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Course 1315 | Virtual | Classroom
ACQ 315: Understanding Industry (Business Acumen)
Overview
Discover business acumen competencies including industry orientation, organization, cost and financial planning, business strategy/development, supplier management, incentives, and negotiation. This course will provide a thorough understanding of the strategy, finances, operational considerations, and motivators that drive contractor business decisions.
Who Attends
Acquisition professionals who need to increase their understanding of contractor business strategies and sharpen their business acumen skills.
Course Level: Intermediate
CLP: 38 | CPE: 36
Duration: 4.5 Days
Price: $ 1899.00 
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.
Course Details
Volume Discounts (5+ Seats)
Private Group TrainingAvailable Dates
Guaranteed to Run are designated with a 
July 6 - July 10, 2026
Class ID: 261315004
Virtual
9 AM - 5 PM EST
November 2 - November 6, 2026
Class ID: 261315006
Virtual
9 AM - 5 PM EST
December 7 - December 11, 2026
Class ID: 261315007
Virtual
9 AM - 5 PM EST
Learning Objectives
- Explain how the scope and variety of the current industry landscape influences companies’ methods of competing for defense contracts
- Describe how a company's organization adapts to strategy, resource capacity, and program phase
- Using standard company financial reports and metrics, participants will assess company’s financial health to enable best-value program decisions
- Explain cost accounting basics defense companies use to manage direct costs, indirect costs, and rates for proposals and program execution
- Describe the importance of defense company cost estimating requirements, methods, and key process elements
- Identify and assess company management challenges in optimizing prime–subcontractor relationships and decisions in its supply chain
- Assess opportunities and constraints companies weigh in prioritizing market opportunities, B&P resourcing, teaming, and strategy
- Evaluate a company’s capture planning bid/no-bid decision process and an RFP response from the proposal development process
- Apply the strategies defense companies use to incentivize their workforce at various levels
- Develop a company negotiating strategy using business acumen tools that promotes a fair profit and better taxpayer deal
- Given a company financial situation and market segment, participants will evaluate the company’s annual decisions to meet the numbers
Additional Features
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