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Negotiation skills are an extremely valuable trait for everyone to learn in the contracting environment. Whether you support business development, engineering, accounting, pricing, administration or legal, it is important you know how to negotiate and get to a position as a team to win the contract. Negotiations is not just a skill but a valuable asset for everyone to understand; it’s important to winning the award and to win it so as both sides have a mutual benefit and a good working relationship after the award. 

This course covers the specifics of negotiating contracts and subcontract provisions, prices and claims including:
  • Teaming agreements
  • Subcontract agreements
  • New/contingent hiring
  • Terms & conditions
You will learn the when and why to negotiate as well as the basic concepts of negotiations. You will also learn what can be negotiated and the key steps to planning - so everyone understands the objectives to the negotiations.  

The instructor will discuss how to set up role playing and how to prepare for different scenarios during your negotiation process. You will learn some of the traps and ‘gotchas’ as well as timing and how that plays a role during the negotiations process.  

By the end of this one day program you will have a better understanding of the “why”, “the how” and the “the when” of negotiations.

Who should attend?
 
Anyone who is involved in any and all parts of the contract proposal process. This includes all the teams responsible for executing the contract and delivering the product/service based on the terms and conditions negotiated such as:
  • business development
  • sales and marketing
  • accounting and finance
  • administration
  • compliance
  • cost & price analysis
Dates and Locations
May 9, 2018
Hyatt Regency La Jolla at Aventine
La Jolla, CA
$1000
REGISTER
September 20, 2018
Caesars Palace
Las Vegas, NV
$1000
REGISTER
DAILY SCHEDULE
8:00 AM - 3:00 PM
La Jolla, Hilton Head and Las Vegas September Weeklong Conference Locations
9:00 AM - 4:00 PM
All other locations

I.              Introduction (1 hour)

a.     Who is Attending this Course?

                                          i.    Define roles who negotiate

                                         ii.    Quantify #s through quick hand-raising exercises

                                        iii.    Matt provides background/skills/experience

b.     What are your Objectives Today?

                                          i.    Present key Objectives

                                         ii.    Quantify #s through quick hand-raising exercises

                                        iii.    Present specific Objectives via Slide Deck

c.     When do you negotiate?

                                          i.    Teaming Agreements

                                         ii.    Subcontract Agreements

                                        iii.    New/Contingent Hires

                                        iv.    Contracts

                                         v.    Others?

d.     Why?

                                          i.    Getting painted into a corner.

                                         ii.    Performance Risk

                                        iii.    Profit Risk

                                        iv.    Setting the Bar

                                         v.    Reputation

e.     Where

                                          i.    Doesn’t REALLY apply – just had to check the box!

f.      How

                                          i.    That’s next!

II.             Negotiation Defined (2 hours with break)

a.     What are the basic concepts of negotiation?

b.     What can be Negotiated?

c.     Approaches to Negotiation

d.     Key Steps in Every Negotiation

                                          i.    Planning

1.     Defining Objectives

2.     Focus on Objectives not Positions

3.     Identifying You Approach

4.     Identifying your BATNA

5.     Role-Playing

                                         ii.    Define the Engagement

                                        iii.    Presenting AND Listening

                                        iv.    Arguing (yes, Arguing!)

                                         v.    Document

                                        vi.    Conclude (Until the Next Time!)

e.     Negotiation Traps

f.      Evaluating if this was a Win-Win

g.     Evaluating the Approach and Results for Improvement.

III.            During Negotiations (1 Hour)

a.     Agreeing to the Approach

                                          i.    Define Criteria for Measurement

                                         ii.     

b.     Presenting Objectives

c.     Presenting and Listening to Options

                                          i.    Verbal Clues

                                         ii.    Non-Verbal Clues

                                        iii.    Signal

d.     Break from Negotiations

e.     Identify Areas of Agreement

f.      Work to Resolve Critical Areas of Disagreement

                                          i.    Ideally Achieved

                                         ii.    Measure Against BATNA

g.     Document the Agreement

h.     Execute the Agreement

IV.            Specific Situations in Government Contracting (2 Hours)

a.     Negotiating a Teaming Agreement

                                          i.    Prime vs Sub       

                                         ii.    Timing

                                        iii.    Gotcha’s

                                        iv.    Successful Agreements

b.     Negotiating a Subcontract Agreement

                                          i.    Relation to Teaming Agreements

                                         ii.    Differences from the Teaming Agreement Negotiation

                                        iii.    Risks in Performance

                                        iv.    Conflict Resolution Terms

c.     Negotiating Contingent Hires

                                          i.    When?

                                         ii.    What to Negotiate Now?

                                        iii.    What to Provide During Submission?

d.     Negotiating Contracts upon Award

                                          i.    What is negotiable?

                                         ii.    What is the timing?

                                        iii.    What if Agreement isn’t reached?

