How to Manage & Shape Smart Business Arrangements

CON 100 Equivalent – 32 CLPs
Qualifies as an Elective - Designed to fulfill a DAWIA/FAC-C Level I elective.


This course is available for On-Site Training only. We will bring this course to your agency or company.
Contact Don Dickson, On-Site Training Manager at (301) 455-5633 or

About this course

Personnel new to the Contracting career field will gain a broad understanding of the environment in which they will serve. Students will develop professional skills for making business decisions and for advising acquisition team members in successfully meeting customers’ needs. Before beginning their study of technical knowledge and contracting procedures, students will learn about the various federal and DoD mission areas and the types of business arrangements and procurement alternatives commonly used to support each area. Information systems, knowledge management, as well as recent fedeal acquisition initiatives will be also be introduced in the course. Additionally, interactive exercises will prepare you for contracting support within the federal acquisition community. We will also address the overarching business relationships of government and industry, and the role of politics and customer relationships.

What you will learn – Course Syllabus

CON 100 - Equivalent – How to Shape & Manage Smart Business Arrangements

1. The past and present acquisition environment, the evolution of contracting so that smart business decisions can be made by an informed and trained workforce.
  • Similarities and differences between the private and public sector acquisition.
  • Profiling the relationships among acquisition, technology and logistics missions.
  • External sources that influence changes in the acquisition environment.
  • Historical perspective – how contracting support has changed over time.
2. Mission areas of the civil agency departments and defense agencies, and the contracting support that these mission areas require, so that you will be able to support the development of business strategy.

3. Benefits and principles of building and sustaining successful business and contracting teams so that you will be able to use business knowledge, analysis and strategies efficiently as an active participant on the Acquisition Team.
  • Interacting in a team environment – Role and value of teamwork.
  • Members of the Acquisition Team and their roles
  • Role and value of contracting professionals to the Acquisition Team.
  • Effective communications defined.
4. Integrity and ethical behavior.
  • Standards of conduct and ethical principles that apply to procurement decisions.
  • Avoiding fraud, waste and abuse.
  • Role and Mission of the Government Accountability Office (GAO) and Inspector General (IG)
  • Describe the Joint Ethics Regulation, Ethical Values and Decision-Making Plan.
5. Market research in identifying the best business arrangement to meet mission requirements.
  • Preference for commercial off-the-shelf (COTS) items.
  • Benefits and challenges of procuring commercial off-the-shelf items, modified commercial items, nondevelopmental items and government unique items.
  • Identify market research, benefits and uses.
6. Relationships between the financial and acquisition communities and the role of financial considerations in the development of smart business arrangements
  • Appropriations Rules, Types and Most Common Mistakes Made
  • Anti-Deficiency Act, Misappropriations Act, and Bona-fide Need Rule defined and applied
  • Mission and functions of the Government financial community.
7. How to define alternative business arrangements
  • Describe procedures for various business alternatives other than initiating a new contract.
8. Applying the knowledge
  • Traps to avoid
  • Most common mistakes