Store Government Contract Pricing Reference Guide

Contract Pricing Reference Guide

By Wolters Kluwer Editorial Staff
Format
Softcover Book
$105.00

Softcover Book

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$105.00
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Overview

This new, single-volume resource provides the most complete guidance available for analyzing the cost and pricing aspects of federal government contracts—so you can propose and negotiate appropriate prices and win contracts.

The practical Contract Pricing Reference Guide reference combines five manuals into a single source, covering:

  • Price Analysis
  • Quantitative Techniques for Contract Pricing
  • Cost Analysis
  • Advanced Issues in Contract Pricing
  • And Federal Contract Negotiation Techniques

Determine the Proper Pricing to Win Government Business

Throughout these pages, you will find highly detailed explanations of how the government evaluates proposals, arrives at pricing, chooses contractors, and awards contracts.

With Contract Pricing Reference Guide, you can more confidently:

  • Conduct market research for price analysis
  • Employ proven techniques of quantitative price analysis
  • Propose a fair and appropriate price
  • Confidently engage in sealed bidding
  • Include only what’s allowable in the price
  • Employ the most effective, competitive pricing strategies
  • And engage in effective contract negotiations

The One-of-a-Kind, Time-Saving Pricing Resource

The all-new Contract Pricing Reference Guide provides a road-map for how to set correct pricing and engage in the competitive bidding process.

It is a practical business tool to help you acquire government contract business—and it brings all the most valuable pricing information together in an easy-access, single-volume resource that puts everything you need literally right in front of you.  

No other resource delivers all of this together in one place, making it the most convenient way to obtain the most vital information on pricing government contracts.

Publish Date 05/10/2016
Product Line Wolters Kluwer Legal & Regulatory U.S.
ISBN 9781454880714
SKU 10040184-0001
Table of Contents

VOLUME 1—PRICE ANALYSIS

Chapter 0—Introduction to Contract Pricing

  • I.0 Chapter Introduction
  • I.1 Identify Seller's Pricing Objectives
  • I.2 Identifying Government's Pricing Objectives
  • I.3 Identifying Government Approaches to Contract Pricing
  • I.4 Identifying Potential Acquisition Team Members

Chapter 1—Conduct Market Research for Price Analysis

  • 1.0 Chapter Introduction
  • 1.1 Making the Estimate
  • 1.2 Considering Contract Pricing In Your Market
  • 1.3 Using Market Research to Estimate Probable Price

Chapter 2—Maximize Price Competition

  • 2.0 Chapter Introduction
  • 2.1 Improving the Schedule
  • 2.2 Improving Business Terms and Conditions

Chapter 3—Price-Related Information from Offerors

  • 3.0 Chapter Introduction
  • 3.1 Cost or Pricing Data
  • 3.2 Cost or Pricing Data Exceptions
  • 3.3 Data Other Than Certified Cost and Pricing Data

Chapter 4—Identifying Possible Combinations for Award

  • 4.0 Chapter Introduction
  • 4.1 Aggregate Award of All Line Items to One Contractor
  • 4.2 Multiple Awards for Different Line Items
  • 4.3 Family or Group Buys
  • 4.4 Progressive Awards for Portions of Total Line Item Requirement
  • 4.5 Multiple Awards for the Same Line Item
  • 4.6 Split Awards
  • 4.7 Partial Set-Aside Awards

Chapter 5—Identifying and Applying Price-Related Factors

  • 5.0 Chapter Introduction
  • 5.1 Assumed Administrative Cost Factors in Sealed Bids
  • 5.2 Buy American Act Criteria
  • 5.3 Government Furnished Production and Research Property
  • 5.4 Transportation Costs
  • 5.5 Options and Multi-Year Contracting
  • 5.6 Life-Cycle Costs
  • 5.7 Energy Conservation and Efficiency Factors
  • 5.8 Lease v. Purchase Factors
  • 5.9 Small Disadvantaged Business Price Evaluation Adjustment
  • 5.10 HUBZone Price Evaluation Preference

