Federal Government Contracting - LIVE Q&A - Topic: PRICING

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G O V C O N - Q & A C A F E
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G O V C O N - Q & A C A F É - 2 0 2 1
N O V E M B E R 1 2 , 2 0 2 1
PRICING

G O V C O N - Q & A C A F É - 2 0 2 1
N O V E M B E R 1 2 , 2 0 2 1 – P R I C I N G
WELCOME & THANK YOU TO OUR
SPEAKERS

G O V C O N - Q & A C A F É - 2 0 2 1
M I C H A E L G A L L O
F E D E R A L P R I C I N G G R O U P
M G A L L O @ F E D E R A L P R I C I N G G R O U P. C O M
( 2 4 0 ) 3 9 7 - 9 4 0 9

G O V C O N - Q & A C A F É - 2 0 2 1
M A R S H A L I N D Q U I S T
G R A N I T E L E A D E R S H I P S T R AT E G I E S
M A R S H A @ G R A N I T E L E A D E R S H I P S T R A T E G I E S . C O M
4 8 0 - 5 1 3 - 11 3 2

G O V C O N - Q & A C A F É - 2 0 2 1
J E F F S H A P I R O
C O H N R E Z N I C K L L P
J E F F. S H A P I R O @ C O H N R E Z N I C K . C O M
7 0 3 - 2 8 6 - 1 7 0 9

G O V C O N - Q & A C A F É - 2 0 2 1
T R A C I S H E P P S
C O R D I A PA R T N E R S
T S H E P P S @ C O R D I A PA R T N E R S . C O M
7 0 3 - 4 6 2 - 6 2 0 6

G O V C O N - Q & A C A F É - 2 0 2 1
N O V E M B E R 1 2 , 2 0 2 1 - P R I C I N G
U N D E R S TA N D W H AT/ H O W G O V E R N M E N T E VA L U AT E S P R I C E
R E A S O N A B L E V S . R E A L I S T I C W H AT ’ S T H E D I F F E R E N C E ?
C O N T R A C T T Y P E I M PA C T S E VA L U AT I O N S
T H E K E Y Q U E S T I O N O F ‘ B E S T VA L U E ’
FA R 1 6 . 5 V S . FA R 1 5 . 3 E VA L U AT I O N

G O V C O N - Q & A C A F É - 2 0 2 1
C O M M O N C O S T/ P R I C I N G E VA L U AT I O N I S S U E S
I N C U M B E N T S – B E WA R E !
P O O R P R I C I N G M O D E L H Y G I E N E
P R I C I N G M I S M AT C H / C O N F L I C T S
U N FAV O R A B L E C O S T A D J U S T M E N T S – B O E ’ S
U N FAV O R A B L E C O S T A D J U S T M E N T S – R AT E S
P O O R S U B C O N T R A C T O R P R I C E S U B M I S S I O N S
P R I M E ’ S I N A D E Q U AT E A N A LY S I S O F S U B - C T R P R I C I N G

G O V C O N - Q & A C A F É - 2 0 2 1
R E C O M M E N D AT I O N S F O R M O R E FAV O R A B L E O U T C O M E S
L E V E R A G E I N T E L F R O M I N C U M B E N T C O N T R A C T/ S O L I C I TAT I O N S
C A R E F U L LY R E V I E W P R I C I N G E VA L U AT I O N I N S E C T I O N M
R E S O LV E R F P P R I C I N G A M B I G U I T I E S B E F O R E P R O P O S A L S U B M I S S I O N
PAY AT T E N T I O N T O ‘ T E C H N I C A L H U R D L E ’ O N TA S K O R D E R B I D S
C O S T V O L U M E S N E E D G O O D W R I T E R S T O O ! C L A R I T Y C A N G O A L O N G WAY
N E W T O B I D D I N G C O S T T Y P E C O N T R A C T S ? – G E T E X P E R T H E L P !

G O V C O N - Q & A C A F É - 2 0 2 1
P R I C I N G P R O C E S S – K N O W K E Y S U C C E S S P O I N T S
E A R LY P R I C I N G I N V O LV E M E N T
T E A M M AT E S M A K E O R B R E A K T H E P R I C E !
M A N A G E D ATA C A L L S L I K E A F E I S T Y P O L I C E W O M A N
B A S I S O F E S T I M AT E S T Y P I C A L LY L A C K AT T E N T I O N
T E C H P R O P – S Y N C W I T H P R I C E ?

