Pricing 101 For Government Contracts: Build To Win

A Step-by-Step Guide to Building Competitive, Compliant, and Profitable Pricing Strategies for Federal Contracts

What you'll learn

Analyze cost structures to develop competitive and compliant price proposals.

Apply pricing strategies based on customer behavior, market trends, and procurement environments.

Use pricing tools and templates to prepare accurate and defensible price narratives.

Understand the core principles of strategic pricing in government and commercial markets

Requirements

No prior pricing experience is required—this course is designed to be accessible to both beginners and professionals seeking to sharpen their strategic pricing skills.

Description

Pricing a government contract isn’t just about plugging numbers into a spreadsheet—it’s about building a strategic, compliant, and profitable pricing approach that stands up to audits, aligns with acquisition regulations, and increases your chances of winning contracts.Intro to Pricing in Government Contracting is a step-by-step, foundational course designed for small business owners, proposal managers, pricing professionals, and emerging contractors who want to understand how to structure and defend pricing in the federal space. Whether you're preparing your first cost proposal or refining your internal pricing systems, this course gives you the clarity, templates, and tools you need to price with purpose and precision.You’ll learn how to:Differentiate between cost and price, and how both impact evaluationBuild a defensible Basis of Estimate (BOE) using structured methodologiesIdentify allowable vs. unallowable costs under FAR Part 31Align your practices with DCAA accounting and audit standardsUse market research tools, pricing software, and templates effectivelyApply best practices for transparency, documentation, and risk managementEach lesson includes real-world examples, checklists, and guided activities to help you apply these concepts to your own business.By the end, you’ll have the confidence and foundational skills to build credible, compliant, and competitive pricing strategies that help your business grow in the government contracting marketplace.

Overview

Section 1: Introduction

Lecture 1 Introduction to Pricing in Government Contracting

Lecture 2 Cost vs. Price – Understanding the Difference that Defines Your Win

Lecture 3 Components of a Cost Proposal

Lecture 4 Allowable vs. Unallowable Costs & Compliance

Lecture 5 Developing a Basis of Estimate (BOE)

Lecture 6 Tools and Resources for Pricing

This course is designed for aspiring and current pricing professionals, proposal managers, business developers, and small business owners who want to understand the fundamentals of strategic pricing and how to apply them effectively in both government and commercial contracting environments.