Wednesday, January 20, 2021 from 10:00 AM to 5:00 PM EST
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Jacylyn Syfu 
The McKelvey Group, Inc. 
800-246-3154 ext. 822 

Developing Cost/Price Proposals - Intermediate, LIVE Virtual Training Course - Jan 20, 2021 

The McKelvey Group is holding an INTERMEDIATE LEVEL training course on DEVELOPING COST/PRICE PROPOSALS on January 20, 2021. This is a full-day live virtual training course and advanced registration is required. Early Bird Registration: Register and pay by December 18 and get 10% off with promo code EARLY10OFF.  We're sorry, but we cannot offer refunds for cancellations within 30 days of the scheduled class. We hope you will join us!

Course Description

This course is designed as a workshop to provide attendees industry best practices for developing a cost/price proposal.  This is an introductory course which focuses on the process, definitions, basic skills, and requirements for completing a Cost/Price proposal in response to a Request for Proposal (RFP).

In this hands-on workshop, attendees will develop a response to a Government RFP.  Attendees will review a sample Time and Materials (T&M) RFP, develop direct labor rates, apply indirect rates, discuss the narrative, and prepare the audit file.  The final product of the course is a complemented T&M pricing model.

Most pricing 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 course goes beyond the basic pricing steps to provide even experienced pricers a wider understanding of the entire proposal process as well as post award contract performance. Participants will not only gain the knowledge needed to build models, but also an understanding of some of the critical issues to consider beyond simply responding to the RFP.

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. Improving your expertise at responding to Government procurements takes many years. However, this course can give you the foundation to reduce the learning curve dramatically.

Who Should Attend

This is an intermediate-level course designed for pricers with 2-6 years of experience.  Accounting, contracts, business development, and other non-pricer personnel looking to develop a better understanding of the pricing function will also benefit from this course.  Attendees should have an intermediate level of experience with Microsoft Excel.  This means the ability to navigate menus, create common formulas, and use formatting tools.

Learning Objectives

This course leads the attendee through a typical proposal process from RFP release to submission.  Upon completion of this course, attendees will:

  • Gain a better understanding of the industry best practices for the pricing process
  • Be able to complete a Government T&M price proposal
  • Have the knowledge to address Fixed Price and Cost Plus proposals as well
  • Appreciate the value of the Cost/Price narrative
  • Understand how pricing decisions impact win probability as well as contract performance
  • Learn some of the common pitfalls encountered during pricing

 Course Agenda

  • Introduction
  • Overview of the Cost and Pricing Function
  • RFP Review
  • Planning
  • Basis of Estimates
  • Cost Model (Excel Modeling Exercises)
  • Cost Narrative
  • Quality Control
  • Production & Delivery
  • Post Delivery
  • Introduction to Advanced Topics
  • Questions & Open Discussion


Your Instructor, Matt McKelvey

Financial & Accounting Management, Government Contracting, and Business Valuation Subject Matter Expert

Matt McKelvey has over twenty-five years’ experience in Finance/Accounting, Government Contracting, Business Valuations, Process Optimization, and Training. Matt is President and CEO of The McKelvey Group, and is widely respected as a subject matter expert in both commercial and Federal marketplaces. He brings his extensive experience working with large, medium, and small companies to help his clients achieve the growth objectives of their owners.

As a consultant and CFO, he is well known for his expertise in working with organizations as they seek to create or improve their relationships with the Federal Government through price and proposal strategies, compliance, accounting, and training. In addition to direct client consulting in these areas, Matt demonstrates his comprehensive expertise through various speaking engagements and the Government contracting courses he instructs, including Cost/Price Proposal Workshops, DCAA Audit Preparation, Earned Value Management Systems, and Incurred Cost Submissions. Matt teaches his courses through several venues including training companies, conferences, and for individual clients. The McKelvey Group is a National Association of State Boards of Accountancy (NASBA) recognized Continuing Professional Education (CPE) program sponsor providing CPE credits in accordance with nationally recognized standards.

In finance and accounting, Matt supports his clients with strategic planning, alignment of their systems and processes with the plan, and/or a business valuation to assess the value of the company when it achieves that plan. This allows for ongoing financial forecasting, actual to budget reviews, and improved management reporting. These updated systems assist organizations in improving profitability and cash flow while minimizing cost and performance risk.

Matt holds an MBA in Finance and Marketing and a BS in Finance. He is a Six Sigma Certified Black Belt, a member of the National Contract Management Association (NCMA), and is an Accredited Senior Appraiser with the American Society of Appraisers (ASA).