Preparing Compliant Proposals


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This two-day course walks through the proposal preparation process. This includes work done prior to a customer issuing a request for proposal through contract award. It focuses on the importance of ensuring integrity between the technical, management and cost volumes of the proposal and the processes necessary to make that happen. 

The estimating process, a significant component of the proposal preparation process, is one of the business systems specifically addressed by the Department of Defense Supplement to the Federal Acquisition Regulation. This course addresses each of the specific components an acceptable estimating process must meet. The existence of a compliant estimating system will help maximize the likelihood an auditor will find the company’s proposal adequate. Even if a company does not do business with the Department of Defense, it is important that cost estimates meet the criteria in DCAA’s adequacy checklist. 

The course also presents techniques for gathering data, developing and documenting sound basis of estimates, and cost and price analysis techniques to support cost estimates for direct material and subcontractors– a particularly troublesome area. 

The course also covers the importance of time management and writing in the context of proposal preparation.

This course may also be eligible for the following credits through The Public Contracting Institute:

  • 13 CLEs
  • 16 CLPs

This course is eligible for 16.00 CPEs 

George Mason University Executive and Professional Education (formerly George Mason University Learning Solutions) is registered with the National Association of State Boards of Accountancy (NASBA), as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be addressed to the National Registry of CPE Sponsors, 150 Fourth Avenue North, Nashville, TN, 37219-2417.


  • Preliminary work before the customer request for proposal.
  • Reviewing the customer’s request for proposal.
  • Using the work breakdown structure.
  • Selecting subject matter experts for technical inputs.
  • Templates and formats for gathering resource requirements.
  • Writing techniques for clarity and comprehension– avoid the "great solution but no one understands it" dilemma.
  • Proposal review techniques.
  • Identify the importance of the proposal team.
  • Describe how to review the critical sections of the customer’s request for proposal.
  • Identify the key characteristics of a good subject matter expert.
  • Describe effective cost estimating techniques and the data necessary to support resource estimates.
  • Explain the importance of an effective writing plan for clarity and comprehension.
  • Explain the importance of providing adequate time for reviews and corrections.


100% attendance and participation are expected from participants.

Designed For

This course is designed for early to mid-career government contractors seeking to enhance their professional knowledge and skills. For seasoned contractors, this course also serves as a refresher on current industry best practices.

Applies Towards the Following Certificates


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