book

Acquisition Management

Name: Acquisition Management
Author: R. M. Engelbeck
ISBN: 9781523096121

by R. M. Engelbeck

September 2001

Intermediate to advanced

442 pages

13h 39m

English

Berrett-Koehler Publishers

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Cover
Title Page
Copyright Page
Dedication
About the Author
Table of Contents
Preface
Acknowledgments
Chapter 1. Reform of the Federal Acquisition System
Characteristics of the Government MarketThe Federal Acquisition System: The Past 50 YearsThe Federal Acquisition System: Viewed from the Inside Looking OutThe Federal Acquisition System: Viewed from the Outside Looking InA Core Vision for the Federal Government in the 21st CenturyThe Implementing Acquisition VisionPerformance Standards: A Guide to Decisions and EvaluationCustomer SatisfactionMinimizing Administrative CostMaintaining the Public Trust and Managing RiskFulfillment of Public Policy ObjectivesThe Information RevolutionConclusion
Chapter 2. Introduction to the Federal Acquisition Process
The Acquisition ProcessThe Integrated Acquisition TeamThe Program Manager/Project ManagerThe Contracting OfficerOther Government Team MembersThe Contractor As Member of the Integrated Acquisition TeamDoD Implementation of the Integrated Acquisition Team ConceptCommunications ProtocolManaging Risks and OpportunitiesSources of RiskManaging RiskManaging OpportunitiesConclusion

Chapter 3. Acquisition Planning
Procurement Lead TimeAcquisition PlanningDetermining RequirementsMarket Research: Starting the Management of Risk and Opportunities ProcessGenesis of Market ResearchThe Market Research ProcessThe Make-or-Buy DecisionProprietary Information (Intellectual Property)Patent RightsRights in Technical Data and Computer SoftwareCooperative and Teaming AgreementsThe Acquisition PlanContents of Written Acquisition PlansPart One: Acquisition Background and ObjectivesPart Two: Plan of ActionConclusion
Chapter 4. The Solicitation
The Solicitation As Basis for Formal Contract AgreementThe Solicitation As Basis for the RFPThe Use of Sealed BiddingPreparing the Invitation for BidThe Two-Step Sealed Bid Procurement ProcessContracting by Competitive NegotiationPreparing the Request for ProposalThe Uniform Contract FormatOrganizational and Consultant Conflicts of InterestPre-Qualification of OfferorsPublicizing Contract ActionsTypes of Contract Pricing Arrangements (Contract Types)The Firm-Price Group of Pricing ArrangementsThe Cost-Reimbursement Group of Pricing ArrangementsSelecting the Type of Contract Pricing ArrangementContract Types for the 21st CenturyIndefinite-Delivery ContractsModular ContractingBasic Agreements, Basic Ordering Agreements, and Blanket Purchase AgreementsThe Federal Supply Schedule ProgramTime-and-Materials and Labor-Hour ContractsLetter ContractsConclusion
Chapter 5. Bid and Proposal Preparation
Market Research and Exchanges Prior to Receipt of SolicitationAddressing Ambiguities and Other Significant DiscrepanciesRisk Allocation and ManagementForming the Bid or Proposal TeamThe Bid/No-Bid DecisionPricing of the ProductBid Preparation under the Sealed Bidding MethodResponsivenessResponsibilityThe Purchase of Supplies and ServicesThe Two-Step Sealed Bidding MethodProposal Preparation under the Contracting by Negotiation MethodProposal Preparation InstructionsEstimating the Cost of the Proposed EffortForward Pricing Rate AgreementsThe Subcontract Estimating ProcessHow Much Cost or Pricing Data Is Enough?Proposal Review and SubmissionAlpha Contracting—Government and Supplier IntegrationOral PresentationsUnsolicited ProposalsConclusion
Chapter 6. Source Selection, Negotiations, and Contract Award
Contractor Qualifications: Part of the Process of Managing RiskDetermining the Contractor’s ResponsibilityDebarment ActionsSuspension ActionsCompetitive Sealed BiddingMistakes in Bids prior to AwardCancellation of Invitations for Bids after OpeningDiscussion of Bids prior to Contract AwardBid Opening and Contract AwardMistakes after AwardTwo-Step Sealed BiddingCompetitive Negotiated ProcurementsThe Tradeoff ProcessThe Lowest-Price Technically Acceptable OfferThe Source Selection ParticipantsThe Evaluation ProcessCost or Price EvaluationThe Evaluation Factors and SubfactorsTechnical EvaluationPast Performance As an Evaluation StandardCommunications Exchanges after Receipt of the ProposalEstablishing the Competitive RangeNotification to Unsuccessful OfferorsProposal AnalysisPrice AnalysisCost AnalysisCost Realism AnalysisTechnical AnalysisUnit PricesUnbalanced PricingSubcontracting Pricing ConsiderationsField Pricing AssistanceDeficient ProposalsMaking the Source Selection DecisionDiscussions and NegotiationsPre-Negotiation ObjectivesThe Negotiation ProcessNegotiations in the Federal GovernmentApproaches to NegotiatingContract AwardPost-Award DebriefingProtestsProtests to the Buying AgencyProtests to the GAOPre-Award ProtestsProtesting after Contract AwardThe Difficulty of Prevailing in a ProtestProtest CostsConclusion
Chapter 7. Contract Performance
The ContractContract Administration ServicesAuthority of Government PersonnelProtecting the Public InterestContract Audit ServicesPost-Award Orientation (Conference)What Does the Contract Say?Application of the Uniform Commercial CodePerformance MeasurementManaging Risks and OpportunitiesContract ChangesThe Doctrine of Constructive ChangeThe Configuration Management Process: Key to Contract Change ControlDelaysNegotiating Changes to Government ContractsContractor SurveillanceProduction Progress ReportingQuality AssuranceManaging SubcontractsInspection and AcceptancePost-Acceptance RightsContractor Accounting Systems and Internal Cost ControlsPricing Rate AgreementsTerminationsManagement of DisputesConclusion
Chapter 8. Contract Closeout
Conclusion
Index

Content preview from Acquisition Management

CHAPTER6

Source Selection, Negotiations, and Contract Award

The overarching goal of the Federal Acquisition System is to “deliver on a timely basis the best-value product or service to the customer, while maintaining the public’s trust and fulfilling public policy objectives.”¹ Attainment of this goal culminates with source selection and negotiations, which result in the award of the contract. Awarding a contract with the right source is a key factor in the user’s ability to fulfill its mission. During the acquisition process it has been the job of the acquisition team to provide qualified candidates, i.e., contractors that can provide the right quality of goods and services on time, at a reasonable price, and then to award a contract to the ...

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Acquisition Management

by R. M. Engelbeck

CHAPTER6

Source Selection, Negotiations, and Contract Award

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