The document announces a webinar series on federal government contracting topics hosted by JSchaus & Associates. It provides information about the webinars, the company, advertising opportunities, and one webinar on best practices for proposal cost volumes. The webinar recommends starting the cost volume early, thoroughly reading the RFP, creating a compliance matrix and annotated template, understanding key terms, and assuming the evaluator does not know your company.

1. FED GOV CON
Webinar Wednesdays
2019 Series
JSchaus & Assoc.
Washington DC
+ 1 – 2 0 2 – 3 6 5 – 0 5 9 8

2. About Our Webinars:
- Every Wednesday;
- Complimentary;
- Recorded;
- YouTube & our Website;
- No Questions

3. About Us:
Professional Services for
Federal Contractors
- GSA Sched;
- SBA 8(a);
- Proposal Writing;
- Pricing;
- Contract Administration;
- Business Development

4. Advertise In Our
Newsletter:
Reach 16,300+ Subscribers Includes
Government & Government
Contractors
Hello@JenniferSchaus.com

5. Michael Gallo
Education:
ME, Industrial Engineering
Company Name:
Federal Pricing Group
# of Years Federal Gov Con
Experience:
28

6. Proposal Cost Volume
Best Practices

7. 2019 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates
Technical/Mgt/Past Performance Cost/Price
• One “team” volume
• Key discriminator in best value
• Scored
• Strengths and Weaknesses
• Prime + Sub-Ctr cost volumes
• Compliant (or not)
• Not-scored
• Reasonable, realistic, balanced
• Typically last volume built
Cost/Pricing Volumes Are Different Beasts

8. 2019 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates
Best Practice - Start Your Cost Volume Early
Sources Sought
• Incumbent research
• Initial solutioning
• Initial subcontractor
data calls
RFP
• Price exhibits
• Cost volume
• Basis of estimate
• Subcontractors
Contract Award
• De-brief data
• Protest data
• Postmortems
• FOIA requests
Devine Define Refine

9. 2019 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates
A Cover Sheet
B CLINs
C Statement of Work
D Packaging & Marking
E Inspection & Acceptance
F Place of Performance
G Invoicing
H Special Contract Clauses
I Contract Clauses
J Attachments
K Reps & Certs
L Proposal Instructions
M Proposal Evaluation
Best Practice - Read and Dissect RFP Thoroughly

10. 2019 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates
• Follow Section L sequence
• Major L section -> Major cost
volume section
• Extract all ‘shalls’, ‘shoulds’,
‘must’ statements
• Check other RFP sections
Suggested Compliance Matrix Data
 RFP Section#, Section Title, Page#
 Cost Volume Section#, Section Title, Page #
 Applies to Sub-Ctr Volume?
 Data Element(s) Needed
 Data POC(s)
 Narrative Status
 Data Status
Best Practice - Create a Comprehensive Compliance Matrix

11. 2019 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates
Best Practice - Create an Annotated Cost Volume Template
• Use compliance matrix information to organize sections/subsections
• Copy/paste summary of requirements
o Tip: make mini-tables for quick removal later
o Tip: Add instructions/guidance for your sub-contractors too
• Build out all requested summary table shells and/or
• Copy/paste required ‘dummy’ Section J summary tables

12. 2019 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates
Best Practice – Understand Key Terms
Terminology What’s Needed
‘Substantiate’, ‘provide
evidence’, ‘demonstrate’
Assertions are not enough. You must provide the data/backup.
‘Unreasonable’
‘Unrealistic’
Cost/price is too high.
Cost/price is too low.
Compare rates/costs/prices against range of market data/actuals
‘Unbalanced’ Parts seem unusually high/low despite overall price appearing reasonable.
Provide more detail and/or better explanation.

13. 2019 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates
• Don’t assume the Government evaluator knows your company and its
accounting/pricing policies. Assume a support contractor was hired to
review your cost/price volume
• Make it easy for the evaluator. Comply with instructions and provide
requested data and information.
Final Thoughts

14. THANK YOU!
JSchaus & Assoc.
Washington DC
hello@JenniferSchaus.com
www.JenniferSchaus.com
+ 1 – 2 0 2 – 3 6 5 – 0 5 9 8
Speaker: Mike Gallo
Email: Mgallo@FederalPricingGroup.com
Phone: 240-397-9409