Event Calendar

Tuesday, December 6, 2022

Monthly Briefing: Contract Pricing 101 for Early-Stage Gov Cons

Start Date: 12/6/2022 8:30 AM EST
End Date: 12/6/2022 10:15 AM EST

Venue Name: Westwood Country Club

800 Maple Ave E
Vienna, VA  United States  22180

Organization Name: SECAF Events

Julia Nelson
Email: info@secaf.org
Phone: 703-574-1117

REGISTRATION CLOSES AT 12 PM on Monday, December 5!

Monthly Briefing: Contract Pricing 101 for Early-Stage Gov Cons

Contract pricing is a critical part of growing and managing any small business, and it is especially important for government contractors.  Understanding how to properly price professional services, and what makes up the components of your price, is key to ensuring your company will be competitive and profitable in a contract arrangement.  The fundamental principles covered in this in person event are the building blocks whether using market-based rates, catalog pricing or establishing new rates.  Key considerations in choosing a contract pricing arrangement include the type of service being offered, the contract type, and whether a prime or subcontractor role. 

Join us to learn some tips that will help you avoid common mistakes while negotiating a fair price for your professional services. Bring your questions!  Networking opportunities before and after the presentation.

Among other things, we will be discussing:

  • How to get started when establishing a price?
  • What are the risks to keep in mind?
  • What can I control?
  • How do I know if I'll make money?
  • What are indirect rates and how do I use them?
  • What are wrap rates and how do I calculate them?

When it comes to contract pricing, there is no "one size fits all" solution - each situation is unique and must be evaluated on its own merits. By understanding the basics of contract pricing, you can price your contracts more effectively and improve your chances of winning business.

  • Mike Cippel - Principal, Cordia Partners
  • Kathleen Sober - CEO, Hive Group LLC


Mike Cippel
is a Principal at Cordia Partners, providing accounting outsourcing and advisory services to government contractors and various other professional services organizations.

Mike has over twenty years of professional experience managing finance and accounting operations including analysis and reporting, indirect rate development, DCAA submissions, revenue recognition and strategic planning.  Mike assists clients in the development and implementation of accounting policies & procedures, FAR/CAS compliance, technical GAAP issues, cost and pricing support, and DCAA audit support. 

Prior to joining Cordia Partners, Mike was the Director of Financial Planning and Analysis and Pricing for a mid-sized government contractor.  In addition, Mike’s background includes corporate finance operations experience in both the Government Contracting and Commercial arenas.

Mike is a member of the American Institute of Certified Public Accountants and the Virginia Society of Certified Public Accountants and has an MBA from Virginia Tech.

Kathleen Sober, CEO of Hive Group LLC, a HUBZone and Service Disabled Veteran Owned Small Business (SDVOSB) specializing in acquisition, program, and financial management including Systems Engineering and Technical Assistance (SETA). She brings over 20 years of experience delivering management consulting solutions in the government contracting community and has a track record of successfully starting and growing businesses.

Prior to starting up Hive Group, she successfully grew a small business from $3M into a $100M mid-tier company and started up a business unit for another GovCon small business.  In these roles, she has built corporate pricing strategies including establishing catalog prices, negotiating prime and subcontract rates, and strategically pricing MAS, GWACs, BPAs and IDIQs.  She is a certified contract management professional (CPCM), holds a B.A. from the College of William and Mary, and is a member of the SECAF Board of Directors.
  • $40 Register by 5:00 pm on December 2nd
  • $50 After 5:00 pm on December 2nd
  • $80 Register by 5:00 pm on December 2nd
  • $90 After 5:00 pm on December 2nd

***IMPORTANT:  SECAF Health Policy for In-Person Events***

Before you register, please review the current SECAF Health Policy.

If we can help answer any additional questions, please reach out to info@secaf.org

Online Registration

Registration is Closed
Closed: 12/5/2022 12:00 PM

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