Chapter 6—Comparing Prices

  • 6.0 Chapter Introduction
  • 6.1 Selecting Prices for Comparison
  • 6.2 Identifying Factors that Affect Comparability
  • 6.3 Determining the Effect of Identified Factors
  • 6.4 Adjusting the Prices Selected for Comparison
  • 6.5 Comparing Adjusted Prices

Chapter 7—Account for Differences

  • 7.0 Chapter Introduction
  • 7.1 Identifying Vendor-Related Differences
  • 7.2 Identifying Market-Related Differences

Chapter 8—Price-Related Decisions in Sealed Bidding

  • 8.0 Chapter Introduction
  • 8.1 Examine Individual
  • 8.2 Determine Need to Cancel

Chapter 9—Price-Related Decisions in Negotiations

  • 9.0 Chapter Introduction
  • 9.1 Determine the Need for Cost Information
  • 9.2 Determine the Need for
  • 9.3 Determine the Competitive Range
  • 9.4 Determine the Need for Pre-Negotiation Exchanges
  • 9.5 Establish Pre-Negotiation Price Positions
  • 9.6 Consider Potential Trade-Offs Between Price and Other Terms
  • 9.7 Determine the Need to Cancel and Resolicit

VOLUME 2—QUANTITATIVE TECHNIQUES FOR CONTRACT PRICING

Chapter 1—Using Price Index Numbers

  • 1.0 Chapter Introduction
  • 1.1 Identifying Situations for
  • 1.2 Constructing Price Index Numbers
  • 1.3 Selecting a Price Index for Analysis
  • 1.4 Adjusting Price/Cost for Analysis
  • 1.5 Identifying Issues and Concerns

Chapter 2—Using Cost-Volume-Profit Analysis

  • 2.0 Chapter Introduction
  • 2.1 Identifying Situations for Use
  • 2.2 Analyzing the Cost-Volume Relationship
  • 2.3 Analyzing the Price-Volume Relationship
  • 2.4 Analyzing the Cost-Volume-Profit Relationship
  • 2.5 Identifying Issues and Concerns

Chapter 3—Using Statistical Analysis

  • 3.0 Chapter Introduction
  • 3.1 Identifying Situations for Use
  • 3.2 Measuring Central
  • 3.3 Measuring Dispersion
  • 3.4 Establishing a Confidence Interval
  • 3.5 Using Stratified Sampling
  • 3.6 Identifying Issues and Concerns

Chapter 4—Developing and Using Cost Estimating Relationships

  • 4.0 Chapter Introduction
  • 4.1 Identifying Situations for Use
  • 4.2 Identifying and Using Rules of Thumb
  • 4.3 Developing and Using Estimating Factors
  • 4.4 Developing and Using Estimating Equations
  • 4.5 Identifying Issues and Concerns

Chapter 5—Using Regression Analysis

  • 5.0 Chapter Introduction
  • 5.1 Identifying Situations for Use
  • 5.2 Developing and Using a Simple Regression Equation
  • 5.3 Analyzing Variation in the Regression Model
  • 5.4 Measuring How Well the Regression Equation Fits the Data
  • 5.5 Calculating and Using a Prediction Interval
  • 5.6 Identifying the Need for Advanced Regression Analysis
  • 5.7 Identifying Issues and Concerns

Chapter 6—Using Moving Averages

  • 6.0 Chapter Introduction
  • 6.1 Identifying Situations for Use
  • 6.2 Determining Which Moving Average Model to Use
  • 6.3 Evaluating and Using Moving Averages
  • 6.4 Evaluating and Using Double Moving Averages
  • 6.5 Identifying Issues and Concerns

Chapter 7—Improvement Curves

  • 7.0 Chapter Introduction
  • 7.1 Identifying Situations for Use 
  • 7.2 Analyzing Improvement Using Unit Data and the Unit Theory
  • 7.3 Analyzing Improvement Using Lot Data and Unit Theory
  • 7.4 Fitting a Unit Curve
  • 7.5 Estimating Using Unit Improvement Curve Tables
  • 7.6 Identifying Issues and Concerns

