Effective Pricing Negotiations With Public Entities
This Program is geared towards Principals, Managing Partners, Project Managers, and Operations Managers of Design Firms. It is intended to address a better understanding of the essentials of negotiating in order to achieve more favorable outcomes. Participants will learn a systematic approach to apply to any negotiation, and use new skills in negotiations with different partners in a wide variety of situations. Focus is on achieving increased profitability for your firm. Specific topics to be introduced and discussed will be:
PART I: PREPARATION
Developing a Negotiation Strategy
- The Importance of Relationships
- Personal Negotiation Styles
- Communication Protocols
- Selection of a Negotiation Team
- Identification of Problems/Issues
Deliverable: Sample Negotiation Plan
PART II: PRICING COMPONENTS EFFECTING PROFITABILITY
- Caps on Annual Salary Increases
- Salary Caps on Direct Labor
- Mark-up on Subcontractors
- B&O Tax
- Using a Commercial vs. FAR Overhead Rate
- Profit/Fee
- Reimbursement for Other Specific “Unallowable” Costs
- Reimbursement for Other Direct Costs, e.g. travel, commuter status, re-location expenses
Deliverable: Sample Margin Analysis
About the Speaker
Nancie Boccio, J.D., MBA, is the President of Boccio Consulting Services, LLC. She has over thirty years of experience working for design professional firms and specializes in contract reviews; negotiations of both legal and pricing terms and conditions; claims management, and teaching legal and pricing courses. Nancie worked for CH2M HILL, INC. in their Bellevue, Washington office for 18 years and was a Regional Contracts Manager specializing in contract negotiations with A/E clients. She was also a Manager for Price Waterhouse in their Government Consulting Services Group prior to starting her own business.
