Understanding Industry Workshop (covers the WSM 016 competencies)
This workshop is for the acquisition workforce — at defense and civilian agencies alike — who work with industry partners and want to understand how companies actually think, so they can shape requirements, competitions, and incentives that get better results.
Government and industry too often talk past each other. The government issues a requirement; the contractor reads it and decides whether the work is worth bidding, what profit it can earn, and how much risk it is willing to carry. In a focused, hands-on format, this workshop shows the government side how a company actually makes those calls — and how to use that knowledge to run smarter, more competitive acquisitions.
Built to cover the same ground as the government's WSM 016, Understanding Industry Workshop, it walks through industry from the inside: the macro industry landscape, strategic planning, private-sector financials and indirect costs, supply chain, business development and the capture and proposal process, partnering, competitiveness, and industry motivations and incentives. Participants leave able to turn that insight into requirements and strategies that resonate with industry, sharpen competition, and deliver better value to the taxpayer.
This workshop is taught by Melinda Milheim, JD who has worked federal contracting from all three sides of the table — as a federal contractor, as a consultant, and on the government side as part of the federal acquisition workforce. She draws on her law degree and MBA studies, along with government work spanning a contract portfolio exceeding $7.7 billion, to show participants how industry really operates. An award-winning DAU/WarU (DAWIA and FAI) instructor, she has taught more than 1,000 federal acquisition workforce students across 20-plus agencies.
Best for: Anyone in the acquisition workforce who works with industry — contracting officers, contract specialists, program and project managers, and the requiring-activity and technical staff who shape and execute acquisitions — at both defense and civilian agencies.
Format: Available as a one- or two-day workshop, delivered in person or virtually and tailored to your organization's priorities. Eligible attendees can earn 8 CLPs per day. A note on CLPs: This course earns CLPs toward your continuous-learning requirement. Because agencies and certifications set their own rules on what qualifies, check with your Acquisition Career Manager (ACM) if you're applying it to a specific plan.
For teams that want a more comprehensive understanding of this topic, please see ACQ 315 (for DoD/DoW agencies) or Understanding Industry / Business Acumen for the Acquisition Workforce (federal civilian agencies) — a 4.5 day course covering the same topics, but more in depth.
Pricing is set per engagement. Contact Phoenix Canyon to request a quote.
This workshop is for the acquisition workforce — at defense and civilian agencies alike — who work with industry partners and want to understand how companies actually think, so they can shape requirements, competitions, and incentives that get better results.
Government and industry too often talk past each other. The government issues a requirement; the contractor reads it and decides whether the work is worth bidding, what profit it can earn, and how much risk it is willing to carry. In a focused, hands-on format, this workshop shows the government side how a company actually makes those calls — and how to use that knowledge to run smarter, more competitive acquisitions.
Built to cover the same ground as the government's WSM 016, Understanding Industry Workshop, it walks through industry from the inside: the macro industry landscape, strategic planning, private-sector financials and indirect costs, supply chain, business development and the capture and proposal process, partnering, competitiveness, and industry motivations and incentives. Participants leave able to turn that insight into requirements and strategies that resonate with industry, sharpen competition, and deliver better value to the taxpayer.
This workshop is taught by Melinda Milheim, JD who has worked federal contracting from all three sides of the table — as a federal contractor, as a consultant, and on the government side as part of the federal acquisition workforce. She draws on her law degree and MBA studies, along with government work spanning a contract portfolio exceeding $7.7 billion, to show participants how industry really operates. An award-winning DAU/WarU (DAWIA and FAI) instructor, she has taught more than 1,000 federal acquisition workforce students across 20-plus agencies.
Best for: Anyone in the acquisition workforce who works with industry — contracting officers, contract specialists, program and project managers, and the requiring-activity and technical staff who shape and execute acquisitions — at both defense and civilian agencies.
Format: Available as a one- or two-day workshop, delivered in person or virtually and tailored to your organization's priorities. Eligible attendees can earn 8 CLPs per day. A note on CLPs: This course earns CLPs toward your continuous-learning requirement. Because agencies and certifications set their own rules on what qualifies, check with your Acquisition Career Manager (ACM) if you're applying it to a specific plan.
For teams that want a more comprehensive understanding of this topic, please see ACQ 315 (for DoD/DoW agencies) or Understanding Industry / Business Acumen for the Acquisition Workforce (federal civilian agencies) — a 4.5 day course covering the same topics, but more in depth.
Pricing is set per engagement. Contact Phoenix Canyon to request a quote.