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Preparing a Negotiation Memorandum

Program Code: 170086
Seminar Date: Thursday, October 24, 2013
Start Time: 12:00 PM EST
Registration fee: $189.00

The extent of negotiations varies from one procurement to another depending on the nature of the procurement, the types of analysis done by the buyer (either Government or contractor), and past business dealings of the parties. Two negotiation procedures are required for all Government negotiated procurements: the pre-negotiation objective (PNO) and the price negotiations memorandum (PNM). Similar to the Government, contractors must also follow these procedures when obtaining consent to subcontract or complying with DFARS Purchasing System criteria. This webinar will explain the importance of these two procedures and how to document negotiation objectives and results under a variety of contracting situations. We will also discuss recent procedural changes within DoD regarding how contracting officers share these documents with each other to extract better deals from contractors.

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Participants will learn about:

This fast-paced webinar will address the above issues and more while giving you the opportunity to ask our experts for advice about your unique concerns.

Presenters Include:

Baker Tilly Logo
WBNR: B. CalhoonBrent Calhoon, CPA
Baker Tilly
Brent Calhoon is a partner with Baker Tilly's Government Contractor Advisory Services practice in Vienna, VA. For more than 18 years, he has advised clients and their outside counsel on complex cost allowability, cost allocability, and compliance issues related to FAR, CAS, TINA, and other accounting-related rules and regulations. He also performs independent forensic accounting investigations to assess allegations of fraud and other asserted contract accounting and pricing misdeeds. Brent helps clients improve business processes and functions critical to managing compliance financial risks unique to government contractors. He has worked with a broad array of big and small public and private companies covering nearly every major industry. Brent earned his B.S. degree in Accounting, with honors, from Virginia Tech. He is a Certified Public Accountant licensed in Virginia.
WBNR Presenter: Schulze, RobinRobin Schulze, CPA
Baker Tilly
Robin is a Director in Baker Tilly's Government Contractor Advisory Services practice. She has 25 years of experience in Government contract accounting, administration, pricing, compliance, and auditing. Prior to joining Baker Tilly, Robin was the Director of Contract Policy at the Defense Contract Management Agency (DCMA) responsible for the Agency's CAS administration, allowability of costs, contractor business systems, forward pricing and final overhead rates, pricing and negotiations, contract debts, payments, Government property, contract closeout, and terminations functions. She chaired the Agency's Board that approved precedent-setting and high-dollar contracting actions and resolved disagreements between the Defense Contract Audit Agency (DCAA) and DCMA. She also developed and implemented the overall strategy for the joint DCAA/DCMA Cost Recovery Initiative to ensure all unresolved CAS and cost allowability issues were resolved appropriately and timely.

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NCMA’s webinars are live, 90-minute online educational events combining real-time presentation with telephone conferencing. Each month, NCMA presents timely topics drawn from both the government and commercial contracting arenas, given by subject-matter experts. Instructors use prepared presentation slides that are available for viewing during the live session. The typical format of the program includes 60 minutes of instructor(s) presentation, followed by a 30-minute Q&A period. To access the live session, you will need a touch-tone phone, preferably with speakerphone accessibility, and a computer with internet connectivity; VOIP is not available for this event. 


Event Time

Live sessions are held online from noon to 1:30 pm Eastern on a designated workday. 


Participants earn 1.5 continuing professional education (CPE) hours.


For one low fee per seminar, there is no limit to the number of people that can listen and participate at each site. Seminar prices are $189 per site. A site is defined a single phone line and Internet connection.


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