Management Concepts

Business Decisions for Contracting

Available dates

Jan 6—8, 2020
3 days
Washington, District of Columbia, United States
USD 889
USD 296 per day
Mar 2—4, 2020
3 days
Washington, District of Columbia, United States
USD 889
USD 296 per day
Apr 1—3, 2020
3 days
Tysons, Virginia, United States
USD 889
USD 296 per day
+5 more options


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About the course

Complex procurements comprise many moving parts. To be successful in contracting, you must first understand how to make business decisions based on proven acquisition strategies.You will learn to plan and execute effective acquisitions that lead to achieving mission objectives. You will examine the importance of building business relationships, benefits of strategic sourcing, and intricacies of contract financing.

Note: This is a FAC-C and DAWIA Level II certification training course that builds on Level I preaward business and contracting knowledge.

Learning Objectives

  • Identify the importance of a good business relationship in achieving the customer’s performance expectations
  • Identify how strategic sourcing can improve the quality and cost related to the purchase of goods and services
  • Identify the principles of performance based acquisition (PBA) that will apply to a complex services acquisition
  • Identify the techniques that can be used to manage risk on an acquisition project
  • Identify the impact of a contract financing decision on the acquisition process
  • Determine the appropriate contractual arrangement to support customer needs
  • Identify the implications on the acquisition process of a decision to include GFP
  • Determine the impact of small business socio-economic programs on contracting decisions and how small businesses can support an acquisition
  • Determine the subcontracting requirements that apply to an acquisition
  • Determine the appropriate source selection methodology
  • Determine if a prospective contractor is responsible

Course Topics

Government-Contractor Business Relationships

  • Characteristics of a Successful Business Relationship
  • Building Effective Business Relationships
  • Impact of Buying Practices and Contract Strategies on Business Relationships
  • Partnering Relationships

Strategic Sourcing

  • Key Objectives and Benefits
  • The Strategic Sourcing Process
  • Overcoming Barriers to Strategic Sourcing
  • Exercise: Would Strategic Sourcing Work?

Services Contracting

  • What Is a Service Contract?
  • Key Statutes
  • Contracts for Materials, Supplies, Articles, and Equipment Exceeding $15,000 statute
  • Fair Labor Standards Act (FLSA)
  • Contract Work Hours and Safety Standards statute
  • Service Contract Labor Standards statute
  • Key Policy
  • Performance-Based Acquisition
  • The Service Acquisition Process
  • Exercises

Risk Management

  • Cost, Schedule, and Performance Risk
  • Risk Management
  • Exercise: Risk Analysis

Contract Financing

  • Commercial Item Financing
  • Non-Commercial Item Financing
  • Exercises

Advanced Contract Types

  • Contract Actions Subject to Definitization
  • Incentive Contracts
  • Fixed-Price-Incentive Contracts
  • Cost-Plus-Incentive-Fee Contracts
  • Award Fee Contracts
  • Clauses
  • Award Term Contracts
  • Concerns With Using Incentive And Award Fee Contracts
  • Exercise: What Will It Cost?

Government Property

  • Government Property Policy
  • Considering GFP in Pre-Award
  • Contractor Responsibility and Liability for Government Property
  • Contract Administration and GFP
  • Exercise: Uh, Could I Have Some Government Property, Please?

Small Business

  • The Small Business Program
  • Role of the Small Business Specialist and Contract Specialist
  • Small Business Set-Aside
  • Small Business Participation Plans
  • Certificate of Competency Program (FAR Subpart 19.6)
  • Acquisition Strategy in Situations Involving Bundling
  • Other Small Business Initiatives

Subcontracting Plans

  • Make-or-Buy Programs
  • Consent to Subcontract
  • Subcontracting Plans
  • Monetary Incentives
  • Monitoring Subcontracting Plan Compliance
  • Exercises

Source Selection

  • Source Selection Overview
  • Roles and Responsibilities of the Source Selection Team
  • Steps in Source Selection
  • Award and Postaward Actions
  • Exercises

Contractor Responsibility

  • Excluded Entities
  • General and Special Standards of Responsibility
  • Responsibility Determination
  • Exercise
  • Exercise: Responsibility

Who should attend

This course is designed for contracting personnel beginning their FAC-C or DAWIA Level 2 training.

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