V.             Open Discussion/Questions (Remaining time)

Matthew McKelvey
Matthew McKelvey has over twenty-five years’ experience in Finance/Accounting, Government Contracting, Business Valuations, Process Optimization, and Training. Matt is President and CEO of The McKelvey Group, and is widely respected as a subject matter expert in both commercial and Federal marketplaces. He brings his extensive experience working with large, medium, and small companies to help his clients achieve the growth objectives of their owners.

As a consultant and CFO, he is well known for his expertise in working with organizations as they seek to create or improve their relationships with the Federal Government through price and proposal strategies, compliance, accounting, and training. In addition to direct client consulting in these areas, Matt demonstrates his comprehensive expertise through various speaking engagements and the Government contracting courses he instructs, including Cost/Price Proposal Workshops, DCAA Audit Preparation, Earned Value Management Systems, and Incurred Cost Submissions. Matt’s teaches his courses through several venues including training companies, conferences, and for individual clients. The McKelvey Group is a National Association of State Boards of Accountancy (NASBA) recognized Continuing Professional Education (CPE) program sponsor providing CPE credits in accordance with nationally recognized standards.

In finance and accounting, Matt supports his clients with strategic planning, alignment of their systems and processes with the plan, and/or a business valuation to assess the value of the company when it achieves that plan. This allows for ongoing financial forecasting, actual to budget reviews, and improved management reporting. These updated systems assist organizations in improving profitability and cash flow while minimizing cost and performance risk.

EDUCATION

Matt holds an MBA in Finance and Marketing and a BS in Finance. He is a Six Sigma Certified Black Belt, a member of the National Contract Management Association (NCMA), and is an Accredited Senior Appraiser with the American Society of Appraisers (ASA). 
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Caesars Palace
3570 Las Vegas Blvd S
Las Vegas, NV 89109
8662775944
RESERVATIONS AT GROUP RATE

There is a room block for Las Vegas Government Contracts Week. For reservations, click https://aws.passkey.com/go/SCFPS8. Rate is $172/night plus taxes.  

For guests that prefer to phone in their reservations: you may call the Reservation Center at 1-866-227-5944 to secure a reservation on your group block. However, be aware that a processing fee of $15.00 + tax per reservation will be incurred if you choose not to use the above link. Reference group code SCFPS8 when you call to make the reservation. 

Reservations must be made by Friday, August 17, 2018.  After that time, the group rate will be offered based on hotel availability only. 

TRAVEL INFORMATION

There is a room block for Las Vegas Government Contracts Week. For reservations, click https://aws.passkey.com/go/SCFPS8. Rate is $172/night plus taxes.  

For guests that prefer to phone in their reservations: you may call the Reservation Center at 1-866-227-5944 to secure a reservation on your group block. However, be aware that a processing fee of $15.00 + tax per reservation will be incurred if you choose not to use the above link. Reference group code SCFPS8 when you call to make the reservation. 

Reservations must be made by Friday, August 17, 2018.  After that time, the group rate will be offered based on hotel availability only. 

Hyatt Regency La Jolla at Aventine
3777 La Jolla Village Drive
La Jolla, CA 92122
8585521234
RESERVATIONS AT GROUP RATE

Room Block Information

For guest room reservations and to receive a rate of $205/night, plus taxes, click here. These reservations MUST be made by April 6, 2018, and are subject to availability. As an additional benefit, we are offering a $5 flat rate for overnight and daily self-parking at the Hyatt.

Early Departure Fee
Hyatt Hotels and Resorts have an early departure fee of one night’s room and tax. Departure dates are reconfirmed at check- in and are subject to a fee if changed after the check-in process is completed.

RESERVATIONS AT GOVERNMENT PER DIEM
Please call the Hyatt Regency La Jolla at 858.552.1234 x2204 and reference the "Federal Publications Government Room Block" to obtain this special rate. Guest rooms at the government per diem will be available until April 6, 2018, and are subject to availability. You will be required to present a valid Government ID upon check-in to confirm use of the government rate.
TRAVEL INFORMATION

Room Block Information

For guest room reservations and to receive a rate of $205/night, plus taxes, click here. These reservations MUST be made by April 6, 2018, and are subject to availability. As an additional benefit, we are offering a $5 flat rate for overnight and daily self-parking at the Hyatt.

Early Departure Fee
Hyatt Hotels and Resorts have an early departure fee of one night’s room and tax. Departure dates are reconfirmed at check- in and are subject to a fee if changed after the check-in process is completed.

Government Per Diem Rate
Please call the Hyatt Regency La Jolla at 858.552.1234 x2204 and reference the "Federal Publications Government Room Block" to obtain this special rate. Guest rooms at the government per diem will be available until April 6, 2018, and are subject to availability. You will be required to present a valid Government ID upon check-in to confirm use of the government rate.

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Negotiating Skills for Government Contractors
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Date Location
May 9, 2018 La Jolla, CA
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September 20, 2018 Las Vegas, NV
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By Phone
Call (888) 494-3696