Signing a Contract

CON 170: Fundamentals of Cost and Price Analysis

Course ID

CON 170

Continuous Learning Points (CLPs)


Course Length

8 Days






"This course is well organized. I was able to learn how to effectively analyze costs." - 2019 participant

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This eight-day course begins with a review of market research and contractor pricing strategies. Participants learn to calculate an objective using simple quantitative analysis. The course provides an overview of the regulations and processes for cost analysis and requiring certified cost and pricing data. Participants are provided instruction on contract financing techniques. Finally, after learning the basic elements of price and cost analysis, participants build and defend a pre-negotiation objective. Participants apply cost analysis techniques during a proposal analysis capstone case, including writing a Price Negotiation Memorandum.

Learning Objectives

• Understand how to successfully distinguish various seller pricing strategies
• Identify the policies and procedures for applying the Cost Accounting Standards Board (CASB) rules and Cost or Pricing Data Statute
• Recognize the essential elements of a market research report
• Demonstrate ability to execute fundamental quantitative pricing skills and identify contract cost principles
• Given acquisition situations, determine an appropriate contracting strategy, including the contract type and other incentives
• Accurately differentiate between price analysis, cost analysis, and cost realism analysis
• Pursuant to FAR 15.4, accurately perform proposal analysis and prepare to present findings to the SSA for contract clearance
• As a PCO responsible to determine a proposed price to be fair and reasonable, successfully summarize the roles and responsibilities of organizations involved in proposal analysis
• Given a proposal evaluation scenario, demonstrate ability to employ the weighted guidelines (WGL) for calculating negotiation profit objectives


CLC 057, CLC 058, CON 127