Training Academy

A start to finish training focused on the essential skills required to win federal contracts, negotiate acceptable terms, and manage contracts successfully to closeout.

Included in the program, will be added class time on the topic of contract changes, which can make or break the profitability of a contract. An emphasis on contract closeout procedures will help contractors fulfill this critical stage.

The series will include checklists and other practical tools essential to closeout, management, negotiations, and proposal.

4 One-Day Sessions - Taught Virtually, at Your Location, or a Combination of Both

Session #

Session Topic

Agenda

1

Proposal Writing

Agenda for Session 1- Proposal Writing

Terms and Definitions
RFP Review
Initial Planning
Gathering Data
Managing Subcontractor Data
Basis of Estimates (BOEs)
Model Development
Narrative Development
Production/Submission

2

Negotiating Government Contracts

Agenda for Session 2- Negotiating Government Contracts

The Ground Rules
Pre-award Actions
Heading Toward Award
Fundamentals of Negotiation
Traits of a Negotiator
The Negotiation Process
Special Subcontracting Considerations

3

Contract Management Skills

Agenda for Session 3- Contract Management Skills

Key Concepts, Players & Government Representatives – Their Effect on Contract Administration
Post-Award Contractor Orientation
Supply Chain Management
Managing Government Property
Managing Changes, Modifications & Option Exercises
Managing Production, Performance & Schedules
Quality Assurance – Inspection, Acceptance & Warranties
Invoicing, Payments & Financing
Contract Terminations
Disputes & Equitable Adjustments

4

Managing Contract Changes and Closeout

Agenda for Session 4- Managing Contract Changes and Closeout

Why Changes Clauses
Changes Clause Pedigree
Basic Clause
Changes Authority
C.O. Delegations of Authority
Contractor’s Duty to Proceed
Formal Change Orders
Theory of Constructive Changes
Constructive Changes – Types
Schedule Changes
Equitable Adjustments
Contract Closeout
When Does It Closeout Occur & Why Is It Important?
Overview of Basic Steps in Contract Closeout
Quick Closeout Procedures
Government Record Retention Rules
Participants Earn a Certificate

Participants will earn a Certificate in Government Contracting Essentials upon completion of the academy.