# CON1200: Contract Pre-Award Canonical URL: ## 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 ## Schedule - Jul 6, 2026 – Jul 15, 2026 — Live Online - Oct 26, 2026 – Nov 4, 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