Part 6: Pricing Government Proposals

Pricing is one of the most critical—and misunderstood—elements of government proposals. In this session, we’ll explore how to develop compliant, competitive, and profitable pricing using government-specific models. You’ll learn the difference between direct and indirect costs, how to interpret and price CLINs (Contract Line Item Numbers), and how to structure a pricing narrative that tells your story and justifies your rates.

Participants will walk away with a better understanding of how to work with their finance teams or CPAs to ensure proposal pricing aligns with FAR requirements and customer expectations.

Learning Objectives:

• Learn the components of GovCon pricing models
• Create effective pricing narratives and price justifications
• Ensure compliance with FAR, cost realism, and pricing evaluation criteria