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How to Price Your Services and Products for the Government Market

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.


Runtime: 89 minutes
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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 April 26, 2019.

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

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

Audio & Reference Manual

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

MP3 Download

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

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More Program Information

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)
  • Selected to the Super Lawyers list 2018, 2019
  • 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 2019
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