Thompson Government Contracting

Winning Proposals and Pricing/Cost Strategies: A Guide for the Federal Contractor

Winning Proposals and Pricing/Cost Strategies: A Guide for the Federal Contractor is your resource for mastering today’s new procurement processes and priorities.

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$299.00 Winning Proposals and Pricing/Cost Strategies: A Guide for the Federal Contractor (Print)

Augment your compliance training and internal controls programs. The Federal Acquisition Regulation (FAR 52.203-13), entitled Contractor Code of Business Ethics and Conduct, requires contractors not represented as small businesses to establish an ongoing business ethics awareness and compliance program, as well as effective internal controls. Purchasing compliance resources can augment your company’s code of ethics and training programs by providing specific guidance on contractual obligations. Training can also be a significant part of an internal control system.

Whether you’re a seasoned contractor or just entering the federal marketplace, winning new business means mastering today’s new procurement processes and priorities.

In one comprehensive source, Thompson’s Winning Proposals and Pricing/Cost Strategies: A Guide for the Federal Contractor maps out essential new tactics. You’ll learn how to use a clear methodology to make sure you meet deadlines, comply with tough new rules and procedures, and include everything for proposals and pricing to stand up to today’s intense procurement scrutiny—and competition.

This game-changing Guide will help you to:
• Spot just-emerging procurement opportunities
• Avoid proposal practices that now trigger rejections
• Develop a competitive—but realistic—pricing strategy
• Address technical content and requirements
• Prepare your “face-to-face” strategy
• Deal with would-be competitors
• Turn losing proposals into new wins

The Guide won’t just help you win awards, it helps you keep them, too! GAO and COFC decisions show that companies with established and detailed proposal methodologies were more likely to defend and keep their awards.

Major Topics Covered

• Types of solicitations and contracts
• The government procurement process
• Information gathering and marketing to
• the government
• Preparing your company for government
• business
• The initial proposal development process
• The continuing proposal development
• process
• Proposal content
• Proposal organization
• Final proposal preparation
• Proposal delivery
• The follow-up
• Government audits

Format and Frequency

This is a print book. If you have any questions or would like information about bulk pricing, please contact Client Services at 800-677-3789 or

Authors and Editors

Michael A. Hordell

Michael A. Hordell is a partner in the Government Contracts and White Collar and Corporate Investigations Practice Groups of Pepper Hamilton LLP, resident in the Washington office. Mr. Hordell has a Top Secret/sensitive compartmented information clearance/access from the U.S. government, permitting him to assist contractors with classified matters. He helps clients identify contract or grant opportunities, and works with them as the client develops its proposal addressing the government’s needs as described in the solicitation documents.       

Charles Wilkins

Charles Wilkins is an independent litigation support consultant, and former Executive Director Government Contract Compliance at KPMG LLP. Prior to his consulting career, Mr. Wilkins held positions within the aerospace & defense industry as international corporate auditor, controller and chief financial officer. Mr. Wilkins has more than 45 years of experience involving public contracts from his aerospace & defense industry and litigation support services careers, and provided professional advisory and dispute resolution support services in over 35 different countries.

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