# CON1200: Contract Pre-Award (Self-Paced)

Canonical URL: <https://www.graduateschool.edu/courses/con1200-contract-pre-award-self-paced>

## Overview

In this course, participants learn how to shape and define government requirements in collaboration with program offices, conduct thorough market research, and develop effective acquisition strategies. The curriculum covers key pre-award processes such as acquisition planning, crafting performance-based work statements or statements of work, and developing solicitations (e.g., Requests for Proposals) that attract best-value offers while adhering to federal regulations.

Uniquely, the course provides both the government and industry perspectives on pre-award activities. Participants not only study the federal procedures for soliciting and selecting contractors, but also gain insight into how industry approaches opportunities through business development and capture management. This dual perspective includes understanding how contractors formulate proposals in response to solicitations. By the end of the course, contracting professionals will have a strong foundation in pre-award competencies.

This course is equivalent to [Warfighting Acquisition University (WARU), formerly Defense Acquisition University (DAU), course CON 1200](https://icatalog.waru.edu/EquivalentProduct), from which materials are adapted. This course is one of the four core training courses required by the Federal Acquisition Institute (FAI) for the Federal Acquisition Certification in Contracting (FAC-C) (Professional) certification.

## What you'll learn

- **Define contract requirements** : Work with stakeholders to turn mission needs into well-defined requirements documents and criteria, laying the groundwork for successful procurements.
- Conduct market research and acquisition planning: Analyze market capabilities and risks, and formulate acquisition plans that consider competition, socioeconomic goals, and risk mitigation strategies for the procurement.
- **Develop acquisition strategies** : Construct comprehensive strategies including choosing the appropriate contract type, crafting evaluation factors, and planning solicitation timelines to achieve best value outcomes.
- **Prepare solicitation documents** : Draft clear and complete solicitations (RFPs/RFQs), including performance work statements, terms and conditions, and evaluation criteria, while ensuring compliance with the FAR and Small Business Act requirements.
- **Understand the contractor’s perspective** : Recognize how industry pursues federal business opportunities through capture management and proposal development, enhancing your ability to anticipate and evaluate contractor proposals.

## Prerequisites

Participants should have completed introductory contracting training ([Contract Foundational Skills CON1100](https://www.graduateschool.edu/courses/contract-foundational-skills?)) or possess fundamental contracting knowledge.

## Curriculum

#### Shaping Customer Requirements

- Techniques for defining and describing agency needs
- Shaping internal customer requirements into procurement-ready SOWs or PWSs

#### Market Research & Industry Analysis

- Understanding markets and suppliers
- Conducting market research to inform procurement strategy
- Analyzing industry trends to ensure robust competition

#### Acquisition Planning

- Developing acquisition plans that address risk analysis and procurement milestones
- Selecting strategies such as contract type and competition approach
- Applying FAR Part 7 and related guidance

#### Acquisition Strategy Development

- Formulating key components of an acquisition strategy
- Making make-or-buy decisions and considering small business participation
- Planning source selection, including evaluation factors and methodologies

#### Solicitation Development

- Preparing solicitations and related documents
- Drafting sections of the Uniform Contract Format
- Selecting appropriate terms, conditions, provisions, and clauses

#### Publicizing and Amending Solicitations

- Meeting requirements for publicizing contract opportunities (FAR Part 5)
- Managing pre-award communications and Q&A
- Issuing amendments if requirements or conditions change

#### Contractor Perspective Module (Industry Viewpoint)

- Understanding contractor business development and capture strategies
- Recognizing how contractors decide to bid and form teams (JV/subcontracting)
- Learning how proposals are developed in response to federal solicitations

## Pricing

**Tuition:** $1995