# Shaping Smart Business Arrangements Course Canonical URL: ## Overview Explore the highly complex federal acquisition process, including the functions of pre-solicitation, solicitation, and award, and post-award administration; the roles of the legislative, executive, and judicial branches in federal acquisition; and standards of conduct for members of the acquisition team. Learn to minimize risks, maximize competition, maintain integrity, and assure delivery according to the contract terms and conditions. This course is equivalent to Defense Acquisition University (DAU) course CON100, [Shaping Smart Business Arrangements](/courses/shaping-smart-business-arrangements). To earn a Certificate of Completion, participants must attend all class sessions and achieve a score of 80% across all coursework, assessments, and participation in case studies. Participants who do not meet this standard must re-enroll at their own expense. ## What you'll learn - Identify both the past and present acquisition environment to be able to understand the evolution of contracting so that smart business decisions can be made by an informed workforce. - Identify the various mission areas of the military departments and defense agencies and the contracting support that these mission areas require, so that you will be able to support the development of business strategies. - Identify the benefits and principles of building and sustaining successful teams so that you will be able to use business knowledge, analysis, and strategies efficiently as an active participant on the Acquisition Team. - Identify a business solution based upon application of the six-step problem-solving model and four other decision-making tools. - Describe the eleven principles of leadership and the leadership actions necessary to implement sound business decisions for contracting. - Correctly identify information contained in the Federal Acquisition Regulations (FAR) and the Defense Federal Acquisition Regulation Supplement (DFARS). - Identify the critical need for all parties involved in procurement business to reflect the highest standards of integrity and ethical behavior. - Determine the relationship between the financial and acquisition communities and how fundamental financial principles and requirements are important factors to consider so that you will be able to develop a smart business arrangement. - Recognize how e-business initiatives facilitate the efficiency of the acquisition process. ## Curriculum #### Module 1: Goals of the Federal Acquisition System - Defines the primary objectives of the Federal Acquisition System (FAS) - Explains the importance of delivering best value products and services - Explores acquisition goals including efficiency, competition, and transparency - Introduces guiding principles of the FAR and strategic procurement #### Module 2: Roles and Responsibilities: the Federal Branches and the Private Sector - Outlines the roles of the Executive, Legislative, and Judicial branches in acquisitions - Discusses the responsibilities of acquisition personnel and stakeholders - Explores industry partnerships and contractor responsibilities - Illustrates how collaboration shapes acquisition success #### Module 3: Basic Statutes, Regulations, and the Legislative History of Acquisitions - Explains foundational acquisition statutes (e.g., FAR, Competition in Contracting Act) - Describes how statutes and regulations impact acquisition practices - Highlights the evolution of federal procurement laws - Introduces key legislative milestones shaping modern acquisition #### Module 4: Building Successful Acquisition Teams - Defines characteristics of high-performing acquisition teams - Explores communication, leadership, and collaboration skills - Outlines team roles and decision-making frameworks - Provides strategies for aligning teams with project goals #### Module 5: Problem Solving Techniques - Introduces structured approaches to solving acquisition challenges - Discusses critical thinking and decision analysis models - Explores brainstorming and consensus-building techniques - Emphasizes root cause analysis and continuous improvement #### Module 6: Leadership - Highlights the role of leadership in the acquisition environment - Introduces leadership styles and their impact on teams - Explores ethical decision-making and accountability - Discusses strategies for motivating and influencing others #### Module 7: Introduction to the Federal Acquisition Process - Provides an overview of the acquisition life cycle - Identifies major phases from planning to closeout - Explains key decisions and documentation at each stage - Introduces acquisition planning and market research #### Module 8: Presolicitation Phase - Details tasks involved in defining requirements and market research - Explains development of acquisition strategies - Outlines pre-solicitation notices and approvals - Describes roles of program and contracting personnel #### Module 9: Solicitation and Award Phase - Explores methods of solicitation and evaluation criteria - Explains proposal review and competitive range determination - Details contract award procedures and documentation - Covers communications with offerors and protest considerations #### Module 10: Postaward Administration Phase - Covers contract performance monitoring and modifications - Explains invoicing, payments, and reporting requirements - Details contractor communication and issue resolution - Outlines contract closeout responsibilities #### Module 