Overview of Federal Government Contracting

(3 day course)
Learn the rules, policies and practices
Outstanding overview of the acquisition and contract management process
Traps to avoid – Lessons Learned

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


This training workshop is recommended for 24 Continuous Learning Points (CLPs) toward DAWIA, FAC-C and FAC-P/PM requirements. For information on fulfilling core, elective and continuous learning requirements, Click here to view the OMB Policy Letter.

Course Description

Understanding the big picture of government contracting helps your team members develop an integrated sense of how all the pieces fit together. This course will help you understand how the each of the key teams of a contractor organization: marketing, sales, technical, management, business, contracts and delivery work together to market to the federal government, write proposals, and conduct after submission activities. Next we cover how to start up, perform, and transition a contract. This course is great for government agencies trying to understand the motivations and processes of contractors as well as companies desiring a great team effort on government business.

Learning Objectives

  • Understand the basic federal contract management theory and principles
  • Understand how strategic planning and marketing sets the stage for good contracts
  • Know the parts of a proposal and how they are to be completed
  • Learn the steps the prime contractor and government go through as part of after proposal submission activities
  • Understand how the government and prime contractor start up, perform and shut down a subcontract
  • Become familiar with the stages of contract development and administration
  • Understand program and contract management best practices, trends, and federal government considerations
  • Become familiar with the ethical implications of contracting

Syllabus: Government Contracting Rules, Policies & Practices

1. Overview
  • Terms
  • Federal Government Process Overview
  • Contractor Process Overview
2. Strategic Planning
  • Determine the Direction
  • Corporate Organization
  • Develop a Plan
3. Marketing
  • Overview of Marketing
  • Marketing Plans
  • Marketing Information
  • Past Performance
4. Bid Decision Process
  • RFP Analysis
  • Procurement Shaping
  • External Team Selection
  • Bid and Proposal Budgets
  • Competition
  • Bid Decision
5. Developing the Proposal
  • Technical Volume
  • Management Volume
  • Contracts Volume
  • Price Volume
  • Proposal Review and Delivery Process
6. After Proposal Submission Activities
  • CRs, DRs, and Amendments
  • Live Test Demonstrations
  • Competitive Targets
  • Government Site Visits
  • Discussions
  • Best and Final Offer
  • Contract Start Up Planning
7. Contract Performance Overview
  • Contract Phases
  • Prime Contract
  • Contract Organization
  • Customer Relationship
  • Contract Core Team Members
  • Internal Support Team Members
  • Subcontractors
8. Contract Delivery
  • Training
  • Communications
  • Deliverables, Information and Procedures
  • Financial Management
  • Marketing
  • Facilities, Technology and Equipment
  • Audits
  • After Contract Award Proposals
9. Take Aways
  • Processes for each topic area
  • Checklists
  • Strategies for success

Recent student evaluations of this instructor include

  • Superb
  • Really understood the subject matter
  • Great sense of humor—made the class very enjoyable
  • Didn’t want it to end
  • Explained things in an easy to understand manner
  • Great practical examples

Recent Course Attendees

  • State Department
  • Northrop Grumman
  • Department of the Navy
  • BAE
  • Booz Allen
  • Raytheon
  • FBI
  • CIA
  • USDA
  • TASC

Course Schedule

  • Registration begins at 8:00 am
  • Class begins at 8:30am
  • Class ends at 4:30pm
  • There are several 10-15 minute breaks throughout the day.
  • Lunch generally begins at 12:00pm and lasts approximately 1 hour