Sign Up For Our Weekly Emails
Get the latest updates on special offers, courses, events, webinars and books from Federal Publications Seminars.
Thank You
You'll soon be receiving updates about special offers, events, & more.
Get 10% Off Your Next Purchase
Sign Up For Our Emails
Thank You
You'll soon be receiving updates about special offers, events, & more.

There is nothing more fundamental, more critically basic, to the success of a Government contractor than preparing proposals. One of the keys to preparing successful proposals is knowing how they are evaluated by the Government. Another is how the source selection process works -- especially in the new acquisition environment of performance-based contracting and oral presentations.

As the detailed Course Curriculum illustrates, this program is a step-by-step analysis of the proposal preparation and source selection processes -- from both the contractor and Government perspectives -- and is designed for executives, marketing personnel, proposal writers, program manager, attorneys, engineers, contract specialists, cost analysts, and all support personnel to a competitive proposal.

Learning Objectives:
The benefits attendees will receive include solid reviews of: 

  • Understanding the customer's organization and regulations
  • What you must know and do before the RFP is released
  • How and when to gather information helpful to your proposal
  • How to start writing your proposal before the RFP is issued
  • The proposal: Maximizing your that really work
  • Source Selection Evaluation Boards -- how they work, how ratings are assigned
  • The role of price in winning; what "best value" really means
  • How to turn a weak rating into a strong rating
  • Written and oral negotiation strategies
  • How final decisions are made and documented
May 5-6, 2022
Hyatt Regency La Jolla at Aventine
La Jolla, CA
Travel Info
Standard: $1,475.00
Enhanced: $1,870.00
July 28-29, 2022
The Westin Hilton Head Island
Hilton Head Island, SC
Travel Info
Standard: $1,475.00
Enhanced: $1,870.00
8:00 AM - 3:00 PM
Hilton Head, SC and Las Vegas, NV
9:00 AM - 4:00 PM
All other locations

1.     Preparing for the Request for Proposal

a.     The purpose of the RFP

b.    Initial review

c.     Tie into information gathered during the market assessment process

d.    Establish team

2.     Reviewing the Request for Proposal

a.     Review each section of the RFP for critical items

b.    Part I — The Schedule
(a) Section A — Solicitation/contract form
(b) Section B — Supplies or services and prices/costs
(c) Section C — Description/specifications/statement of work
(d) Section D — Packaging and marking
(e) Section E — Inspection and acceptance
(f) Section F — Deliveries or performance
(g) Section G — Contract administration data
(h) Section H — Special contract requirements

c.     Part II — Contract Clauses
(a) Section I — Contract Clauses

d.    Part III — List of Documents, Exhibits, and Other Attachments
(a) Section J — List of attachments

e.     Part IV — Representation, and Instructions
(a) Section K — Representations, certifications, and other statements of offerors or respondents
(b) Section L — Instructions, conditions, and notices of offerors or respondents
(c) Section M — Evaluation factors for award

f.     Identify critical requirements

g.    Compliance matrix Review of evaluation criteria

h.     Deploy resources to focus on those areas the RFP identifies as critical to the customer

3.     Organizing to Prepare the Proposal

a.     Establish budget for preparing the proposal

                                          i.    Dollar amount

                                         ii.    Time line

b.    Identify proposal manager

c.     Assign a team

                                          i.    Identify skills consistent with the importance of the proposal

                                         ii.    Identify the people with the skills and assign them to the proposal

d.    Identify volume managers

                                          i.    Management

                                         ii.    Technical

                                        iii.    Cost

e.     Establish control points

4.     The Technical Approach

a.     Dissect the statement of work or statement of objectives

b.    Identify main requirements

c.     Evaluate technical trade-offs

d.    Ensure ambiguous requirements are thoroughly assessed

e.     Prepare Work Breakdown Structure (WBS)

                                          i.    Use the customers first two levels if provided

                                         ii.    Complete the WBS to appropriate level

                                        iii.    Establish appropriate work packages

                                        iv.    Prepare WBS dictionary

                                         v.    Consider the establishment of an Organization Breakdown Structure

f.     Storyboard the technical volume

                                          i.    Document assumptions

                                         ii.    Establish ground rules

                                        iii.    Establish discrete section where appropriate

                                        iv.    Create themes

                                         v.    Identify artwork and graphics

                                        vi.    Identify strengths and develop a strategy to capitalize on them

g.    Begin writing

5.     Technical risk management

a.     Identify technical issues that present cost, schedule or performance risks

