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Where Bid Proposal Strategy Meets Compliance

A self-paced eLearning course designed to help you win more contracts through proposal development, pricing/cost strategy and compliance



Course Overview

In this 6-module online course, proposal development experts Michael Hordell and Charles Wilkins help you master the procurement processes, priorities and practices crucial for winning business from today’s federal government. From cost rules and contract risk, to developing content and delivering your proposal, you’ll learn how to stay compliant while giving your proposal an edge in the intensely competitive contracting environment.

Train your entire team—everyone can learn on their own schedule. This interactive eLearning program shows you how to leverage one of the contracting field’s most proven resources to meet today’s all-new contracting challenges: Thompson’s Winning Proposals and Pricing/Cost Strategies (a $299 value -- included with registration!). This eLearning program has been developed by the authors of this manual. At your own pace, you’ll learn how to use the manual’s methodology to spot opportunities, minimize rejections, develop a profitable (but competitive) pricing strategy, address technical content and requirements, and prepare your “face-to-face” strategy. Upon completion, you’ll have 10 CPE creditsplusa competitive new proposal strategy ready to put into action.

LEARNING OBJECTIVES:

Register now to start using a powerful new methodology to increase your chances of winning government contracts, including how to:

  • Address and follow procurement opportunities
  • Evaluate profit and pricing and use the right cost structure to develop a winning proposal
  • Assess the technical content and requirements of the proposal opportunity
  • Create the right face-to-face presentation concepts to engage procurement officials
  • Turn a losing proposal into a new “win” strategy
In addition, you’ll have your own copy of Thompson’s Winning Proposals and Price/Cost Strategies as both a reference and as a strategy development tool for aligning each proposal with the specific contracting opportunity. It’s the must-have training you need to cut through today’s tough competition and all the compliance issues. And this top-caliber eLearning program makes it all so easy to master, even on your busy schedule!


Course and Pricing Information

Where Bid Proposal Strategy Meets Compliance:
A self-paced eLearning course designed to help you win more contracts through proposal development, pricing/cost strategy and compliance


Individual Registration: $495
Group Pricing (3 or more): Contact us for special pricing
Company Branding: Contact us for special pricing
Thompson’s Winning Proposals and Pricing/Cost Strategies Book
INCLUDED WITH REGISTRATION (a $299 value)!
Course Format:
6-module, self-paced, online course
(approximately 90 minutes of video instruction and reading per module)

Instructors:
Michael A. Hordell and Charles Wilkins,
authors of Thompson’s Winning Proposals and Pricing/Cost Strategies

Course Outline

Module 1: How the Government Does Business and Why

In this module participants will learn the power of developing a winning proposal in the complex environment of selling goods and services to the U.S. Federal Government and other public entities. We will cover how the government does business and why, and why contractors may be attracted to selling to a monopsonistic customer. We will review the types of solicitations and contracts and the risk environment of the various types of contractual instruments from both a legal and financial perspective. This module will also review relevant public laws, rules and regulations involved in federal procurement and the significance of each on the federal contractor, and we will take a first look at a concept for identifying and building the cost accounting processes that become relevant to developing and maintaining a winning proposal and the ongoing environment for future winning proposals.

Module 2: Financial and Cost Rules, Contract Risk and The Magic Circle

This module will review relevant public laws, rules and regulations involving financial and cost rules in federal procurement and the significance of each on the federal contractor, and we will take a first look at a concept for identifying and building the cost accounting processes that become relevant to developing and maintaining a winning proposal and the ongoing environment for future winning proposals.

Module 3: Before the RFP is Issued

This module will review key elements of preparing for the RFP, the relevant internal steps by the contractor to establish the parameters for reviewing the RFP, learn about information gathering and sources of information concerning agency mission/needs, selecting the internal proposal team, and preparing preliminary proposal information.

Module 4: The Government Procurement Process

In this module participants will learn about reviewing the Solicitation documents in light of its initial understanding of the Agency’s needs, the acquisition plan, issuance of Requests for Proposal, source selection, sources of information to identify Agency needs, getting to know key Agency personnel and introducing Agency personnel to Company personnel, full and open competition, asking questions in the process, potential preaward protests, revisiting milestones and the bid/no bid decision.

Module 5: Continuing Proposal Development Process

In this module participants will learn about the content of their proposal and the organization of the document, as well as procedures for final delivery of the proposal.

Module 6: Proposal Delivery, next steps, follow up and Government audits

In this module participants will learn about delivering their proposal, the steps following proposal delivery, including follow up, and the importance and relevance of Government audits.

Instructors

Michael A. Hordell

Michael Hordellis of counsel and co-chair of the Pepper Hamilton Government Contracts Practice Group. In addition, Mr. Hordell is the owner of Michael A. Hordell, LLC, under which he provides business and government contracts strategic advice to large and small government contractors and to those companies interested in becoming government contractors. Mr. Hordell has a broad range of experience in government contracts matters and has worked with companies in the aerospace, defense, information technology, cybersecurity and environmental remediation industries, among others. He assists clients to identify procurement program opportunities and provides counsel concerning the entire proposal process. He counsels clients with proposal preparation, ensuring that the client’s proposal provides a clear picture of its capabilities to supply the customer with the specified services or products within the required parameters of the solicitation at a compliant price/cost. He also advises clients on complex and sensitive business and compliance matters. He possesses a current TS/SCI security clearance/access. Among his publications is Winning Proposals and Pricing/Cost Strategies: A Guide for the Federal Contractor, a book published by Thompson Information Services (2016).

Charles Wilkins

Charles Wilkinsis an independent litigation support consultant, and former Executive Director Government Contract Compliance at KPMG LLP. Prior to his consulting career, Mr. Wilkins held positions within the aerospace & defense industry as international corporate auditor, controller and chief financial officer. Mr. Wilkins has more than 45 years of experience involving public contracts from his aerospace & defense industry and litigation support services careers, and provided professional advisory and dispute resolution support services in over 35 different countries. He has been engaged to provide consultation and his professional opinion in criminal and commercial litigation matters and in arbitration and mediation matters as well.