1 / 11

So You Think That’s Fair and Reasonable?

So You Think That’s Fair and Reasonable? . Felicia Cannon and Shirley Rohmer Procurement Analysts Procurement Management Review Division, OGP. May 15, 2012. Value to the Customer. Value: Efficient offer analyses Example : Makes the most of available dollars

skipper
Download Presentation

So You Think That’s Fair and Reasonable?

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. So You Think That’s Fair and Reasonable? Felicia Cannon and Shirley RohmerProcurement Analysts Procurement Management Review Division, OGP May 15, 2012

  2. Value to the Customer • Value: Efficient offer analyses • Example: Makes the most of available dollars • Example: Reduces risks to the Government • Value: Effective negotiations • Example: Reduces costs • Example: Encourages positive working relationships with desirable contractors

  3. So You Think That’s Fair and Reasonable? • Define Requirements • Analyze Proposals • Establish Pre-negotiation Objectives • Conduct Negotiations • Document Negotiations and Results • So WHY do you Think That’s Fair and Reasonable?

  4. Define Requirements • Customer Intimacy: Engage customers in defining contract deliverables in order to serve with integrity, creativity and responsibility. • Operational Excellence: Recognize and leverage your influence in obtaining the best products and services at competitive and reasonable cost.

  5. Analyze Proposals • Objective: Agree to fair and reasonable price for supplies or services that meet or exceed the Government’s requirements. • Technical analysis • Price analysis • Cost analysis

  6. Establish Pre-Negotiation Objectives • Technical Objectives: • Schedule • Quality • Volume • Price/Cost Objectives: • Counter Offer • Target • Maximum Position

  7. Conduct Negotiations • Participants • Setting • Format • Techniques • Goal

  8. Document the Negotiations and Results • Incorporate technical, price and cost analyses by reference • Address all 11 elements in FAR 15.406-3 • Explain deviations from Prenegotiation Objectives • Explain trade-offs and concessions • Benefits to the Government • Associated risks • Goal • Fair and Reasonable Pricing Determination

  9. So You Think That’s Fair and Reasonable? • THIS IS THE YEAR OF NEGOTIATIONS • Do your homework. • Establish your objectives and goals. • Dive in and be successful.

  10. So You Think That’s Fair and Reasonable? • Procurement Management Review Division: • Director: David Kimbro, 404-331-3223 • PBS: Shirley Rohmer, 817-850-5568 • PBS: Frank Sharshel, 816-926-5535 • PBS: Carol Lautzenheiser, 817-978-6165 • PBS: Paul Floyd, 202-306-9691

  11. So You Think That’s Fair and Reasonable? • Procurement Management Review Division: • Director: David Kimbro, 404-331-3223 • FAS: Gil Avanzado, 202-821-9867 • FAS: Suzanne Winnard, 202-208-7279 • FAS: Felicia Cannon, 253-347-9701

More Related