Chapter 8—Using Work Measurement

  • 8.0 Chapter Introduction
  • 8.1 Identifying Situations for Use
  • 8.2 Identifying Elements of a Labor Standard
  • 8.3 Measuring and Projecting Operation Efficiency
  • 8.4 Identifying Issues and Concerns

Chapter 9—Using Net Present Value

  • 9.0 Chapter Introduction
  • 9.1 Identifying Situations for Use
  • 9.2 Selecting a Discount Rate
  • 9.3 Identifying Cash Flows to Consider
  • 9.4 Determining Cash Flow Timing
  • 9.5 Calculating Net Present Value and Selecting the Best Alternative
  • 9.6 Identifying Issues and Concerns

VOLUME 3—COST ANALYSIS

Chapter 1—Defining Costs and Cost Analysis

  • 1.0 Introduction
  • 1.1 Defining Contract Costs
  • 1.2 Identifying Key Cost Analysis Considerations
  • 1.3 Defining the Cost Estimating and Cost Accounting Relationship
  • 1.4 Describing Cost Estimating Methods

Chapter 2—Obtaining Offeror Information for Cost Analysis

  • 2.0 Chapter Introduction
  • 2.1 Recognizing the Need for Cost or Pricing Data
  • 2.2 Obtaining Cost or Pricing Data
  • 2.3 Assuring Proper Cost or Pricing Data Certification
  • 2.4 Recognizing the Need for Information Other Than Cost or Pricing Data

Chapter 3—Identifying Considerations Affecting Cost Allowability  

  • 3.0 Introduction
  • 3.1 Cost Measurement, Assignment, and Allocability
  • 3.2 CAS
  • 3.3 Identifying Allowability Factors to
  • 3.4 Determining the Allowability of Specific Costs

Chapter 4—Collecting Information to Support Cost Analysis

  • 4.0 Chapter Introduction
  • 4.1 Recognizing Relevant Information for Cost Analysis
  • 4.2 Requesting Acquisition Team Experience
  • 4.3 Evaluating Acquisition Team Experience

Chapter 5—Defining and Evaluating Work Design for Contract

  • 5.0 Chapter Introduction
  • 5.1 Identifying the Offeror's Planning Assumptions 
  • 5.2 Applying Should-Cost Principles in Objective Development 
  • 5.3 Recognizing Cost Risk

Chapter 6—Analyzing Direct Material Costs

  • 6.0 Chapter Introduction
  • 6.1 Identifying Direct Material Costs for Analysis
  • 6.2 Analyzing Summary Cost Estimates
  • 6.3 Analyzing Detailed Quantity Estimates
  • 6.4 Analyzing Unit Cost Estimates
  • 6.5 Recognizing Subcontract Pricing Responsibilities

Chapter 7—Analyzing Direct Labor Costs

  • 7.0 Chapter Introduction
  • 7.1 Identifying Direct Labor Costs for Analysis
  • 7.2 Analyzing Labor-Hour Estimates
  • 7.3 Analyzing Labor-Rate Estimates

Chapter 8—Analyzing Other Direct Costs

  • 8.0 Chapter Introduction
  • 8.1 Identifying Other Direct Costs for Analysis
  • 8.2 Analyzing Cost Estimates

Chapter 9—Analyzing Indirect Costs

  • 9.0 Chapter Introduction
  • 9.1 Identifying Pools and Bases for Rate Development
  • 9.2 Identifying Rate Inconsistencies over the Allocation
  • 9.3 Reviewing the Rate Development Process
  • 9.4 Analyzing Proposed Rates
  • 9.5 Applying Forward Pricing
     

Chapter 10—Analyzing Facilities Capital Cost of Money

  • 10.0 Chapter Introduction
  • 10.1 Recognizing Elements Affecting Facilities Capital Cost of Money
  • 10.2 Identifying and Applying Facilities Capital Cost of Money Factors

