How to Define Clear SOW/PWS Requirements to Improve Your Service Contracts

Join a recorded session with seasoned experts discussing a proven method to improve results on service contracts. Clearly defining your requirement is the most important step in any acquisition. No matter how large or small your acquisition, you will learn how to define clear, concise, and measureable results based requirements. Learn how to plan for, develop, and execute effective service contracts by applying proven processes and techniques structured around the free Acquisition Requirements Roadmap Tool (ARRT) Suite. Using the tools and techniques discussed in this session will enhance the quality of your requirements documents (SOW/PWS), decrease development time, and result in improvements in your service acquisitions.

As a result of this training, you will be able to:

  • Understand and apply a proven seven step process to improve your service acquisitions.
  • Apply a results driven step-by-step approach for developing your requirements document (SOW/PWS).
  • Identify components of the ARRT Suite of tools designed to help you obtain performance results from the RFP, through source selection, and post-award performance monitoring.


Philip E. Salmeri

Phil Salmeri CPCM, NCMA Fellow is a Consultant at M & M H Design, Inc. Mr. Salmeri has over 40 years of Government contracting experience with the Navy and the Air Force as a negotiator, contracting officer, branch head and a program manager in addition to commercial consulting support. Mr. Salmeri was an associate Professor for the College of Southern Maryland. He is the founder and first president of the Dahlgren Chapter of NCMA. He received the Meritorious Service Award in Scholarly Research from the South Eastern Consortium for Electrical Engineering Education (SCEEE). He is a recognized expert on Performance Based Services Acquisition and Best Value Procurement. He is the president and CEO of M & M H Design, Inc., Potomac Executive Suites, LLC, and PES HOMES, Inc. He is the author of Negotiations – Strategies, Tactics and Countermoves, Management Concepts’ Action Packs on Best Value Procurement, and Performance Work Statements. He assisted in the rewrite of the OMB guidebook for services acquisition. His latest efforts have been in support of DAU‘s SAW (Service Acquisition Workshops). He was the Subject Matter Expert (SME) for the development of DAU’s Service Acquisition Mall (SAM), a website that facilitates performance based services acquisitions. He was the SME for the development of the automated tool, Acquisition Requirements Roadmap Tool (ARRT), a computer based tool which produces a template for a PWS, PRS and a QASP. He is presently developing for DAU a Source Selection Criteria tool, a Performance Assessment tool and an Independent Cost Estimating tool which will be tied to the ARRT.

Lyle Eesley

Lyle Eesley is a Senior Consultant with Reed Integration, Inc. A Professor, management consultant/trainer with over 30 years of acquisition and leadership experience. Former Director of the Learning Center of Excellence for Services Acquisition at the Defense Acquisition University (DAU). Wrote the “DOD Guidebook for the Acquisition of Services” incorporating a comprehensive seven-step process. Pioneered the development and launch of new DAU courses and innovative user tools focused on improving the acquisition of services. Director of Contracting for three Air Force Major Commands, Competitive outsourcing experience: Built dramatically new and comprehensive business strategy to support $2.5 Billion competitive outsourcing program. Held an unlimited warrant as a Contracting officer. Served as National Director on the Board of Directors for the National Contract Management Association and has authored several articles for Contract Magazine on service acquisition.

Matt Wilson

Matt Wilson is a Group Vice President/Director at SimVentions. He is the lead architect, original developer, and Program Manager of the Acquisition Requirements Roadmap Tool (ARRT) Suite and the DAU Service Acquisition Mall ( Mr. Wilson has helped lead the charge to develop this game-changing resource by working closely with recognized leaders in the acquisition community from the academic to the contracts practitioner informed by his considerable experience in private industry responding to a wide variety of government requirements. Mr. Wilson is the Group Vice President for Tools and Technology. He has over 20 years of experience as a project manager, software developer, and systems engineer. He has conceived of, designed, developed, and led many software projects for the US Government and has participated on a variety of technology-centric international standards bodies. Mr. Wilson currently supports various US Government customers in the area of program management, technical leadership, software development, systems engineering, and technical analysis. Mr. Wilson leads teams of interdisciplinary professionals to achieve the system objectives establishing effective tools for real-world use. Author of many papers and publications on Human Systems Integration and tools and holds a degree Computer Science and Mathematics.

Continuing Education Credits

1.75 CLE/ 0.175 CEU/ 2.0 CPE credit may be earned for this course. This course is recommended for 2.0 CLP credits.

This course has been approved for CLE in CA, PA, VA and TX. Because this activity has been approved in another CLE jurisdiction, you may also receive credit for participation in AK, AZ, AR, CO, FL, HI, IL, ME, MT, NJ, NY, ND, and WI (additional state requirements may apply). If you are seeking CLE credits for a jurisdiction other than the ones listed above, please contact us for additional information.

This course can be submitted to Project Management Institute (PMI) for PDU. Upon their approval, it may be worth 1.75 PDU credits.

Upcoming Seminars

Webinars & Virtual Classess