# CON1300: Contract Award Canonical URL: ## 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 ## Schedule - Jul 20, 2026 – Jul 29, 2026 — Live Online - Nov 9, 2026 – Nov 19, 2026 — Live Online ## Instructors ### Jeff Hysen — Instructor Jeff Hysen has been with GSUSA since 2020, teaches numerous classes, and has received several awards for his work. Before joining Graduate School USA, Jeff was an Assistant Regional Counsel with the General Services Administration for 31 years. At GSUSA, Jeff served as the lead counsel on Ethics issues for the National Capital Region and worked on numerous projects across various fields. In addition to his work with GSUSA, Jeff is a podcast host and stand-up comedian. ### Melanie Dooley — Instructor Melanie Dooley is a seasoned expert in federal acquisition and contracting with more than three decades of experience spanning government, industry, and education. She has built a distinguished career as both a practitioner and educator, serving as a Vice President of Acquisition Policy for SAIC, a managing editor for the _Federal Contracts Report_ at Bloomberg BNA, and an instructor and curriculum developer for Graduate School USA. Her background includes deep knowledge of legislative and regulatory processes, the federal budget and appropriations cycle, and the intricacies of acquisition policy. She has also cultivated an exceptional ability to translate complex policy and contracting issues into practical guidance, having trained members of the defense and civilian acquisition workforce at all levels. In addition to her leadership roles, Melanie brings corporate strategy experience, extensive editorial expertise from her years in the trade press, and a strong record of shaping acquisition policy within a major defense contractor. She is a Certified Professional Contracts Manager (CPCM) and a Fellow of the National Contract Management Association, where she has held leadership roles including VP of Programs and Fellows Chair. With an MBA from Georgetown University and a reputation for clarity, rigor, and real-world insight, Melanie has become a trusted resource to federal professionals, corporate leaders, and students alike. ### Alan McCain — Curriculum Program Manager Alan McCain is a retired combat veteran who served as both an Air Force enlisted member and a Navy officer. He brings over 30 years of experience spanning federal and commercial budgeting, auditing, programming, operations, global logistics support, supply chain and inventory management, as well as major IT acquisition. He possesses extensive, hands-on budget and audit experience across Federal, State, and Local government operations, including work within the Executive Office of the President and the Departments of State, Defense, Homeland Security, Health and Human Services, Housing and Urban Development, and Education, as well as the Office of the Mayor of Washington, D.C., among others. Alan’s consulting background includes strategic planning and business development with the District of Columbia government, multiple federal agencies, Lockheed Martin, KPMG, and PricewaterhouseCoopers. He is a Certified Government/Defense Financial Manager (CGFM/DFM), holds a Teaching Certification from Harvard University’s Bok Center for Teaching and Learning, and earned an Executive MBA in International Business from The George Washington University. ## Pricing **Tuition:** $1995