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Taught by the legendary Ralph C Nash, Professor Emeritus at The George Washington University, a renowned expert on government contracting, this course will cover the competitive negotiation process, including scoring techniques, negotiation strategies and relevant law and procedures that must be followed.

Learn from the thought leader on the process, as Professor Nash cites real-world examples from decades of experience to address your questions on the practice.

-Contract negotiations systems

-Far streamlining procedures

-Oral and written negotiations

Dates and Locations
October 30-31, 2012
AMA Conference Center
Arlington, VA
$1025.00
Accreditation
This Program is eligible for:
11 (60 minute)
13 (50 minute)
This Program is eligible for:
13 (CPE) hours of credit
Program Level: Basic
Program Prerequisite: None
Advance Preparation: None
Method: Group-Live
This Program is eligible for:
11 (CLP) hours of credit
Related Downloads
Registration Form for fax-in registrations (PDF)
Daily Schedule
Dulles, VA: 9:00 AM - 4:00 PM
Washington, DC: 9:00 AM - 4:00 PM

COURSE GOALS

1. 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

2. 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

 3.  Selecting Evaluation Factors 

 A. Mandatory factors

 B. The FAR Guidance

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


4. 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

5. Award without discussions

A. Permissible communications
- The GAO Rule
- Questions

B. Late proposals

6. Evaluation of proposals

A. Past performance/experience

B. Evaluation of price or cost

C. Past Performance Evaluation Tips

D.  Evaluation of price or cost

A.  Prohibition on Obtaining Cost or Pricing Data

B.  Information other than Cost or Pricing Data

C. Price Analysis

D. Cost Realism Analysis
- Cost Element Breakdown

E. Price Realism Analysis

F. Field Pricing Assistance

LUNCH

7.  Effective Negotiation

A. Competitive Range

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

8. Final Proposal Revisions

A. Document Understandings

B. Submit Final Proposal

C. Common Cutoff Date

D. Late is Late Rule

6. Source Selection

A.  Evaluation

7. Protest Forums

A. Types of Forums

8. Protest Avoidance

Ralph C. Nash, Jr., is Professor Emeritus of Law of The George Washington University, Washington, D.C., from which he retired in 1993.  He founded the Government Contracts Program of the university's National Law Center in 1960, was Director of the Program from 1960 to 1966 and from 1979 to 1984, and continues to be actively involved in the Program.  He was Associate Dean for Graduate Studies, Research and Projects, of the Law Center from 1966 to 1972.

Professor Nash has specialized in the area of Government Procurement Law.  He worked for the Navy Department as a contract negotiator from 1953 to 1959, and for the American Machine and Foundry Company as Assistant Manager of Contracts and Counsel during 1959 and 1960.

He graduated magna cum laude with an A.B. degree from Princeton University in 1953, and earned his Juris Doctor degree from The George Washington University Law School in 1957.  He is a member of Phi Beta Kappa, Phi Alpha Delta, and the Order of the Coif.

Professor Nash is active as a consultant for government agencies, private corporations, and law firms on government contract matters.  In recent years, he has served widely as neutral advisor or mediator/arbitrator in alternate dispute resolution proceedings.  He is active in the Public Contracts Section of the American Bar Association, is a member of the Procurement Round Table, and is a Fellow and serves on the Board of Advisors of the National Contract Management Association. 

During the 1990s, Professor Nash was active in the field of acquisition reform.  He served on the "Section 800 Panel" that recommended revisions to all laws affecting Department of Defense procurement, the Defense Science Board Task Force on Defense Acquisition Reform, and the Blue Ribbon Panel of the Federal Aviation Administration.

He is the coauthor with John Cibinic, Jr. of a casebook, Federal Procurement Law (3d ed., Volume I, 1977, and Volume II, 1980). He and Professor Cibinic also coauthored five textbooks:  Formation of Government Contracts (3d ed. 1998), Administration of Government Contracts (4th ed. 2006), Cost Reimbursement Contracting (3d ed. 2004), Government Contract Claims (1981) and Competitive Negotiation: The Source Selection Process (2d ed. 1999).  He is coauthor with Leonard Rawicz of the textbook Intellectual Property in Government Contracts (6th ed. 2008), coauthor with seven other authors of the textbook Construction Contracting (1991), coauthor with Vernon Edwards, Steven L. Schooner and Karen O’Brien of The Government Contracts Reference Book (3d ed. 2007) and coauthor with Steven Feldman of Government Contract Changes (3d ed. 2007).  He has written several monographs for The George Washington University Government Contracts Program monograph series, and has published articles in various law reviews and journals.  Since 1987 he has been coauthor of a monthly analytical report on government contract issues, The Nash & Cibinic Report

Accreditation
This Program is eligible for:
11 (60 minute)
13 (50 minute)
This Program is eligible for:
13 (CPE) hours of credit
Program Level: Basic
Program Prerequisite: None
Advance Preparation: None
Method: Group-Live
This Program is eligible for:
11 (CLP) hours of credit
AMA Conference Center
2345 Crystal Dr
Ste 200
Arlington, VA 22202
Register Now for:
Source Selection
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Date Location
October 30-31, 2012 Arlington, VA
By Phone
Call (888) 494-3696