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In-House

This course will cover the competitive negotiation process, including scoring techniques, negotiation strategies and relevant law and procedures that must be followed.

Our instructor will cite 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
April 19-20, 2018
Executive Conference and Training Center
Sterling, VA
1275
REGISTER
July 23-24, 2018
The Westin Hilton Head Island
Hilton Head Island, SC
$1375
REGISTER
DAILY SCHEDULE
9:00 AM - 4:00 PM
Dulles, VA
9:00 AM - 4:00 PM
Washington, DC

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

Harold "Hank" Askins III, Attorney

Mr. Hank Askins has spent almost 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, government procurement, fiscal law, and source selection. He currently serves as Litigation Counsel for the Department of Veterans Affairs where he is responsible for representing the Agency before the Government Accountability Office (GAO) and the Civilian Board of Contract Appeals.  Additionally, Mr. Askins serves as a Logistics Officer for the United States Army Reserves.  

 

Mr. Askins has a Bachelor of Science in Mathematical Economics from the United States Military Academy at West Point (USMA), an MBA from Emory University’s Goizuetta Business School, a JD from Georgia State University College of Law, a Master of Strategic Studies from the United States Army War College, and a Master of Science in Economics from Purdue University. Mr. Askins is a member of the Georgia Bar and South Carolina Bar.


 
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: 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)
Executive Conference and Training Center
22685 Holiday Park Drive, Suite 60
Suite 60
Sterling, VA 20166
7037080808
TRAVEL INFORMATION

Breakfast, lunch and breaks will be served at this location.

Hampton Inn & Suites Dulles
22700 Holiday Park Drive
Sterling, VA 20166
(703) 537-7800
Website

There is a room block for this location.  This hotel is located across the street from the ECTC.  For guest room reservations, call 703.537.7800 and reference “Federal Publications." Note that these reservations must be made three weeks prior to the start of the event and that the rooms are subject to availability.

The Westin Hilton Head Island
2 Grasslawn Avenue
Hilton Head Island, SC 29928
8886278551
RESERVATIONS AT GROUP RATE

Room Block Information
There is a room block for this location. The rate is $250/night plus taxes, plus a discounted resort fee of $8 (not reflected until checkout). Click here to make reservations. This rate is subject to availability. Reservations MUST be made by June 22, 2018.

Food and Beverage
Continental breakfast, lunch and beverages will be served.

RESERVATIONS AT GOVERNMENT PER DIEM

Government Per Diem rates will be posted shortly, when rates become available.

These rooms are limited to ONE ATTENDEE PER QUALIFYING COMPANY, and you will be required to present a valid government ID upon check-in to confirm use of government rate. 

TRAVEL INFORMATION

Room Block Information
There is a room block for this location. The rate is $250/night plus taxes, plus a discounted resort fee of $8 (not reflected until checkout). Click here to make reservations. This rate is subject to availability. Reservations MUST be made by June 22, 2018.

Guest Rooms at the Government Per Diem:
Government Per Diem rates will be posted shortly, when rates become available.

These rooms are limited to ONE ATTENDEE PER QUALIFYING COMPANY, and you will be required to present a valid government ID upon check-in to confirm use of government rate. 

Food and Beverage
Continental breakfast, lunch and beverages will be served.

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:
Source Selection
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Date Location
April 19-20, 2018 Sterling, VA
REGISTER
July 23-24, 2018 Hilton Head Island, SC
REGISTER
By Phone
Call (888) 494-3696