G O V C O N - Q & A C A F É - 2 0 2 1
S T R AT E G I C P R I C I N G – S O M E K E Y S U C C E S S T O O L S
P R I C E T O W I N I S A M U S T
S TA F F I N G & D L – M I X , M I N I M U M S , L E V E L S
E S C A L AT I O N – U S E & D O C U M E N T V E R I F I A B L E T R U S T E D S O U R C E S
W R A P R AT E S M U S T B E Y O U R O W N !
I M PA C T I N D I R E C T R AT E S S E L E C T I V E LY
T E A M M AT E S – A N A LY Z E T H E I R D ATA & E A R LY

G O V C O N - Q & A C A F É - 2 0 2 1
K E Y S T O M A K I N G Y O U R P R I C I N G T H E B E S T
G E T P R I C E T O W I N
C H O O S E T O U S E A L L P R I C I N G T E C H N I Q U E S
D E V E L O P E A R LY P R I C I N G H A B I T S & PA R T I C I PAT I O N
G O F O R T E A M M AT E C O M M I T M E N T & A N A LY Z E P R O M P T LY
W R I T E Y O U R P R I C I N G S T O R Y W I T H T H E “A H A” M O M E N T S U P F R O N T
D O N ’ T K N O W I T A L L ? G E T P R O F E S S I O N A L S U P P O R T

G O V C O N - Q & A C A F É - 2 0 2 1
W H AT D O Y O U D O W H E N N O T I F I E D O F A P R O P O S A L A U D I T
R E M E M B E R C O N T R A C T I N G O F F I C E R ’ S O B J E C T I V E :
FA I R A N D R E A S O N A B L E P R I C E
K N O W T H E R U L E S ( G A G A S ) V E R S U S G U I D A N C E ( D C A M )
K N O W W H E R E A L L S U P P O R T I N G D O C U M E N TAT I O N F O R E S T I M AT E S A R E
B E C O O P E R AT I V E A N D C O U R T E O U S W I T H A U D I T O R S
R E M E M B E R T H AT A U D I T O R S D O N O T H AV E T H E F I N A L S AY !

G O V C O N - Q & A C A F É - 2 0 2 1
U N D E R S TA N D T H E I M P O R TA N C E O F C E R T I F I E D C O S T O R P R I C I N G D ATA
CURRENT ACCURATE AND COMPLETE
C C P D G E N E R A L LY R E Q U I R E D F O R N E G O T I AT E D C O N T R A C T S ( A N D
S U B C O N T R A C T S ) > $ 2 M
M A K I N G B O O K S / R E C O R D S AVA I L A B L E N O T T H E S A M E A S C C P D
I F P R I C E I S F O U N D T O B E D E F E C T I V E , Y O U M AY:
• O W E B A C K D I F F E R E N C E
• I N C U R I N T E R E S T O N O V E R PAY M E N T S
• B E A S S E S S E D A P E N A LT Y E Q U A L T O D I F F E R E N C E

G O V C O N - Q & A C A F É - 2 0 2 1
N E G O T I AT I O N S
G A I N A S M U C H U N D E R S TA N D I N G A B O U T A U D I T R E S U LT S V I A E X I T
C O N F E R E N C E ( T H E I R $ F I N D I N G S W I L L N O T B E S H A R E D )
B E R E A D Y W I T H A D D I T I O N A L D O C U M E N TAT I O N F O R T H E K / O
B E R E A D Y F O R T R A D E O F F S
B E R E A D Y T O TA K E A ( PA R T I A L ) L O S S
D E M O N S T R AT E P R O A C T I V E M E A S U R E S F O R I M P R O V E D F U T U R E P R I C I N G
A C T I O N S

G O V C O N - Q & A C A F É - 2 0 2 1
I N D I R E C T R AT E D E V E L O P M E N T
E VA L U AT E Y O U R S U P P O R T I N F R A S T R U C T U R E
U N D E R S TA N D D I F F E R E N C E B E T W E E N I N D I R E C T C O S T S A N D D I R E C T C O S T S
C O N S I D E R T H E C A U S A L / B E N E F I C I A L R E L AT I O N S H I P S B E T W E E N I N D I R E C T
C O S T P O O L S A N D D I R E C T C O S T D I S T R I B U T I O N B A S E S
T Y P I C A L LY I N D I R E C T R AT E S T R U C T U R E S TA R T S W I T H F R I N G E , O V E R H E A D ,
G & A , P O S S I B L E S E R V I C E C E N T E R S

G O V C O N - Q & A C A F É - 2 0 2 1
P R I C I N G C O M P L I A N C E
M U S T E S T I M AT E , A C C O U N T, A N D R E P O R T I N C O N S I S T E N T M A N N E R
U S E O F P R O V I S I O N A L R AT E S
B E WA R E O F D I S C L O S E D A C C O U N T I N G P R A C T I C E S
U S E O F L A B O R S U R V E Y S
C O S T J U S T I F I C AT I O N S

