Plan Sales and Prepare Offer

Question 1

Plan Sales is categorized with four job tasks in the DoD Contracting Competency Model:

Answer 1

1. Conduct pre-sales activities
2. Evaluate solicitation
3. Conduct offer/no-offer anlalysis
4. Finalize sales plan

Question 2

An SF 1449 will shall used if:

Answer 2

1. the acq is expected to exceed the SAT (also encouraged for commercial acq not exceeding SAT)
2. A paper solicitation or contract is being issued
3. Procedures at FAR 12.603 are not being used (combined synopsis / solicitation) (can still use SF 1449 for contract award though, not solicitation)

Question 3

To ensure consistency in solicitations and contracts, the FAR calls for the use of a _____________ to the maximum practicable extent:

Answer 3

Uniform Contract Format (UCF)

Question 4

UCF

Answer 4

Section A: Solicitation/Contract Form
Section B: Supplies or Services and Prices/Costs
Section C: Descriptions/Specifications/Statement of Work
Section D: Packaging and Marking
Section E: Inspection and Acceptance
Section F: Deliveries or Performance
Section G: Contract Administration Data
Section H: Special Contract Requirements
Section I: Contract Clauses
Section J: List of Attachments
Section K: Representations, Certifications, and Other Statements of Offerors or Respondents
Section L: Instructions, Conditions, and Notices to Offerors or Respondents
Section M: Evaluation Factors for Award

Question 5

Three levels of competition:

Answer 5

1. Full and Open Competition (FAR subpart 6.1)
2. Full and Open Competition After Exclusion of Sources (FAR subpart 6.2)
3. Other than Full and Open Competition (FAR subpart 6.3)

Question 6

“Buying-in”

Answer 6

when contractors submits offers below anticipated costs, expecting to:

• increase the contract amount after award (e.g., through unnecessary or excessively priced change orders); or
• receive follow-on contracts at artificially high prices to recover losses incurred on the buy-in contract

Question 7

Contractor Team Arrangements:

Answer 7

Contractors team with each other for various reasons, such as neither contractor has the capability to perform the entire proposed contract, but together they do:

• two or more companies perform a partnership or joint venture to act as a potential prime contractor; or
• a potential prime contractor agrees with one or more other companies to have them act as its subcontractors under a specific GVT contract or acq program

Question 8

Why might the GVT agree to Contractor Team Arrangements?

Answer 8

• the contractors complement each other’s unique capabilities; and
• offer the GVT the best combination of performance, cost, and delivery for the system or product being acquired

Question 9

In order to determine if a contractor is responsible, FAR 9.104-1 lists seven standards a contractor must meet:

Answer 9

1. have adequate financial resources to perform the contract, or the ability to obtain them
2. Be able to comply with the required or proposed delivery or performance schedule, taking into consideration all existing commercial and governmental business commitments;
3. Have a satisfactory performance record (see FAR 9.104-3 (b) and FAR subpart 42.15); A prospective contractor shall not be determined responsible or nonresponsible solely on the basis of a lack of relevant performance history, except as provided in 9.104-2;
4. Have a satisfactory record of integrity and business ethics (for example, see FAR subpart 42.15).
5. Have the necessary organization, experience, accounting and operational controls, and technical skills, or the ability to obtain them (including, as appropriate, such elements as production control procedures, property control systems, quality assurance measures, and safety programs applicable to materials to be produced or services to be performed by the prospective contractor and subcontractors). (See 9.104-3(a).)
6. Have the necessary production, construction, and technical equipment and facilities, or the ability to obtain them (see 9.104-3(a)); and
7. Be otherwise qualified and eligible to receive an award under applicable laws and regulations (see also inverted domestic corporation prohibition at 9.108).

Question 10

FAR Part 31, Contract Cost Principles:

Answer 10

Allowable, Allocable, and Reasonable

Question 11

Allowable Costs

Answer 11

A cost is allowable only when the cost complies with all of the following requirements:

• reasonableness
• allocability
• standards promulgated by the CAS boar, if applicable
• terms of the contract
• any limitations set forth in this subpart (31.201-2)

Question 12

Reasonable Costs

Answer 12

A cost is reasonable if, in its nature and amount, it does not exceed that which would be incurred by a prudent person in the conduct of competitive business