What is it

A 1-day workshop for those new to federal proposals pricing.   Your company can win a contract but find that it is losing money because of pricing mistakes. This is a hands-on event designed to dramatically reduce the learning curve of pricing proposals right.


Total Number of Credits = 16
Fields of Study
Accounting 3.0
Accounting (Govmnt) 3.0
Business Mgmnt and Org 2.0
Finance 2.0
Management Adv Services 2.0
Specialized Knw and Apps 4.0

Matthew McKelvey
Where: DoubleTree by Hilton Bethesda


Basic Price Proposal Workshop

This workshop is designed to give participants the basic skills necessary to create comprehensive and competitive pricing bids for government contracts. This is an introductory course which focuses on basic skills and strategies necessary to compete in the government sphere.

Why is This Seminar Different?

This is a hands-on seminar in which participants will actually develop a response to a Government Request for Proposal (RFP). Hands-on means the participant will review a sample Time and Materials (T&M) RFP, develop T&M labor rates, apply indirect rates, discuss what will go in the narrative, and prepare the audit file. The final product of the course is a completed Government price model.

Most introductory seminars focus solely on the basic structural mechanics of building a price proposal, omitting discussions on important factors that are frequently encountered during the pricing process. This seminar goes beyond the basic pricing steps to give those new to government pricing a wider understanding of the entire proposal process as well as post award contract performance. Participants who complete the seminar will not only gain the knowledge needed to build basic price models, but also an understanding of some of the critical issues to consider beyond simply responding to the RFP.

Who Should Attend?

This course is designed for professionals from both commercial and government contracting sectors who are new to Federal contracts and pricing. This is an entry-level course. Attendees should have a basic understanding of excel. Individuals with previous experience should consider the Intermediate Cost Proposal Workshop.

Why Should You Attend?

Responding to a Government RFP requires a significant amount of time and resources. Even if your company has the best solution for the Government, simple mistakes in pricing a proposal can cost your company the win. Or your company could win the contract, but find after award that it is losing money because of mistakes made in the pricing response. Becoming an expert at responding to Government procurements takes many years. However, this course can give you the foundation to reduce the learning curve dramatically.

Workshop Description

The course follows a typical proposal from the moment the government puts out a Request for Proposal (RFP) to submission, and proceeds to discuss some additional topics after submission. At the completion of the course, participants will gain an understanding of the pricing process and the fundamental skills required to successfully price government proposals. Participants can expect to learn not only the basic procedures, but also some of the common pitfalls encountered during pricing of contracts.

The workshop will feature a series of lectures, each followed by individual reinforcement exercises. Participants will need to be familiar with Microsoft Word and Microsoft Excel.

View detailed Basic Price Proposal Workshop Outline

Contents Covered:

Reading the RFP

  • Section B
  • Section C - Section H
  • Section I - Section K
  • Section L
  • Section M
  • Submitting Questions to the Government
  • Summarizing the RFP for Management

Source Data Identification and Acquisition

  • Satisfying RFP Labor Category Requirements
  • Establishing Labor Rates
  • Identifying Labor Hour Allocations
  • Gathering Other Direct Costs (ODCs)
  • Considering Other Rates and Factors

Basis of Estimates (BOE)

  • Defining a BOE
  • Identification of BOE Methodologies
  • Selection of Appropriate Methodologies by Element
  • Presentation of BOEs

Applying Indirect Rates

  • Indirect Rate Discussion
  • Actual, Provisional, Forward-Pricing, and Impacted Indirect Rates
  • Labor Rate Buildup
  • Common Issues Regarding Indirect Rates

The Proposal

  • Building the Internal Model
  • Writing the Narrative
  • Finalizing the Government Model
  • Quality Assurance Approaches
  • Color Team Reviews

The Audit

  • Initial Risk Evaluation
  • Basic Audit File Preparation
  • Common Issues

Introduction to Advanced Topics

  • Teaming (prime/ sub)
  • Cost Type Contracts
  • International Performance
  • Indirect Rate Pool Strategies
  • Items Considered "No Cost" to the Government
  • Contractors vs. Employees
  • Joint ventures


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.

Basic Price Proposal Workshop