Doing Business with the Government (Update Available)


Overview/Description
Target Audience
Expected Duration
Lesson Objectives
Course Number


Overview/Description
This course explains how to identify, win, and manage contracts with the largest consumer of goods and services in the world--the U.S. government. Each year the federal government awards contracts worth over $200 billion to businesses of all sizes and diversity. Of the 20 percent of contracts designated for small businesses, one quarter are aimed at women-owned businesses and another quarter for small disadvantaged businesses or SDBs. This course outlines how businesses of all types and sizes can identify contract opportunities within the government, market goods and services to the awarding government agency, and effectively manage the delivery phase of an awarded contract. This SkillSoft course has been developed and maintained with subject matter support provided by the Labor, Employment, and Employee Benefits Law Group of the law firm of Sheehan Phinney Bass + Green PA.

Target Audience
All employees involved in doing business with the government, especially marketing and sales professionals

Expected Duration (hours)
1.5

Lesson Objectives

Overview of Doing Business with the Federal Government

  • identify the ways in which the U.S. government encourages the participation of small businesses in federal contracting.
  • identify the challenges of providing goods and services to the federal government.
  • identify the role the U.S. Congress plays in regulating federal contracting.
  • identify the role of the Central Contractor Registration (CCR).
  • identify the role that the Federal Acquisition Regulation plays in federal contracting.
  • identify the factors that influence the type of marketing strategy used to attract federal contracts.
  • match marketing tools used to solicit federal contracts with descriptions.

    • Procurement and Contracting with the Federal Government

  • differentiate between the simplified acquisition procurement methods used by the federal government.
  • differentiate between the solicitation methods used by the federal government in sealed bidding procurements.
  • identify characteristics of negotiated procurement procedures.
  • identify the key parts of the uniform contract format used in soliciting federal government contracts.
  • differentiate between the five types of federal fixed price contracts.
  • differentiate between the three types of cost reimbursement contracts.
  • differentiate between indefinite delivery, letter, and multiyear contracts.
  • identify the role of the contract administrative office (CAO) in the contract administration process.
  • match types of federal financial packages to examples of their use.
  • identify the legal aids to resolving contract disputes.
  • recognize examples of unethical practices during federal contract procurement.
  • identify the socioeconomic obligations of federal contractors.

    • Course Number:
    LCO0115