Chapter 11—Analyzing Profit or Fee

  • 11.0 Chapter Introduction
  • 11.1 Factors Affecting Profit/Fee Analysis
  • 11.2 Developing an Objective Using the DoD Weighted Guidelines

Chapter 12—Preparing For Negotiation

  • 12.0 Chapter Introduction
  • 12.1 Evaluating Overall Price Reasonableness with Price Analysis
  • 12.2 Recognizing Alternatives and Their Effect on Contract Price 
  • 12.3 Identifying Key Pricing Elements in Prenegotiation Objectives
  • 12.4 Documenting Prenegotiation Objectives

VOLUME 4—ADVANCED ISSUES IN CONTRACT PRICING

Chapter 1—Establishing and Monitoring Contract Type

  • 1.0 Chapter Introduction
  • 1.1 Matching Contract Type to Contract 
  • 1.2 Utilizing Fixed-Price Economic Price Adjustment Contracts
  • 1.3 Structuring and Applying Incentive Pricing Arrangements
  • 1.4 Structuring and Applying Award-Fee Pricing Arrangements
  • 1.5 Structuring Fixed-Price Redeterminable Pricing

Chapter 2—Evaluating Indirect Costs

  • 2.0 Chapter Introduction
  • 2.1 Examining Indirect Cost Importance, Composition, and Allowability
  • 2.2 Identifying Pools and Bases for Rate Development
  • 2.3 Identifying Inconsistencies and Weaknesses in Rate Development
  • 2.4 Analyzing Estimated Rates
  • 2.5 Contract Forward Pricing
  • 2.6 Contract Billing 
  • 2.7 Determining Final Indirect Costs

Chapter 3—Reviewing the Contractor's Pricing and Accounting Practices

  • 3.1 Reviewing Accounting Systems
  • 3.2 Establishing the Government's Position on CAS Cost Impact Adjustments
  • 3.3 Reviewing Cost Estimating Systems
  • 3.4 Recognizing Potential Indicators of Fraud and Other Wrongdoing

Chapter 4—Forecasting Cost Overruns

  • 4.0 Chapter Introduction
  • 4.1 Identifying and Analyzing Cost and Schedule Variances
  • 4.2 Estimating Cost to Complete
  • 4.3 Resolving Potential Cost Overruns
  • Appendix 4A, Earned Value Management System

Chapter 5—Recognizing and Adjusting for Defective Pricing

  • 5.0 Chapter Introduction
  • 5.1 Identifying Possible Defective Pricing
  • 5.2 Developing the Government Position on Price Adjustment
  • 5.3 Completing Settlement Action

Chapter 6—Pricing Equitable Adjustments and Settlements

  • 6.0 Chapter Introduction
  • 6.1 Issues and Factors to Consider in Making Equitable Adjustments 
  • 6.2 Pricing Contract Changes
  • 6.3 Other Situations Requiring Adjustment
  • 6.4 Definitizing Undefinitized Contract Actions
  • 6.5 Special Considerations for Pricing

Chapter 7—Pricing Termination Settlements

  • 7.1 Commercial-Item Contract Termination for Convenience
  • 7.2 Commercial-Item Contract Termination for Cause
  • 7.3 Noncommercial-Item Fixed-Price Contract Termination for Convenience
  • 7.4 Noncommercial-Item Fixed-Price Contract Termination for Default
  • 7.5 Cost-Reimbursement Contract Termination for Convenience
  • 7.6 Cost-Reimbursement Contract Termination for Default
  • 7.7 Equitable Adjustment for Continued Portion of a Fixed-Price

Chapter 8—Conducting Cost Realism Analyses Edit

  • 8.1 Evaluating Cost Realism
  • 8.2 Considering the Uncompensated Overtime Effect on Cost Realism
  • 8.3 Considering Cost Realism in Cost-Reimbursement Proposal Evaluation
  • 8.4 Considering Cost Realism in Fixed-Price Proposal Evaluation

