Recorded on 10/12/23

Description: 

In the most challenging DoD contract negotiations, preparing to negotiate the profit/fee for your organization’s proposal can feel like heading onto the battlefield. While contractors tend to shy away from the weighted guidelines approach, it’s how contracting officers are instructed to review profit and can be a valuable and overlooked tool for making your case.  Attendees will practice applying weighted guidelines principles through a “choose your own adventure” procurement scenario.  

At times, preparing to negotiate the profit/fee for your firm's proposal can feel like heading onto the battlefield. Join this session to arm yourself with an understanding of how to use the weighted guidelines method, using data to logically defend your proposal and earn the maximum profit/fee in even the most challenging DoD contract negotiations. Contractors will be armed with an understanding of the purpose of the weighted guidelines method, simple tips to properly complete the weighted guidelines worksheet for any proposal/bid in which fee will be negotiated, and advice for presenting the weighted guidelines worksheet to internal proposal leadership as an objective data point when establishing an effort's proposed profit/fee. Proposed profit/fee should be based on more than a feeling!

Level of Difficulty:

• Intermediate

Presenter:

• Jessica Johnson, CFCM, CPCM

CMBOK Competencies

• 3.1 Price or Cost Analysis
• 3.2 Plan Negotiations

Credits:

•  1.5 CPE/CLP credits for participation

Cost: 

• $55 member/ $69 non-member

Course Access:

•  After registration, to access your course, visit My Virtual Training. 
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