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  • A comprehensive approach to the new cost-competitive environment in Government Contracting
  • How cost and price analysis is used to determine realistic prices and costs in Government Contracting
  • How Contractor and Government professionals can prepare and support cost and price proposal decisions
  • How Contractor and Government professionals manage challenges in cost and price analysis

Price and cost realism analyses are evaluation processes to determine price validity and the most realistic price that the Government will pay for goods and services.  This workshop features an in-depth explanation of how price and cost analysis techniques apply and impact the preparation, pricing, and evaluation of contract cost proposals.  Coverage will focus on the pinch points in the process – those areas of significant and continuing controversy.  Participant involvement and questions will also drive the discussion. 

The increasing importance of price and cost challenges to contract awards and how to manage and minimize protest risks will also be covered.  The workshop starts with definitions from the rules, regulations, case decisions, and available guidance. 

Price Analysis

  • Price Analysis is the process of examining and evaluating a proposal price without evaluating its separate cost elements and proposed profit. 
  • Price Analysis should be used to verify that the overall price offered is fair and reasonable. 
  • Price Analysis shall be used when cost or pricing data are not required. 
  • A Price Reasonableness Analysis is intended to prevent the government from paying too much for contract work. 
  • The purpose of a Price Realism Analysis has been described as a verification that the offeror’s price is not overly optimistic and impractically low. 
  • A Price Realism Analysis examines the performance risk of proposals in a fixed-price contract procurement, with particular attention to the risk of low-priced proposals, and may include cost realism analysis.
  • A Price Realism Analysis will be applied in order to measure the offeror’s understanding of the requirements and/or to assess the risk inherent in an offeror’s proposal.
  • A Price Realism Analysis is intended to determine if the contractor is proposing a price so low that the performance of the contract will be at risk. 

Cost Analysis

  • Cost Realism Analysis is the process of independently reviewing and evaluating specific elements of each offeror’s proposed cost estimate to determine whether the estimated proposal cost elements are realistic for the work to be performed; reflect a clear understanding of the requirements; and are consistent with the unique methods of performance and materials described in the technical proposal. 
  • Cost Realism Analysis may also be used on competitive fixed-price incentive contracts or, in exceptional cases, on other competitive fixed-price type contracts when new requirements may not be fully understood by competing offerors, there are quality concerns, or past experience indicates that contractors proposed costs have resulted in quality or service shortfalls.  Results of the analysis may be used in performance risk assessments and responsibility determinations.  However, proposals shall be evaluated using the criteria in the solicitation, and the offered prices shall not be adjusted as a result of the analysis.
  • Cost Realism Analysis shall be performed on cost-reimbursement contracts to determine the probable cost of performance for each offeror. 
  • Cost Reasonableness and Cost Realism are distinguishable, but both of these analytical frameworks critically examine the cost elements of a price proposal.
  • Cost Analysis shall be used to evaluate the reasonableness of individual cost elements when cost or pricing data are required. 
  • Cost Analysis may also be used to evaluate information other than cost or pricing data to determine Cost Reasonableness or Cost Realism.

Proposal Analysis
The objective of Proposal Analysis is to ensure that the final agreed-to price is fair and reasonable. 

Questions are encouraged and the materials and resources provided will help participants to meet the new and continuing challenges in cost and price analysis in the new competitive environment of contracting. 


Dates and Locations
August 20-21, 2019
The Westin Washington DC City Center
Washington, DC
Day 1
8:00 AM - 3:00 PM
La Jolla Government Contracts Week
9:00 AM - 4:00 PM
All Other Locations
Day 2
8:00 AM - 11:00 AM
La Jolla Government Contracts Week
9:00 AM - 12:00 PM
All Other Locations

The Workshop Curriculum follows.  The outline details the overall coverage of the workshop but the focus will be on the critical issues in the process.  Questions are encouraged and the materials and resources provided will help participants to meet the new and continuing challenges in cost and price analysis in the new competitive environment of contracting. 

