Cost & Pricing Virtual Conference 2016



Jacob George
John Hindman
John Polcari
Dawn Knepper
Terrence O’Connor


June 23, 2016


December 31, 2016


Online Event   View map

The ability to develop, support, and manage how costs and prices are derived is essential for everyone involved in U.S. federal acquisition—both buyers and sellers—and is a skill in high demand. Cost and price analysis affects everything from requirements development to the price that is ultimately agreed upon, and the fundamental importance of this critical competency cannot be ignored.


Learning Objectives:  Price to Perform – A Strategic Guide to Pricing


Jacob George, CEO & Managing Director, JACOBS Management Consultants


Historically, pricing activities within the contracting life cycle have consisted of simply responding to cost exhibits without analyzing how those pricing requirements impact a company’s long-term budgeting. Creative pricing strategies and a “price to win” strategy may win you the contract, but can you successfully perform at the rates you won with? This session will explore the answer to this question and seek to change the way federal contractors look at their pricing submission—not just as a way to win the bid, but also as a sustaining activity that provides the greatest value for both the government and the contractor.


Participants will learn:


Pricing strategies being implemented in this current best value acquisition cycle,

“Best value trade-off” versus “lowest price technically acceptable” (LPTA) pricing strategies,

Understanding price reasonableness and price realism, and

Evaluating competitors in the LPTA market.



Let’s Be Reasonable: Challenges & Best Practices in Cost and Price Analysis


John Hindman, Manager, Baker Tilly; John Polcari, Manager, Baker Tilly



This session will review the requirements for cost and price analysis, discuss common challenges faced by procurement professionals, and offer potential solutions and best practices to achieve company objectives. Depending on the circumstance, different techniques for cost and price analysis must be used, and each present unique challenges under different procurement scenarios.


Participants will learn:


The compliance requirements for adequate cost and price analysis,

The challenges frequently faced in documenting cost and price analysis, and

Best practices for preparing adequate cost and price analyses.



Certified Cost and Pricing Data: When It’s Applicable (Truthful Cost or Pricing Data Act)        


Dawn Knepper, CPCM, Senior Contract Administrator, Northrop Grumman Systems Corporation



This session will help participants understand the Truthful Cost or Pricing Data Act (formerly the Truth in Negotiations Act) and its cost and pricing data requirements by reviewing what constitutes “current,” “accurate,” and “complete” data—as well as what constitutes “defective pricing”—and discussing relevant best practices.


Participants will learn:


The purpose of the Truthful Cost or Pricing Data Act;

The applicability of the act, as well as its requirements;

“Current,” “accurate,” and “complete” cost and pricing data;

Defective pricing; and

Best practices.


How Much Profit is Fair for a Contract Change?


Terrence O’Connor, J.D., LL.M., Partner and Director of Government Contracts, Berenzweig Leonard LLP


When negotiating equitable adjustments on contract modifications, profit should not be a “bad” word. This session will discuss the Federal Acquisition Regulation (FAR) rules on profit, how the profit on equitable adjustments can change—up or down—and why, and the legal precedent supporting the increase or decrease of profit percentage on equitable adjustments from the profit on the basic contract.


Participants will learn:


  •     The basic FAR principles of determining profit,
  •     How and why contractor effort and contract cost risk should be the major determinates of profit,
  •     Why the profit used to win a contract is not necessarily the profit that has to be used for changes, and
  •     How the weighted guidelines work.