CON 1200: Contract Pre-Award

Overview

Build a foundation in essential contracting skills and competencies, such as general principles related to defining requirements, market research, acquisition planning, and solicitation development. In addition to these foundational skills, you will become familiar with principles from an industry viewpoint, including business development, capture management, and the proposal development process.

This course is one of four courses within the Contracting Certification Training Program, based upon specific competencies within the DoD Contracting Competency Model. The main objective of this program is to enable contracting specialists to be prepared for a career in the contracting profession.

CON 1200 aims to provide participants with both the government and industry perspective within the pre-award process.

Who Attends

This course is designed for entry-level contracting professionals, and is the second of four courses preparing participants for the Contracting Certification Exam.

Course Level: Basic
CLP: 64 | CPE: 64
Duration: 8 Days

Price: $ 2779.00 Course prices shown here do not include a credit card surcharge. Payments by ACH, EFT, or check do not include the surcharge and are offered at a lower price. At checkout, you may choose a payment method that avoids the credit card surcharge.
A 3% credit card surcharge will be applied.

Course Details

FAQs Technology Requirements

For Groups

Volume Discounts (5+ Seats) Private Group Training Icon

Private Group Training

Available Dates

Guaranteed to Run are designated with a

September 21 - September 30, 2026

Class ID: 261232008

Virtual

9 AM - 5 PM EST

December 7 - December 16, 2026

Class ID: 261232009

Virtual

9 AM - 5 PM EST

Learning Objectives

Explain the role of CON 1200 within the DAU Contracting Certification Training program
Summarize the steps required to effectively shape internal customer requirements
Summarize the major elements of performing risk analysis through acquisition planning
Summarize contractor strategies and motivations in the competitive processes
Recognize effective teaming and joint venture arrangements
Recognize how a contractor executes a sales plan
Summarize the major components of formulating an acquisition strategy
Summarize the steps required to effectively shape internal customer requirements

Additional Features

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Course Activities

Participants must achieve at least 80% (80 of 100 total points) on the following graded activities:

Final Exam: 80 points
Class participation: 20 points

Course Topics

Introduction and Overview

Exercise: Participant Introductions
Contracting Certification Training Program
Exercise: Professional Competencies

Defining, Describing, and Shaping Customer Requirements

Defining Customer Requirements
Describing Agency Needs and Requirements
Market Research
Removing Restrictive Language
Commercial Products and Services
Requirements Documents
Product and Service Codes (PSC)

Understanding Markets and Suppliers

Influence of Suppliers
Government Impact on Contractors
Teaming Agreements and Strategic Alliance
Industry Considerations When Entering Agreements

Acquisition Planning

The 5 W's of Acquisition Planning
Building Blocks of an Acquisition Plan
Make or Buy
Justifying Government Property
Develop a Delivery Schedule

Executing a Sales Plan: Business Development and Capture (Industry)

Developing Market and Sales Strategies
Business Development
The Capture Team
Evaluating an Opportunity

Components of Acquisition Strategy

Determining Contract Type
Identifying the Statutory Levels of Competition
Procurement Methods
Establishing Evaluation Criteria

Shaping Internal Customer Requirements

Verifying Availability of Funds: Fiscal Law and Appropriations
Measurable Outcomes and Incentives

Evaluating a Solicitation

Team Members and Roles
Exercise: Evaluation Team

Small Business Act Contracting Requirements

Small Business in the Federal Landscape
North American Industry Classification System (NAICS)
Limitations on Subcontracting
Contracting Small Business Socioeconomic Programs
Acquisitions Under the Socioeconomic Programs
The Nonmanufacturer Rule
Additional DoD Small Business Programs
Small Business and Goaling

Executing a Sales Plan: Solicitation to Proposal

Satisfying Solicitation Requirements
Elements of a Proposal
Writing a Proposal
Subcontractors

Elements of a Solicitation

Solicitation Types
Solicitation and Procurement Methods
Identifying Solicitation Elements

Terms and Conditions of a Solicitation

Solicitation Provisions and Contract Clauses
Determining Provisions and Clauses

Informing Industry: Publicizing Contract Actions

Publicizing Contract Actions—Purpose and Policy
Publicizing Contract Actions—Types of Notices
Publicizing and Response Time
Pre-Offer Review and Approval
Circumstances That Affect Publicizing Contract Actions
Procedures for Disseminating and Publicizing Information
Preparation and Submittal of Synopsis Notices
Pre-Offer Review and Approval

The Proposal: Preparing the Offer

Relationships and Communication
Types of Pre-Offer Meetings
Quality Control and Compliance
Proposal Risk Factors
Offer Pricing Strategies
Color Team Reviews
Approving an Offer for Submission
Submitting and Verifying an Offer

Amending the Solicitation

Citations and Cancellations
Amending a Solicitation
Industry Questions

Related Courses and Products

COURSE

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CON 1200: Contract Pre-Award

Overview

Who Attends

For Groups

Available Dates

Learning Objectives

Additional Features

Credits

This course is part of the following Management Concepts Certificate Programs:

Core Courses

Elective Courses

Prerequisites:

Mandatory

Suggested

Course Activities

Course Topics