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How to Price Your Services and Products for the Government Market

presented by Lorman Education Services
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How to Price Your Services and Products for the Government Market

Workshop Description/Agenda

Learning Objectives
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.

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 bestvalue tradeoffs vs. lowestprice 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.

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

Fernand A. Lavallee, P.C. with Jones Day, Cherie J. Owen with Jones Day

CPE ,Additional credit may be available upon request.

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.

Additional Information

Training Provider: Lorman Education Services

Course Topics: Business Skills Training > People Management

Training Course Summary: How to Price Your Services and Products for the Government Market

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