# CON1300: Contract Award (Self-Paced)

Canonical URL: <https://www.graduateschool.edu/courses/con1300-contract-award-self-paced>

## Overview

This course provides an in-depth look at how the government evaluates offers and makes award decisions, while also considering the contractor’s viewpoint during negotiations and award. Participants will learn how to conduct cost or price analyses of proposals, assess contractor responsibility and risk, and apply source selection techniques to determine the best value for the government. The curriculum addresses the preparation for and conduct of contract negotiations – including developing negotiation objectives and strategies – and the proper documentation of the award decision.

A key component of CON1300 is understanding how to manage and resolve issues that can arise during source selection, such as clarifications, communications, and protests. Students will explore the procedures for handling bid protests or disagreements from both the government and industry perspectives, learning what steps contracting officers must take if a protest is lodged. By the end of this course, contracting professionals will be equipped with the competencies to evaluate offers, negotiate with offerors, and finalize contract awards in accordance with federal regulations and ethical standards.

## What you'll learn

- Navigate and apply the FAR, agency supplements, and related guidance to federal acquisitions.
- Shape agency requirements into clear Statements of Work (SOW) or Performance Work Statements (PWS).
- Conduct market research and develop acquisition strategies that promote competition and meet mission needs.
- Evaluate proposals, perform cost/price analysis, and plan and conduct effective negotiations.
- Manage contract administration, quality assurance, modifications, disputes, and terminations.
- Execute contract closeout procedures, including CPARS reporting, final payments, and archival of files.

## Prerequisites

[CON1200: Contract Pre-Award](/courses/contract-pre-award) (or an equivalent course covering acquisition planning and solicitation) is required

## Curriculum

#### Proposal Evaluation & Screening

- Conduct initial offer screening and compliance checks
- Evaluate technical proposals and past performance
- Apply evaluation criteria to rate and compare offers

#### Cost/Price Analysis

- Perform price analysis and, when applicable, cost analysis
- Review cost elements, indirect rates, and profit/fee
- Determine price reasonableness and cost realism

#### Negotiation Planning

- Develop a negotiation strategy aligned with government objectives
- Define negotiation positions, including Best Alternative to a Negotiated Agreement (BATNA)
- Comply with FAR policies on exchanges with offerors (clarifications, communications, discussions)

#### Conducting Negotiations

- Apply best practices for negotiating with one or more offerors
- Use effective communication techniques and maintain a negotiation memorandum
- Address ethical considerations, requests for Final Proposal Revisions (FPRs), and finalize agreements

#### Source Selection Decision

- Document and execute the source selection decision
- Prepare Source Selection Decision Documents and brief Source Selection Authorities
- Debrief unsuccessful offerors in compliance with policy

#### Managing Disagreements (Protests)

- Understand bid protest procedures at the agency level, GAO, and Court of Federal Claims
- Handle protests or disputes related to award decisions from both buyer and seller perspectives
- Recognize the impact of protests on award timing and contract execution

## Pricing

**Tuition:** $1995