Introduction to Federal Contract Pricing

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1 Introduction to Federal Contract Pricing Presented by: North Carolina Military Business Center

2 Introduction to Federal Contract Pricing

3 Terminal Learning Objective Upon completion of this presentation you will be able to develop the pricing response to a federal proposal.

4 Agenda Assumptions Actions To Date Show Where To Find Pricing Requirements Describe RFP Team Actions Pricing Describe A Timeline For Developing RFP Pricing Where To Find Pricing Information Describe Direct Cost vs. Indirect Develop Pricing Practical Exercise

5 Agenda Assumptions Actions To Date Show Where To Find Pricing Requirements Describe RFP Team Actions Pricing Describe A Timeline For Developing RFP Pricing Where To Find Pricing Information Describe Direct Cost vs. Indirect Develop Pricing Practical Exercise

6 Assumptions As a business: You are registered in SAM, and meet the NAICS for the opportunity.

7 Agenda Assumptions Actions To Date Show Where To Find Pricing Requirements Describe RFP Team Actions Pricing Describe A Timeline For Developing RFP Pricing Where To Find Pricing Information Describe Direct Cost vs. Indirect Develop Pricing Practical Exercise

8 Actions To Date

9 Actions (to date) Bid/No Bid - Decided Team Mates - Identified Proposal Kick Off Meeting - Held Capture Manager - Has Briefed: Solution Win Themes Schedule

10 Actions (to date) Proposal Manager Assigned Proposal Manager Developed Compliance Matrix Capabilities Matrix Proposal Outline SMEs -- Assigned Blue Team -- Has Started Writing Pricing Specialist Assigned Pricing Specialist has: Developed Pricing Compliance Matrix Familiarized Self With Solution And Win

11 Developed a Compliance Matrix The Contractor: Will Shall Must All action verbs Be Aware of the Governments : Will Shall Must All action verbs

12 Searching a RFP RFP NOAA RFP Marked Up SOW

13 Compliance Matrix

14 Agenda Assumptions Actions To Date Show Where To Find Pricing Requirements Describe RFP Team Actions Pricing Describe A Timeline For Developing RFP Pricing Where To Find Pricing Information Describe Direct Cost vs. Indirect Develop Pricing Practical Exercise

15 Section A Pricing Sections Section B - Supplies / Services Schedule (CLIN; unit of issues; quantities... ) Section C - Statement of Work Section J - List of Attachments Section L - Instructions Section M - Evaluation Factors Attachments

16 Reading A RFP Examples of an RFP: Live, Virtual, Constructive Modeling & Simulation (LVCMS) Anti-submarine Warfare Virtual At-sea Training Systems (ASW VAST) EEO and Diversity Training

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19 Agenda Assumptions Actions To Date Show Where To Find Pricing Requirements Describe RFP Team Actions Pricing Describe A Timeline For Developing RFP Pricing Where To Find Pricing Information Describe Direct Cost vs. Indirect Develop Pricing Practical Exercise

20 RFP Teams (Pricing) Team Black Blue Pink Red Gold Responsibilities (Usual) Bid/No Bid, Price-Win-Analysis Initial Pricing Questions to the Government Review Initial Pricing All costs captured? Revise Pricing As Needed Executive Review

21 Agenda Assumptions Actions To Date Show Where To Find Pricing Requirements Describe RFP Team Actions Pricing Describe A Timeline For Developing RFP Pricing Where To Find Pricing Information Describe Direct Cost vs. Indirect Identify RFP Tasks Develop Pricing Practical Exercise

22 30 Days or Less Sun Mon Tues Wed Thur Fri Sat RFP Out Blue TM Pink Tm Prep Pink Team Review Pink Tm Revisions Red Tm Prep Red Team Review Red Tm Revisions Gold Tm Prep Gold Team Review Final Prep Mail Due

23 Agenda Assumptions Actions To Date Show Where To Find Pricing Requirements Describe RFP Team Actions Pricing Describe A Timeline For Developing RFP Pricing Where To Find Pricing Information Describe Direct Cost vs. Indirect Develop Pricing Practical Exercise

24 Where To Find Past Pricing Information usaspending.gov fedspending.org fbo.gov

25 FSC Codes: 8820 Pricing Multi-Purpose Canine

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27 Where To Find Pricing Info (Price Analysis)

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40 Where To Find Pricing Info (Price Analysis) =c

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50 Repeat For Other Transactions

