NCMA Denver Chapter
Spotlight on Pricing Webinar Series

Start out 2018 with easy and affordable CPE/CLP credits!  The Denver Chapter is hosting a live NCMA Webinar Series, Spotlight on Pricing, at Dentons’ Denver office.  Webinars run three consecutive Thursdays, January 11, 18 and 25, from 10:00 a.m. to 11:30 a.m. (MT).  Register for individual webinars for $20 each or the series for $45 (a $450 value).

January 11th:  Pricing Policy

January 18th:  Negotiating Price in a Competitive Environment

January 25th:  Total Evaluated Price

Participants earn 4.5 CPE/CLP credits for the webinar series and 1.5 CPE/CLP credits for the individual webinars. All live Webinars will be held at Dentons US LLP, 1400 Wewatta Street, Suite 700, Denver, CO, 80202

January 11th, Pricing Policy:  [details coming soon]. 

January 18th, Negotiating Price In a Competitive Environment:  What makes competitive negotiations different than sole source negotiations?  This seminar covers what contracting and acquisition professionals need to know in performing negotiations in the source selection environment. 

Key Takeaways:

• Bargaining differences in competitive negotiations
• The objective of competitive negotiations
• How price is an important aspect of meaningful discussions
• Appropriate versus inappropriate discussions in competitive negotiations (with real-world examples)
• Buyers: Tactics to accomplish price negotiation strategies
• Sellers: Improved appreciation of how proposed prices are handled in source selections

Presenter:  Janie Lynn Maddox, CPCM, Fellow, Lecturer, Naval Postgraduate School

Janie Lynn Maddox, Lecturer, (AF Major Retired) has 30 years of experience working in the government contract management and educational fields. In 1994, she won National Contract Management Association’s (NCMA) prestigious Blanche Witte Award for her leadership in the development of the Contract Pricing Reference Guides referenced in the FAR as the guidance for government contract pricing. Mrs. Maddox is currently a professor at the prestigious Naval Postgraduate School. She lectures and conducts research on federal government contract subjects, such as source selection and cost/price analysis. Her federal contract management experience is mixed between both the private and government sectors.

January 25th, Total Evaluated Price:  The U.S. government uses a variety of methods to analyze cost and price during source selection. This session examines policies and issues related to assessing reasonableness, realism, and balanced pricing in these competitive procurements. Differences between fixed-price and cost-type contracts will be discussed, as well how the government’s estimate of “most probable cost” is typically developed and applied. 

Key Takeaways:

• Price and cost analysis techniques used in U.S. government source selection
• Insight into the specific types of adjustments made to proposed prices by the government for purposes of evaluation
• How pricing practices are impacted by U.S. Government Accountability Office decisions

Presenter:  Tom Wells, Vice President, Dayton Aerospace