What is it

A 1-day course to dramatically improve price proposal quality. This seminar will introduce participants to the critical relationship between cost accounting structure and proposal pricing strategy. (Lunch included)


Total Number of Credits = 8
Fields of Study
Accounting (Govmnt) 1.0
Auditing (Govmnt) 1.0
Finance 2.0
Management Adv Services 2.0
Specialized Knw and Apps 2.0

Matthew McKelvey
Where: DoubleTree by Hilton Bethesda



Advanced Cost Price Proposal Strategies Seminar

Fedmarket's Advanced Cost/Price Proposal Strategies Seminar will provide the direct links between cost accounting structure, proposal strategy, and proposal pricing. Learn proposal development techniques and strategies that improve your ability to price to win Government proposals.

Why is this Workshop Different?

If you have the basics of preparing cost/price proposals under your belt and you are ready to develop the skills most cost/price proposal writers develop only through years of hands-on experience, Fedmarket's Advanced Cost/Price Proposal Strategies Seminar takes you to the next level.

This seminar focuses on providing hands-on experience with those activities designed to improve overall win probability, many of which are completed well before the RFP arrives. The objectives of this seminar, from a Cost/Price perspective, include the following:

  • Help develop your price-to-win strategy
  • Ensure that your cost accounting structure creates a framework for your cost proposal that is both compliant and responsive
  • Create synergy and teamwork between the functional elements of pricing and accounting
  • Survive the pre-award proposal audit

This seminar will give you tools and techniques that dramatically improve price proposal quality, integrate the cost/price volume with other volumes, improve overall win probability, and ensure cost management and control during contract performance.

Who Should Attend?

This seminar is tailored to the needs of senior executives, pricing analysts, proposal managers, proposal support staff, accounting department personnel, others in your organization who regularly participate in developing price proposal strategy and/or execution, as well as those responsible for proposal audits and cost accounting structure.

Why Should You Attend?

Capture Managers, Business Development Managers, and those involved with B&P activity in an organization are those whose primary responsibility is marketing products or services to the federal government. These individuals are responsible for developing win themes and discriminators and integrating them into a well-crafted proposal that increases overall win probability. As an integral part of this overall effort, the pricing function must support the marketing function and work with these individuals to determine overall pricing strategy. Sr. level pricing experts within an organization must also weigh in on the bid/no bid decision and often times must educate other organizational elements as to why particular strategies may or may not be appropriate in any given circumstance. Protecting the organization from audit or performance risk begins with those assigned the responsibility of pricing proposals. If this is your role in your organization, then this seminar is for you.

Seminar Description

This seminar introduces participants to the critical relationship between cost accounting structure and proposal pricing strategy. It begins with an overview the Cost Accounting Standards, critical Federal Acquisition Regulation concepts, and the DCAA definition of Adequate Accounting Systems for performing federal contracts. With this understanding, participants are able to understand the criticality of integrating cost accounting methodologies with proposal pricing strategies and techniques.

Federal regulations require that contractors maintain consistency between estimating, accumulating, and reporting costs on federal contracts. Further, contractor accounting systems must be deemed adequate by cognizant audit agencies. Therefore, estimating and pricing contract proposals requires that offerors develop costs based upon current accounting practices and cost accounting structure. The workshop gives you insight into cost accounting and pricing strategy best practices that, when coupled with a management proposal and outstanding relevant experience and past performance, will increase overall win probability and help ensure compliance with cost management and control objectives during contract performance.

Contents Covered:


  • Relationship between accounting department and proposal pricing personnel

Cost Accounting Basics

  • Key Federal Acquisition Regulations
  • Cost Accounting Standards
  • Cost Allowability
  • Cost Principles
  • Requirements of an Adequate Accounting System
  • Government Contract Audits
  • Considerations for the initial cost/price model

Cost Accounting Structure

  • Direct vs. Indirect Costs
  • Service Centers
  • Overhead and G&A Pools
  • Total Cost Input vs. Value Add G&A
  • Material Handling and Subcontract Administration Pools
  • Provisional, Forward Pricing, and Final Indirect Rates

The Cost Proposal

  • RFP Section L - The Instructions
  • Cost Volume - The Narrative
  • Cost Volume - The Numbers
  • Basis of Estimates
  • Pricing Templates
  • Documentation
  • RFP Section M - The Evaluation
  • Proposal Audits

Cost / Price Proposal Strategies

  • Price to Win
  • Bid/No Bid Decision Process
  • Escalation
  • Reassess Direct vs. Indirect Criteria
  • Diversify Overhead Rates
  • Develop Project Specific Overhead
  • Total Cost versus Value-Add G&A
  • Establish Multiple Business Units
  • Create Service Centers
  • Pricing Reviews
  • BAFO's


Fedmarket reserves the right to cancel a course. In the unlikely event of a cancellation, Fedmarket will issue a full refund of the registration fee, but will not be responsible for any other charges incurred by the registrant due to the cancellation of the course. Attendees agree to these terms and conditions by registering for a course.

If you are unable to attend, or must make changes to your attendance please be aware:

Notification of cancellation must be received one week prior to the course date. Upon notification, your request will be granted less a $50 non-refundable processing fee. Cancellations made less than one (1) week prior to the event are non-refundable.

Requests to rescheduling and/or format changes (in person vs webinar) must be made 3 full business days prior to the course date. We will honor your request at no extra charge. Requests to reschedule/and or format changes made with less than 3 full business days notice, can not be honored and are non-refundable.

No refunds are given for no-shows.

Once you reschedule you forfeit your eligibility for a refund. We will hold your credit to reschedule for one (1) year.

Personnel substitutions may be made at any time.

Advanced Cost Price Proposal Strategies Seminar