b.    Develop preliminary strategies for dealing with identified risks

c.     Begin developing risk management plan

6.     The Cost Volume

a.     Estimating resource requirements

                                          i.    Document assumptions

                                         ii.    Use the WBS structure

b.    Direct labor

                                          i.    Labor Categories

                                         ii.    Labor Rates

                                        iii.    Labor Mix

                                        iv.    Learning Curves

c.     Direct material

                                          i.    Interdivisional transfers

                                         ii.    Raw material

                                        iii.    Subcontracts

d.    Other direct costs

e.     Costing estimated resources

                                          i.    Application of rates and factors

7.     Cost Accounting Standards

8.     Truth in Negotiations Act

9.     Dangers in deviating from established practices

10.  Cost realism analysis

a.     Consistency between the technical proposal and the cost proposal

b.    Ensure the technical approach described in the technical proposal is consistent with the resources estimated in the cost volume

c.     Ensure the skill sets are consistent

d.    Ensure subcontractor estimates are consistent with the technical approach

11.  The Management Volume

a.     Past Performance

b.    Earned value management systems

c.     The importance of a sound project management system

d.    Describing the management approach

e.     Integration of subcontractors into the project

f.     Special requirements

g.    Integrated project teams, and other special control teams

h.     Small business subcontracting plans

i.      Risk management plans

12.  Reviews

a.     Technical reviews

                                          i.    Review assumptions

                                         ii.    Rigorous questioning on the technical approach

                                        iii.    Look for weaknesses

                                        iv.    Importance of the right team

b.    Cost reviews

                                          i.    Review assumptions

                                         ii.    Validate rates and factors

                                        iii.    Reasonableness assessment

c.     Final approvals

                                          i.    Provide time for final reviews

                                         ii.    Ensure the proposal gets there on time

13.  Role of Policies and Procedures

a.     Importance of estimating policies and procedures

b.    Importance of following policies and procedures

14.  Characteristics of an Effective Proposal

a.     Clarity

b.    Offers what the customer ask for

c.     Responsive to the terms and conditions


d.    Properly supported with logic, rationale, and explanations

  • Chad Braley
    CEO and Founder, Capital Edge Consulting
    Chad Braley is the Chief Executive Officer and Founder of Capital Edge Consulting, Inc. Since its inception, Capital Edge has grown into the country’s leading firm, focusing solely on serving both foreign and domestic contractors who do business with the US Government.

    Chad’s ar...
  • Anthony Kim
    Partner, Capital Edge Consulting
    Anthony Kim has more than 20 years of experience in various cost accounting and compliance issues related to government contracts. Specifically, he is knowledgeable in the areas of government contract procurement regulations, Cost Accounting Standards, OMB Uniform Guidance, Generally Accepted Govern...
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.
CPE: Continuing Professional Education
Field of Study: Specialized Knowledge
Delivery Method: Group-Live Classroom
Federal Publications Seminars is affiliated with West Professional Development and 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 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:
For more information regarding administrative policies such as refunds, cancellations and complaints, please contact Federal Publications Seminars at 888.494.3696.
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)
Hyatt Regency La Jolla at Aventine
3777 La Jolla Village Drive
La Jolla, CA, 92122
Hotel & Room Block Info
There is a room block for this location. Rate is $239/night plus taxes. To make your reservations, click here.

If the group rate is no longer available, prevailing rates may be offered for some or all of your dates. Reservations must be made by April 1, 2022 and rooms are subject to availability.

General Information
Continental breakfast, buffet lunch, and an afternoon snack will be served.
The Westin Hilton Head Island
2 Grasslawn Avenue
Hilton Head Island, SC, 29928
Hotel & Room Block Info

There is a room block for this location. The rate is $282/night plus tax, plus a resort charge of $20 per room, per night. You may reserve a room by going to this booking website at Reservations must be made by July 5, 2022 and rooms are subject to availability.

Government Per Diem

Please note that we have reserved a limited number of guest rooms at the government per diem rate of $182/night plus tax, plus a resort charge of $20 per room, per night. These rooms are limited to one attendee per qualifying company. To book your reservation, visit .You will be required to present a valid Government ID upon check-in to confirm use of the government rate.

General Information

Continental breakfast, lunch, and an afternoon snack will be served.

Bring Federal Publications Seminars to your location! If you would like to offer this course in-house, please contact us.
Schedule Training
Fill out this form and someone from FPS will contact you shortly. You can fill out as much or as little information as you would like. Prefer to talk to us? Call 888.865.9082.
Thank You
You will be contacted shortly.
  • 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.