G O V C O N - Q & A C A F É - 2 0 2 1
T R I C K Y A R E A S
P R O P O S E D C O S T S M U S T H AV E B A S I S I N R E A L I T Y
S U P P O R T I N F R A S T R U C T U R E M U S T B E I N A L I G N M E N T W I T H Y O U R G R O W T H
C O N S I S T E N C Y I N A L L O C AT I N G C O S T S I N C U R R E D F O R T H E S A M E P U R P O S E
W H AT I S C O N S I D E R E D R E A S O N A B L E ?
WAT C H O U T F O R A L L O WA B I L I T Y – FA R V S C O N T R A C T T E R M S

G O V C O N - Q & A C A F É - 2 0 2 1
W E A R E A F I X E D P R I C E S U B C O N T R A C T O R , A R E W E
E X E M P T F R O M P R O V I D I N G A L L T H I S P R I C I N G D E TA I L ?
( 2 4 0 ) 3 9 7 - 9 4 0 9

G O V C O N - Q & A C A F É - 2 0 2 1
W E WA N T T O G E T P R I C I N G I N V O LV E D E A R LY, B U T W H AT C A N T H E Y D O
B E F O R E T H E R F P I S O U T ? W H AT VA L U E C A N T H E Y A D D E A R LY ?
M A R S H A @ G R A N I T E L E A D E R S H I P S T R AT E G I E S . C O M
4 8 0 - 5 1 3 - 11 3 2

G O V C O N - Q & A C A F É - 2 0 2 1
W H AT I S I N C L U D E D I N A P R O P O S A L A U D I T R E P O R T ?
( 7 0 3 ) 2 8 6 - 1 7 0 9

G O V C O N - Q & A C A F É - 2 0 2 1
H O W D O I E S T I M AT E D I R E C T L A B O R H O U R S ?
T R O W L A N D @ C O R D I A PA R T N E R S . C O M
7 0 3 - 4 6 2 - 6 2 0 6

G O V C O N - Q & A C A F É - 2 0 2 1
I S I T R E A L LY “ B E S T VA L U E ” W H E N L O W E R P R I C E D
C O M P E T I T O R S C O N T I N U A L LY B E AT U S ?
( 2 4 0 ) 3 9 7 - 9 4 0 9

G O V C O N - Q & A C A F É - 2 0 2 1
H O W D O W E G E T T E A M M AT E S T O G I V E U S T H E I R B E S T P R I C E ?
M A R S H A @ G R A N I T E L E A D E R S H I P S T R AT E G I E S . C O M
4 8 0 - 5 1 3 - 11 3 2

G O V C O N - Q & A C A F É - 2 0 2 1
I H AV E A N A P P R O V E D E S T I M AT I N G S Y S T E M , W I L L M Y P R O P O S A L S S T I L L B E
A U D I T E D ?
( 7 0 3 ) 2 8 6 - 1 7 0 9

G O V C O N - Q & A C A F É - 2 0 2 1
H O W D O I K N O W I F I N E E D T O S U B M I T P R O V I S I O N A L R AT E S
A N D W H E N A R E T H E Y D U E ?
T R O W L A N D @ C O R D I A PA R T N E R S . C O M
7 0 3 - 4 6 2 - 6 2 0 6

G O V C O N - Q & A C A F É - 2 0 2 1
NOW OPEN FOR AUDIENCE QUESTIONS

G O V C O N - Q & A C A F É - 2 0 2 1
T H A N K Y O U F O R AT T E N D I N G
T H A N K Y O U T O O U R S P E A K E R S
P P T S A R E AVA I L A B L E O N S L I D E S H A R E . N E T

G O V C O N - Q & A C A F É - 2 0 2 1
A D D I T I O N A L Q U E S T I O N S F O R O U R S P E A K E R S
M I C H A E L G A L L O J E F F S H A P I R O
( 2 4 0 ) 3 9 7 - 9 4 0 9 7 0 3 - 2 8 6 - 1 7 0 9
M A R S H A L I N D Q U I S T T R A C I S H E P P S
M A R S H A @ G R A N I T E L E A D E R S H I P S T R A T E G I E S . C O M
T S H E P P S @ C O R D I A P A R T N E R S . C O M
4 8 0 - 5 1 3 - 11 3 2 7 0 3 - 4 6 2 - 6 2 0 6

G O V C O N
Q & A
C A F E
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