Pricing & Negotiating Commercial Item Contracts with John Robinson

November 08, 2018
7:30 AM - 4:00 PM
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Courtyard by Marriott Richland Columbia Point
480 Columbia Point Dr
Richland, WA 99352
Venue website

Topic Summary
Pricing & Negotiating Commercial Item Contracts, an accelerated, comprehensive one-day course will provide hands-on experience in how commercial item contracts are priced and negotiated. Participants will work in buyer and seller teams (either government-to-industry or business-to-business perspectives) to perform the following tasks:

  • Analyze a request for proposal (RFP) for a portfolio of commercial items/services
  • Apply the requirements of FAR Part 12, as applicable
  • Identify specific performance and cost risks
  • Consider value-based pricing
  • Use price analysis techniques to develop a proposal
  • Negotiate specific terms and conditions


Course Outline

  • Assessing Commercial RFPs and Pricing Risk
  • Conducting Initial Buyer-Seller Discussions
  • Analyzing Commercial Prices and Preparing Proposals

Each attendee will earn 7 continuing education hours by attending this full-day seminar.

To register, complete the attached Registration form and send it, along with your payment, to Briana Yi at [email protected] 

Registration Fees
Advance (By 10/25/2018)
Member Price: $185
Non-Member Price: $285
New Member Price: $335 ($150 membership payable to NCMA/NES registration-separate payments only)

Regular (After 10/25/2018)
Member Price: $200
Non-Member Price: $300
New Member Price: $350 ($150 membership payable to NCMA/NES registration-separate payments only)

About the Speaker
John Robinson is the Director of Supply Chain Management at CH2M HILL Plateau Remediation Company. His organization of highly skilled professionals manage in excess of $150M in annual procurement volume that includes areas of procurement planning, material management, purchasing card program, and contracts and purchase orders. Mr. Robinson is responsible for integrating the supply chain to meet user needs and provide value to the CHPRC project and government client. His organization ensures that every good or service acquired meets applicable technical, quality, and process standards. 

Prior to assuming his current position, he was the Acquisition Planning & Strategy Program Manager at CHPRC. One of his many responsibilities included performing the company’s advanced acquisition planning to ensure project delivery by migrating baseline project plans and execution schedules to into a definitive streamlined acquisition planning  process that emphasize best commercial practices while maintaining safety and quality performance.

Mr. Robinson earned his M.B.A. degree from Nova Southeastern University and a Bachelor’s of Science degree in Business Administration from California State Polytechnic University, Pomona. 

John holds current certifications with the Project Management Institute as a Project Management Professional (PMP) and the National Contract Management Association as a Certified Professional Contracts Manager (CPCM), a Certified Commercial Contracts Manager (CCCM), and a Certified Federal Contacts Manager (CFCM).

Before joining CHPRC, Mr. Robinson was the Procurement Services Manager for Washington River Protection Solutions, LLC where he was responsible for the entire supply chain process and was known for implementing a number of process improvements and strategic sourcing initiatives.  He has fulfilled various roles within CH2M HILL, Fluor, Battelle, and a major software firm as both an individual contributor and manager.  Mr. Robinson has performed procurement, contract management, and proposal activities for private, public and not-for-profit entities that served state and local governments, U.S. government, and retail/industrial/commercial business sectors.

NCMA Columbia Basin Chapter is supporting Kids Konnection Program through December 2018.  Kids Konnection is a program for kids who have close family members who are going through cancer treatment.  The goal of the program is to reduce the stress to children and parents during and after a diagnosis and to create a fun, safe environment for children to ask questions and learn more about cancer.


$185.00 Early Member Price

$200.00 Regular Member Price

$285.00 Non-Member Early Price

$300.00 Regular Non-Member Price

$300.00 Early New Member Price

$350.00 Early New Member Price

$108.94 Board Member Price