11: Special Contract Administration Matters - Examines contract modifications, terminations, and related clauses - Describes bond requirements and administration - Covers handling of claims and equitable adjustments - Outlines remedies for noncompliance and default #### Module 12: Standards of Conduct - Explores ethical responsibilities of acquisition professionals - Introduces conflict of interest regulations and reporting - Outlines gift acceptance policies and anti-corruption laws - Emphasizes integrity in government procurement #### Module 13: Acquisition Career Fields - Introduces career paths in acquisition, including contracting and program management - Explains required certifications and training programs - Details professional development resources and opportunities - Highlights competencies for long-term success in the acquisition workforce ## Schedule - Jul 27, 2026 – Jul 31, 2026 — Washington, DC - Oct 19, 2026 – Oct 23, 2026 — Washington, DC ## Instructors ### Anna Garcia-Durr — Instructor Ms. Garcia-Durr is a highly respected acquisition expert and retired U.S. Army officer with over 35 years of combined military and federal civilian service in logistics, contingency operations, and acquisition leadership. A former Contingency Contracting Officer, Anna brings operational insight from combat zones, austere environments, and disaster response operations directly into the training environment. She held senior leadership roles across the Department of State, Department of Homeland Security, and the Bureau of Alcohol, Tobacco, Firearms & Explosives—managing multi-billion dollar portfolios and overseeing mission-critical procurement in domestic and international settings. She is also a seasoned instructor and mentor, having trained hundreds of acquisition professionals, CORs, and program teams to exceed performance and compliance goals. She equips today’s acquisition professionals with the insight, precision, and mission-driven mindset needed to confidently lead and execute procurements in any acquisition environment. Anna holds a Juris Master in Corporate Compliance and Contracts and graduate certificates in Contract Management and Program/Project Management. Her certifications include Certified Federal Contract Manager (CFCM), DAWIA Level III (Contracting), and FAC-C / FAC-COR Level III. ### Jeff Hysen — Instructor Jeff Hysen has been with GSUSA since 2020, teaches numerous classes, and has received several awards for his work. Before joining Graduate School USA, Jeff was an Assistant Regional Counsel with the General Services Administration for 31 years. At GSUSA, Jeff served as the lead counsel on Ethics issues for the National Capital Region and worked on numerous projects across various fields. In addition to his work with GSUSA, Jeff is a podcast host and stand-up comedian. ### Melanie Dooley — Instructor Melanie Dooley is a seasoned expert in federal acquisition and contracting with more than three decades of experience spanning government, industry, and education. She has built a distinguished career as both a practitioner and educator, serving as a Vice President of Acquisition Policy for SAIC, a managing editor for the _Federal Contracts Report_ at Bloomberg BNA, and an instructor and curriculum developer for Graduate School USA. Her background includes deep knowledge of legislative and regulatory processes, the federal budget and appropriations cycle, and the intricacies of acquisition policy. She has also cultivated an exceptional ability to translate complex policy and contracting issues into practical guidance, having trained members of the defense and civilian acquisition workforce at all levels. In addition to her leadership roles, Melanie brings corporate strategy experience, extensive editorial expertise from her years in the trade press, and a strong record of shaping acquisition policy within a major defense contractor. She is a Certified Professional Contracts Manager (CPCM) and a Fellow of the National Contract Management Association, where she has held leadership roles including VP of Programs and Fellows Chair. With an MBA from Georgetown University and a reputation for clarity, rigor, and real-world insight, Melanie has become a trusted resource to federal professionals, corporate leaders, and students alike. ### Alan McCain — Curriculum Program Manager Alan McCain is a retired combat veteran who served as both an Air Force enlisted member and a Navy officer. He brings over 30 years of experience spanning federal and commercial budgeting, auditing, programming, operations, global logistics support, supply chain and inventory management, as well as major IT acquisition. He possesses extensive, hands-on budget and audit experience across Federal, State, and Local government operations, including work within the Executive Office of the President and the Departments of State, Defense, Homeland Security, Health and Human Services, Housing and Urban Development, and Education, as well as the Office of the Mayor of Washington, D.C., among others. Alan’s consulting background includes strategic planning and business development with the District of Columbia government, multiple federal agencies, Lockheed Martin, KPMG, and PricewaterhouseCoopers. He is a Certified Government/Defense Financial Manager (CGFM/DFM), holds a Teaching Certification from Harvard University’s Bok Center for Teaching and Learning, and earned an Executive MBA in International Business from The George Washington University. ## Pricing **Tuition:** $1650