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Live Webinar

90-minute live streaming program
  • April 26
  • 1:00 - 2:30 pm EST

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OnDemand Webinar

How to Price Your Services and Products for the Government Market

April 26

Gain a better understanding of the complicated and multifaceted requirements for successfully pricing proposals.

Price or cost is a mandatory consideration in every federal contract award. Having a successful pricing strategy could mean the difference between winning the contract or becoming an unsuccessful offeror. Contractors who are uninformed about the laws and regulations governing pricing requirements risk not just losing contracts, but potentially opening themselves up to liability under provisions such as the Price Reductions Clause, the Truth in Negotiations Act or even the False Claims Act. This topic helps contractors understand the complicated and multifaceted requirements for successfully pricing their proposals. Learn what changes affect existing pricing strategies, new developments, when (and why) agencies may opt for best-value tradeoffs vs. lowest-price technically acceptable (LPTA), and how this decision should affect your pricing strategy, and what it takes to price services and products to win government contracts.

Learning Objectives

  • You will be able to describe the different award types and how they impact pricing strategy.
  • You will be able to explain why different contract vehicles call for different pricing approaches.
  • You will be able to identify potential protest grounds related to price analysis.
  • You will be able to recognize when agencies should perform a price or cost realism analysis, and when they should not.

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Why Lorman?

Over 32 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Agenda

Award Types and What They Mean
  • Lowest-Price Technically Acceptable
  • Best Value Tradeoff
  • Highest Technically Rated at a Fair and Reasonable Price
Contract Cost Types and How They Affect Pricing Strategies
  • Fixed Price
  • Cost Reimbursable
  • Time and Materials
Commercial Item Pricing
  • Special Considerations Regarding Commercial Pricing
Reasonableness and Realism
  • What's the Difference?
  • When Are They Required? When Are They Permitted?
Pricing Strategies Based on Contract Vehicle
  • Competitive Bids
  • Multiple Award Contracts, Gsa Schedules, Idiqs and Other Multiple-Award Contracts
  • Set-Aside Contracts
  • Transactional Sales
  • Sole-Source Contracts
Hot Topics in Bid Protests
  • Realism in a Fixed-Price Contract
  • Realism of Professional Employee Compensation
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Why Lorman?

Over 32 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Credits

OnDemand Webinar

This course was last revised on July 24, 2013.

Call 1-866-352-9540 for further credit information.

This program does NOT qualify, nor meet the National Standard for NASBA accreditation.

Live Webinar Registration

  • CPE 1.8 including Specialized Knowledge 1.8
     
  • Lorman Education Services 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 web site: https://www.nasbaregistry.org/cpas/complaints. For more information regarding administrative policies such as complaint and refund, please contact our offices at 866-352-9539. CPE Credit: Maximum Credit Hours: 1.8 each session (based on a 50 minute credit hour). You must attend at least 50 minutes to obtain credit. Field of Study: Specialized Knowledge for 1.8 hours. Prerequisite: . Level of Knowledge: Intermediate. Teaching Method: Seminar/Lecture. Advance Preparation: None. Delivery Method: Group Internet Based. Please refer to the information in this brochure for outline, course content and objectives. Upon completion of this course, you will receive a certificate of attendance. Final approval of a course for CPE credit belongs with each state's regulatory board. Please note: In order to receive CPE credit for this course you MUST use the streaming audio option, as well as enable and complete the required progress checks.
     
  • Lorman Business Center, Inc. is a registered provider for CPA CPE through the State Education Department of New York, Sponsor number: 000640. The following course will carry the subject area of Specialized Knowledge and Applications for 1.5 hours.
     

Who should attend?

This live webinar is designed for business owners and managers, presidents, vice presidents, directors, CEOs, CFOs, COOs, sales and purchasing professionals, and accountants.

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Why Lorman?

Over 32 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Faculty

Fernand A. Lavallee, P.C.

Fernand A. Lavallee, P.C.

Jones Day

  • Partner at Jones Day
  • Practice emphasizes all aspects of public procurement law, with an emphasis on high technology and intellectual property issues in government contracts and Other Transaction Agreements (OTAs)
  • Conducts regular seminars and workshops on topics of interest to government contractors at all tiers
  • Author of several publications related to government contracting and subcontracting, with a focus on intellectual property in government contracts, grants, cooperative agreements and OTAs
  • Member of the ABA Public Contract Law Section; Vice-chair of the ABA PCLS Intellectual Property Committee; National Contract Management Association (NCMA)
  • J.D. degree, College of William & Mary; A.B. degree, Georgetown University
  • Can be contacted at [email protected] or 202-879-3486
Cherie J. Owen

Cherie J. Owen

Jones Day

  • Counsel at Jones Day
  • Practice emphasizes all aspects of government contracts counseling and litigation
  • Conducts regular seminars and workshops on numerous government contracts issues, including bid protests, contract administration and claims, and issues related to pricing
  • Author of several publications related to the areas of government contracts, particularly in the areas of solicitation preparation, bid protests, contract award, and contract administration
  • Member of the ABA Public Contract Law Section; Co-chair of the ABA Bid Protest Committee; member of the Boards of Contract Appeals Bar Association
  • J.D. degree, Pennsylvania State University (summa cum laude)
  • Can be contacted at [email protected] or 202-879-3996
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Why Lorman?

Over 32 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

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Product ID: 405385
Published 2013, 2019
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