Cost Estimating and Pricing
1. Cost Estimating Environment
a. Pricing Policies
b. Regulations
c. Guidance
d. Organization, Cost Proposal Analysis
e. Personnel, Cost Proposal Analysis
f. Manufacturing vs. Service Contracts

2. Estimate Development Criteria
a. Cost-Reimbursement Contracts
b. Fixed-Price Contracts

3. Cost Estimating Function
a. Optimum Estimating Structure
b. Authority/Responsibility
c. All Relevant Information

4. Direct Material Costs
a. Materials
b. Parts
c. Sub-Assemblies
d. Components
e. How Purchased
f. Commercial Items
g. Transfer Prices
h. Subcontract Cost Analysis
i. Documentation
j. Materials Package

5. Direct Labor Costs
a. Manufacturing
b. Engineering
c. Services
d. Labor Hour Estimates
e. Learning Curves
f. Standards
g. Relationships
h. Estimating Techniques
i. Scheduling
j. Forward Pricing Labor Rates

6. Overhead
a. Overhead Pools
b. Allocation Bases
c. Establishing Rates

7. Facilities Capital Cost of Money
8. Government Analysis of Profit
9. Contingency Pricing

10. IR&D B&P
a. Tooling
b. Equipment

11. Estimating Check List

12. Management Review, Proposal Consideration, and Price Determinations
Cost Proposal Analysis/Price and Cost Realism
1.  Use of Data
a. Historical
b. Basis of Estimate

2. Analysis Techniques & Templates
a. Cost Estimating
b. Standard Evaluation Techniques

3. Analysis of Direct Costs
a. Labor Costs
b. Material Costs

4. Analysis of Indirect Costs
a. Composition of Indirect Costs
b. Evaluation of Indirect Costs

5. Profit Analysis
a. Profit Policies
b. Profit Evaluation

6. Risk Assessment
a. Cost Realism Analysis
b. Most Probable Cost Analysis
c. Adjustment
d. Proposal Risk/Performance Risk

7. Negotiations
a. Meaningful Discussion Requirement
b. Price and Cost Issues

8. Best Value Analysis and Award
a. Trade-off Analysis
b. Price Realism
c. Cost Realism
d. Documentation

9. Challenges and Protests
a. Price Realism
b. Cost Realism

10. Case Studies/Adjournment


Robert M. Craig
Robert M Craig is a Managing Director for Capital Edge Consulting. Mr. Craig has almost 30 years of experience providing accounting and compliance solutions and services related to U.S. Federal government contracting.  He specializes in the Generally Accepted Accounting Principles, Federal Acquisition Regulations and the Cost Accounting Standards and has supported Government Contractors with numerous matters, including: Financial Accounting, Mergers & Acquisition due diligence, Litigation and claims, Cost accounting/allocation, Strategic rate restructuring, Contract Compliance, Process Improvement and strategic planning as well as Proposal pricing and development.

Mr. Craig spent over 20 years in Industry providing Accounting and Compliance support for a variety of Government Contractors before transitioning to Consulting with the Big Four.  Since then, Bob has provided Consulting advice within multiple industries with specific focus on Manufacturing, Biotech, and Pharmaceuticals.

Mr. Craig has provided services to a wide range of industries including Aerospace and Defense, Manufacturing, Professional services and Pharmaceutical and biotech sectors. His clients range from small start-ups to large, publicly-held multi-national organizations.  
Certificates of Completion are provided to all seminar participants who attend Federal Publications Seminars courses following the event, upon request.
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.
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:
This Program is eligible for: 9.5 (CPE) hours of credit
Program Level: Basic
Program Prerequisite: None
Advance Preparation: None
Method: Group-Live
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.
This Program is eligible for: 8.0 (CLP) hours of credit
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.
This Program is eligible for: 8.25 (60 minutes), 9.5 (50 minutes)
The Westin Washington DC City Center
1400 M Street NW
Washington, DC 20005
There is a room block for this location. The rate is $199/night plus taxes. To reserve a room click this link. Reservations must be made by July 30, 2019 and are subject to availability.

There is a room block for this location. The rate is $199/night plus taxes. To reserve a room click this link. Reservations must be made by July 30, 2019 and are subject to availability.

Basic or fundamental subject matter is covered. Courses are geared to general knowledge or can be taken as a refresher.
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.
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.
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.
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.
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Price and Cost Realism in Government Contracting
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Date Location
August 20-21, 2019 Washington, DC
By Phone
Call (888) 494-3696