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Extracting Value from Performance-Based Contracts

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The government is increasingly looking to drive greater value from contractors. Performance-based contracts are an important tool to deliver value, and they conform to a solicitation process. This session will provide techniques and guidance to enhance value to the government using performance-based contracts. 

Learning Objectives:

1.  Financial analysis aids in determining and extracting value from performance-based contracts
2.  The three factors that increase risk and devalue performance
3.  Tips to manage risk and deliver value after the performance-based contract is signed


Jeanette Nyden  Jeanette Nyden, JD
  Sound Partnership Strategies, Inc.

  Commercial Contracting Coach
  I help contract professionals master the contracting process from
  documentation and negotiation to contract management by providing
  tactical, customized mentoring, coaching and training programs.
  Since 2003, I’ve been offering contract negotiation skills mentoring, training and coaching services to companies as small as 60 million in revenue and as large as Fortune 500 powerhouses.

I am a recognized expert in the contracting field having co-authored Getting to We: Negotiating Agreement’s for Highly Collaborative Relationships, authored Negotiation Rules! A Practical Approach to Big Deal Negotiations and co-authored The Vested Outsourcing Manual: A Guide for Creating Successful Business and Outsourcing Relationships.


I have worked with organizations such as PG&E, Esterline, KLX, TD Bank, CIBC Bank, Brookfield Johnson Controls, CH2MHill, T-Mobile, Jones Lang LaSalle, and Microsoft. I also was an adjunct professor at Seattle University and have taught courses at the University of Tennessee’s Center for Executive Education.