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  3. CON 7200V

White graduation cap icon CON 7200V  Better Business Deals

Better Business Deals

This course is being piloted for direct registration via DAU Virtual Campus (CSOD). Click on "Apply for this training" button in the upper right-hand corner to register for an offering.

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.





DoD acquisition civilians and military equivalents with at least 2 years exercising an Unlimited Warrant 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.


  • This course is restricted to DoD acquisition workforce government civilian and military students only.
Additional Information:
  • 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.
  • 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.
  • The CLPs assigned to this learning activity may be used to meet professional certification and/or licensure requirements (PDUs/CPE credits).