We are not all expert negotiators; for some of us, this is a learned skill. When dealing with cost-based U.S. government contract negotiations there are many cost considerations to factor in and spell out in your proposal. For example, in one of our recent GovCon Insights articles we addressed the weighted guidelines structured approach to negotiating maximum profit. Diligent justification for anything above the normal range of values in your profit calculation will go a long way with the contracting officer. For example, one of the technical evaluation factors associated with performance risk is the technical complexity of the proposed work. A higher-than-normal value may be considered if the efforts require highly skilled personnel or require the use of state-of-the-art machinery. Your narrative should include a statement that you are using your most highly skilled personnel or state-of-the-art-machinery. Reference those tasks or portions of the statement of work in the proposal that require these resources, if that is the case. Additionally consider:
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PATH and PVS appreciate the hard work demonstrated by Steve Kelin and Wendy Roldan in completing the tax returns in a timely manner.
Patti Pearce | Associate Director of Finance