conditions
 
COMMERCIAL CONTRACT PRICING
Cost or Pricing Data
Information Other Than Cost or Pricing Data
Price Analysis
Market Pricing
Catalogue Pricing
 
GSA: A CASE STUDY IN COMMERCIAL ITEM CONTRACTING
Role in Marketplace
Obtaining a Schedule
Unique and Non-Commercial Terms and Conditions
Compliance Issues
Challenges of FSS Orders
Cooperative Purchasing

William Keating
William J. Keating has over 35 years of consulting experience, and is a government contracts expert with a strong background in accounting, business systems and compliance advisory for aerospace and defense clients, and other government contractors.
Bill’s areas of expertise include Federal Acquisition Regulation (FAR), Federal Agency FAR Supplements, Office of Management and Budget (OMB) Super Circular, Cost Accounting Standards (CAS), and Federal Supply Schedules. He has advised organizations on government audits, business systems compliance, claims preparation, contract disputes and investigations. 
Professional Experience: Bill serves various business sectors, including aerospace and defense, information technology, construction and engineering services, nonprofit organizations, and other industrial and service industries.  Bill provides support for U.S. government contract and grant issues, as well as accounting and auditing matters. Bill has experience with international clientele in Europe and Asia. He has led several, large-scale compliance and operational process improvement projects focused on the special requirements of government contracting, such as: contract cost accounting and reporting, billing, procurement, pricing and estimating.
Earlier in his career, Bill was the Managing Partner of the Government Contractor Advisory Services practice at KPMG. He also served as a senior executive of Government Contracts practices at other international accounting firms including PricewaterhouseCoopers (PwC). He has worked in industry at a major defense systems integrator. Bill began his career in the Federal government in the Defense Contract Audit Agency and the Inspector General's Office of the General Services Administration.
MEET YOUR CONTINUING EDUCATION CREDIT REQUIREMENTS
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.
NCMA: CONTRACT MANAGER CERTIFICATION
All Federal Publications Seminars courses meet the course requirements of the National Contract Management Association’s certification programs. We are a proud Education Partner of the NCMA.
CPE: CONTINUING PROFESSIONAL EDUCATION
Federal Publications Seminars is part of West Professional Development, which 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 the 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.learningmarket.org.
CPE HOURS
This Program is eligible for: 13.0 (CPE) hours of credit
Program Level: Immediate
Program Prerequisite: N/A
Advance Preparation: N/A
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)
NeoSystems Corp.
1861 International Drive
Suite 200
McLean, VA 22102
5712344940
TRAVEL INFORMATION

There is not a room block for this location. Nearby hotels include: 

Courtyard Tysons Corner Fairfax
1960 Chain Bridge Road
McLean, VA 22102
703-790-0207
Website

 

Hilton Garden Inn Tysons Corner
8301 Boone Blvd
Vienna, VA 22182
Website

Hyatt Regency Tysons Corner Center
7901 Tysons One Pl
Tysons, VA 22102
703-893-1234
Website

Tysons Corner Marriott
8028 Leesburg Pike
Tysons, VA 22182
703-734-3200
Website

100
Basic or fundamental subject matter is covered. Courses are geared to general knowledge or can be taken as a refresher.
200
Specific topics or issues within a topic area are covered. Students should be familiar with terms of art and general concepts concerning the course topic.
300
Workshops and class discussions cover specific subject matter in-depth, and participation is strongly encouraged. Attendees should have at least 2-3 years' experience in the area of study.
400
Courses build upon students' knowledge and experience, and cover complex issues within the subject matter. Should have 4-5 years' mastery of subject for in-depth analysis.
500
Masters-level programs designed for professionals with 5+ years' experience. Courses cover in-depth and technical analysis on specific subjects and updates on current issues.
Register Now for:
Benefits of Commercial Item Contracting
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Date Location
November 6-7, 2018 McLean, VA
REGISTER
By Phone
Call (888) 494-3696