51 Where To Find Pricing Info (Price Analysis)

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57 FPDS Federal Procurement Data System

58 How To Find The Federal Agencies Go to FPDS and register. Login and go to "Standard Reports." Click on "How" and scroll down and click on "Purchase Card as Payment Method Report." Type in a beginning and an end date. *Note: There is a 90-day delay on the DOD data. As an example, let's just use 1/1/09-12/31/09. Click on "Execute." The agencies that spend the most on credit card purchases are:

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73 Buying What? Click - Home Click - Standard Reports Click - What Click - Total Actions by NAICS Report

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85 Agenda Assumptions Actions To Date Show Where To Find Pricing Requirements Describe RFP Team Actions Pricing Describe A Timeline For Developing RFP Pricing Where To Find Pricing Information Describe Direct Cost vs. Indirect Develop Pricing Practical Exercise

86 Direct: Labor Travel Other Direct Costs (ODCs) Direct vs. Indirect Indirect: Budget Fringe Overhead General & Administrative (G&A) Profit

87 Agenda Assumptions Actions To Date Show Where To Find Pricing Requirements Describe RFP Team Actions Pricing Describe A Timeline For Developing RFP Pricing Where To Find Pricing Information Describe Direct Cost vs. Indirect Develop Pricing Practical Exercise

88 Price By Tasks? Price By People Needed? Price By Materials Needed? Price By Time? Price By Event? Price By Crystal Ball? Now What

89 Developing Workbook Item Required Cost Personnel Material Profit Total

90 Training in Beaufort, NC Item Required Cost Travel Per Diem M&I Personnel Material Workbooks (80) Registrations Student Surveys (80) Survey Executive Summary Profit Total Certificates

91 NOS Diversity Day in Silver Spring, MD Travel Per Diem M&I Personnel Materials Profit Total Item Required Cost 150 handouts Event Flyers

92 Final Costs BASE PERIOD COST 1 - Provide Draft Workbook to Technical Point of Contact $ 2 - Technical Point of Contact Returns Workbook $ 3 - Provide Draft Survey to Technical Point of Contact $ 4 - Technical Point of Contact Returns Survey $ 5 - Provide Training in Beaufort, NC for 02 Sessions $ 6 - Provide Training in Charleston, SC for 04 Sessions $ 7 - Attend NOS Diversity Awareness Day $ TOTAL COST FOR BASE PERIOD $ OPTION PERIOD COST 1 - Provide Training in Silver Spring, MD for 10 Sessions $ 2 - Provide Training in Silver Spring, MD for 10 Sessions $ 3 - Provide Training in Silver Spring, MD for 10 Sessions $ 4 - Provide Training in Silver Spring, MD for 03 Webinars $ 5 - Provide Training in Seattle, WA for 04 Sessions $ 6 - Attend NOS Diversity Awareness Day $ TOTAL COST FOR OPTION PERIOD ONE $

93 Don t forget the words! Is the Table Enough? Pricing Assumptions Discussion (e.g., Revision of workbook, after Technical POC review, is included in developmental costs of the workbook. Intuitively obvious to the most casual observer!

94 Agenda Assumptions Actions To Date Show Where To Find Pricing Requirements Describe RFP Team Actions Pricing Describe A Timeline For Developing RFP Pricing Where To Find Pricing Information Describe Direct Cost vs. Indirect Identify RFP Tasks Identify Deliverables Develop Pricing Practical Exercise

95 Practical Exercise BASE PERIOD COST 1 - Provide Draft Workbook to Technical Point of Contact $ 2 - Technical Point of Contact Returns Workbook $ 3 - Provide Draft Survey to Technical Point of Contact $ 4 - Technical Point of Contact Returns Survey $ 5 - Provide Training in Beaufort, NC for 02 Sessions $ 6 - Provide Training in Charleston, SC for 04 Sessions $ 7 - Attend NOS Diversity Awareness Day $ TOTAL COST FOR BASE PERIOD $

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98 Terminal Learning Objective Upon completion of this presentation you will be able to develop the pricing response to a federal proposal.

99 Summary Assumptions Actions To Date Show Where To Find Pricing Requirements Describe RFP Team Actions Pricing Describe A Timeline For Developing RFP Pricing Where To Find Pricing Information Describe Direct Cost vs. Indirect Develop Pricing

100 Questions What are your questions?

101 NCMBC POC Info Jeff Gowen, Business Development Specialist, , Scott Dorney, Executive Director, , and

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