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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 to address your questions on the practice. Topics will include:

Acquisition Planning

  • Preparation of plan
  • Competition requirement
  • Contracting vehicle
  • Work Statement
  • Competitive negotiation strategies
  • Prequalification techniques

Streamlining the Process

  • Prepare a clear RFP
  • Pre-proposal exchanges

Selecting Evaluation Factors

  • Mandatory factors
  • The FAR guidance
  • Types of factors

Assessing Understanding the Work

  • Technical proposal v oral presentation
  • Presentation format
  • Source selection team
  • Time for evaluation

Award Without Discussions

  • Permissible communications
  • Late proposals

Evaluation of Proposals

Effective Negotiation

Final Proposal Revisions

Source Selection - Evaluation

Protest Forums

Protest Avoidance

Dates and Locations
April 11-12, 2019
American Management Association
Arlington, VA
$1275
REGISTER
May 9-10, 2019
Hyatt Regency La Jolla at Aventine
La Jolla, CA
$1375
REGISTER
July 25-26, 2019
The Westin Hilton Head Island
Hilton Head Island, SC
$1375
REGISTER
DAILY SCHEDULE
8:00 AM - 3:00 PM
La Jolla, CA and Hilton Head, SC
9:00 AM - 4:00 PM
All other locations

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

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

SELECTING EVALUATION FACTORS

 A. Mandatory factors

 B. The FAR Guidance

 C.  Types of Factors
 - Offer Factors
 - Capability (Offeror) factors

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

AWARD WITHOUT DISCUSSIONS

A. Permissible communications
- The GAO Rule
- Questions

B. Late proposals

EVALUATION OF PROPOSALS

  • Past performance/experience
  • Evaluation of price or cost
  • Past Performance Evaluation Tips
  • Evaluation of price or cost
  • Prohibition on Obtaining Cost or Pricing Data
  • Information other than Cost or Pricing Data
  • Price Analysis
  • Cost Realism Analysis
  • Cost Element Breakdown
  • Price Realism Analysis
  • Field Pricing Assistance

LUNCH

EFFECTIVE NEGOTIATION

A. Competitive Range

B.  Negotiations /Discussions
- Scope of Negotiations
- Mandatory Rule
- Meaningful Discussions

FINAL PROPOSAL REVISIONS

A. Document Understandings

B. Submit Final Proposal

C. Common Cutoff Date

D. Late is Late Rule

SOURCE SELECTION

A.  Evaluation

PROTEST FORUMS

A. Types of Forums

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.


 
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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)
American Management Association
2345 Crystal Drive, Second Floor
Arlington, VA 22202
5714812208
TRAVEL INFORMATION

There is not a room block for this location, however the AMA offers special hotel rates.  Please visit http://www.amaconferencecenter.org/washington-hotels.htm.

METRO RAIL LINE:

Yellow & Blue Line – METRO Stop – Crystal City

From the METRO - AMA is 2 blocks east and 4 blocks south on Crystal Drive

http://www.amaconferencecenter.org/washington-directions-maps.htm

FOOD AND BEVERAGE
Coffee, tea and water will be served throughout the day with an afternoon snack (baked goods) break.  Breakfast and lunch are on your own.

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

There is a room block for this location. Rate is $205/night plus taxes. To make a reservation, call the hotel at 800.233.1234 and reference the Federal Publications room block. Reservations must be made by April 5, 2019 and are subject to availability.

As an additional benefit, we are offering a $10 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.      

FOOD AND BEVERAGE
Continental breakfast and lunch will be served during La Jolla Government Contracts Week, May 6-10, 2019.

RESERVATIONS AT GOVERNMENT PER DIEM
Please note that we have also reserved a limited number of guest rooms at the government per diem rate. This rate will not be published until the 2019 rates are available. These rooms are limited to one attendee per qualifying company. Please call the Hyatt Regency La Jolla at 858-552-1234 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 5, 2019 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

There is a room block for this location. Rate is $205/night plus taxes. To make a reservation, call the hotel at 800.233.1234 and reference the Federal Publications room block. Reservations must be made by April 5, 2019 and are subject to availability.

As an additional benefit, we are offering a $10 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 note that we have also reserved a limited number of guest rooms at the government per diem rate. This rate will not be published until the 2019 rates are available. These rooms are limited to one attendee per qualifying company. Please call the Hyatt Regency La Jolla at 858-552-1234 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 5, 2019 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.

FOOD AND BEVERAGE
Continental breakfast and lunch will be served during La Jolla Government Contracts Week, May 6-10, 2019.

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

There is a room block for this location. Rate is $260/night plus taxes. In addition, the daily resort fee will be reduced to $17/day. To make a reservation, call 800-937-8461 and reference the Federal Publications room block. Reservations must be made by June 21, 2019 and are subject to availability.

FOOD AND BEVERAGE
Continental breakfast and lunch will be served.

RESERVATIONS AT GOVERNMENT PER DIEM
Guest rooms at the government per diem: This rate will not be published until the 2019 rates are available. Please note that we have reserved a limited number of guest rooms at the government per diem. These rooms are limited to one attendee per qualifying company. You will be required to present a valid Government ID upon check-in to confirm use of the government rate.
TRAVEL INFORMATION

There is a room block for this location. Rate is $260/night plus taxes. In addition, the daily resort fee will be reduced to $17/day. To make a reservation, call 800-937-8461 and reference the Federal Publications room block. Reservations must be made by June 21, 2019 and are subject to availability.

Per Diem Rate
Guest rooms at the government per diem: This rate will not be published until the 2019 rates are available. Please note that we have reserved a limited number of guest rooms at the government per diem. These rooms are limited to one attendee per qualifying company. You will be required to present a valid Government ID upon check-in to confirm use of the government rate.

FOOD AND BEVERAGE
Continental breakfast and lunch 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 11-12, 2019 Arlington, VA
REGISTER
May 9-10, 2019 La Jolla, CA
REGISTER
July 25-26, 2019 Hilton Head Island, SC
REGISTER
By Phone
Call (888) 494-3696