Government Contract Training Program, presented by BAFO Services, LLC
PART 5: Pricing Government Proposals
Title: Costing it Right – Pricing Strategies, Models, and Compliance
Description:
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.
We’ll break down common proposal sections such as the Transition Plan, Management Plan, Risk Mitigation Strategy, Cross-Reference Matrix, and Acronym List—explaining what they are, why they matter, and how to write them effectively.
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
