Responding to a Government RFP requires a significant amount of time and resources. Becoming an expert at responding to Government procurements can take many years. The Intermediate Cost/Price Proposal (ICPP) Strategies Seminar, however, can give you the foundation to reduce the learning curve dramatically.

In this hands-on seminar, participants will actually develop a response to a Government Request for Proposal (RFP). Hands-on means the participant will review a sample Cost-Plus Fixed Fee (CPFF) RFP, develop labor rates from multiple sources, incorporate subcontractor proposals, develop indirect rates, create basis of estimates (BOEs), discuss what will go in the narrative, and prepare the audit file. The final product of the course is a completed Government cost model.

Most pricing seminars focus solely on the structural mechanics of building a cost proposal, omitting discussions on important factors that are frequently encountered during the pricing process. This seminar goes beyond these basic pricing steps to give attendees a wider understanding of the entire proposal process as well as post award contract performance. Participants who complete the seminar will not only gain the knowledge needed to build cost models, but also an understanding of some of the critical issues specific to Cost-Plus vehicles.

Why Should You Attend?

Responding to a Government RFP requires a significant amount of time and resources. Even if your company has the best solution for the Government, simple mistakes in pricing a proposal can cost your company the win. Or your company could win the contract but find after award that it is losing money because of mistakes made in the pricing response. Becoming an expert at responding to Government procurements takes many years. However, this course can give you the foundation to reduce the learning curve dramatically.

Workshop Description

The course follows a typical cost proposal from the release of a Request for Proposal (RFP) to submission, focusing on the unique aspects of this contract type. In addition, the course provides insight to indirect rate development, subcontractor strategies, and other mid-level analysis.
The two-day workshop will feature a series of lectures, each followed by individual reinforcement exercises. Participants will need to be familiar with Microsoft Word and have a solid base with Microsoft Excel.

* Course participants can earn up to 16 CPE credits in Accounting (Govt.), Auditing (Govt.), Business Mgt. and Org., Finance, Management Adv. Services, Specialized Knowledge and Apps fields of study for the ICPP Workshop.

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Who Should Attend

This course is designed for Pricing Analysts, Accountants, Contracts, Program Mangers, and Business Development Professionals.  Pricing Analysts and Accountants will benefit from the hands on direction for developing proposals.  Contracts, Program Managers, and Business Development Professionals will benefit from a greater understanding of the requirements/ constraints/opportunities of Cost Volume development.  This is a mid-level course focused on cost-type proposals. 


Attendees are expected to have some proposal experience and solid Excel skills, including (1) Absolute and Relative Cell References (anchoring), (2) ROUND function, (3) IF function, (4) PASTE SPECIAL options, and (5) DATA VALIDATION. If you are not familiar with any of these topics, Excel “Help” will prepare you for the class. Bring laptop with Office 2007+

Advanced Preparation: None

Program Level: Advanced

Delivery Method: Group-Live