Chapter 9—Performing Financial Analyses

  • 9.0 Chapter Introduction
  • 9.1 Identifying Sources of Financial Information
  • 9.2 Identifying Key Financial Indicators
  • 9.3 Applying Financial Indicators to Responsibility Decisions
  • 9.4 Applying Financial Indicators to Contract Financing Decisions
  • 9.5 Applying Financial Indicators to Performance Bond Decisions
  • 9.6 Applying Financial Indicators to Progress Payment Administration 
  • 9.7 Applying Financial Indicators to Subordination Agreement Need Decisions

VOLUME 5—FEDERAL CONTRACT NEGOTIATIONS TECHNIQUES

Chapter 1—Introduction to Negotiations

  • 1.1 Describing Negotiations
  • 1.2 Recognizing Possible Negotiation Outcomes and Styles
  • 1.3 Describing Attitudes that Lead to Successful Negotiations

Chapter 2—Exchanges Prior to Negotiations

  • 2.0 Chapter Introduction
  • 2.1 Identifying Contractor Information Needed for Proposal Analysis
  • 2.2 Selecting Methods for Conducting an Exchange
  • 2.3 Selecting and Preparing Participants for Face-to-Face Exchanges
  • 2.4 Conducting Face-to-Face Exchanges
  • 2.5 Using Exchange Results

Chapter 3—Negotiation Preparation

  • 3.0 Chapter Introduction
  • 3.1 Tailoring the Negotiation Team to the Situation
  • 3.2 Identifying Negotiation Issues and Objectives
  • 3.3 Identifying the Contractor's Probable Approach to
  • 3.4 Assessing Bargaining Strengths and Weaknesses
  • 3.5 Identifying Negotiation Priorities and Potential Tradeoffs
  • 3.6 Determining and Overall Negotiation Approach
  • 3.7 Preparing a Negotiation Plan
  • 3.8 Presenting a Negotiation Plan to Management
  • 3.9 Preparing a Negotiation Agenda

Chapter 4—Noncompetitive Negotiations

  • 4.0 Chapter Introduction
  • 4.1 Recognizing the Steps of Negotiation
  • 4.2 Recognizing Differences Between Pre- and Post-Award Negotiations
  • 4.3 Identifying Documentation Requirements

Chapter 5—Nonverbal Communications

  • 5.0 Introduction
  • 5.1 Recognizing Different Forms of Nonverbal Communication
  • 5.2 Describing How Body Language Affects Negotiations
  • 5.3 Describing How the Physical Environment Affects Negotiations
  • 5.4 Recognizing How Personal Attributes Affect Negotiations

Chapter 6—Ten Rules for Bargaining Success

  • 6.0 Introduction
  • 6.1 Rule 1: Be Prepared
  • 6.2 Rule 2: Aim High
  • 6.3 Rule 3: Give Yourself Room to Compromise
  • 6.4 Rule 4: Put Pressure on the Contractor
  • 6.5 Rule 5: Do Not Volunteer Weakness
  • 6.6 Rule 6: Use Concessions Wisely
  • 6.7 Rule 7: Say it Right
  • 6.8 Rule 8: Satisfy Non-Price Issues
  • 6.9 Rule 9: Use the Power of Patience
  • 6.10 Rule 10: Be Willing to Walk Away From or Back to Negotiations

Chapter 7—Bargaining Tactics

  • 7.1 Using Win/Win Tactics
  • 7.2 Identifying Win/Lose Tactics and Appropriate Countermeasures

Chapter 8—Conducting Discussions

  • 8.0 Chapter Introduction
  • 8.1 Recognizing the Steps for Competitive Discussions
  • 8.2 Conducting a Comparative Assessment of Final Proposals
  • 8.3 Communicating Assessment Results
  • 8.4 Identifying Documentation Requirements

Subject Index

Volumes