CON 7200V Better Business Deals
This virtual instructor-led training (VILT) course will assist our government acquisition professionals negotiate better business deals by more fully understanding how industry works. Research shows the following are important concepts for government acquisition professionals to understand:
  • How industry measures and tracks financial performance
  • How industry is motivated by financial returns
  • How industry builds managerial incentives around financial returns
  • How government contracting affects industry returns
  • How government can improve industry returns without increasing government’s purchase prices
  • How government and industry can become more effective negotiating partners
  • Where information (current and historic) can be found in support of these concepts
The course will culminate with a business simulation where the students take on the role of the Chief Financial Officer making decisions on various investment opportunities and using the results of the simulation to improve their performance in subsequent fiscal years.
Download Course Objectives
Target Attendees
Civilians and military equivalents (GS-9 and above) with at least 2 years of experience in the Contracting functional area. This course is recommended for those pre- and post-award personnel in the major weapons systems or services area, particularly those who negotiate with major and mid-level publicly traded defense contractors, who would benefit from an understanding of key financial metrics used in corporate decision making.
Predecessor Course(s) (Acceptable substitutes for meeting current course prerequisite and certification standards)
Predecessor Predecessor Course Title PDS Code Accepted Until
None None None None
Course Length
32 hours over the course of 5 days
Additional Course Information
Delivery Mode  Facilitated/Online
Equivalent Courses  None
ACE Recommended Credits  None
PDS Code  HF8
Current CEU, CLP and RRP      Click here for Previous Allocation
Continuous Education Units  3.6
Continuous Learning Points 36 
Reservist Retirement Points 0  
  • Attendees should enroll in CCON 002, Business Foundations Credential and complete all requirements except for CON 1770V (the capstone) prior to attendance.
  • Walk-ins are allowed contingent upon completing the CCON 002 requirements prior to attendance.
  • Virtual classes are conducted in MS Teams.
  • Students are required to test connectivity with DAU IT prior to the class start date.
  • DAU does not reimburse student phone/internet charges.
  • Students are expected to attend class from 0800-1700 daily, Monday - Friday.
  • This course will consist of synchronous and asynchronous portions as well as participation in a computer based business simulation.