CON 1200V - UNIT 3: UNDERSTANDING MARKETS AND
SUPPLIERS QUESTIONS AND ANSWERS A+ GRADED
Industry's motivation is fueled by by federal requirements and the needs of the
customer as identified through a well-defined business development, capture
management, and eventually, proposal management process. This process is
accomplished through business development called
Relationship selling
The Federal Acquisition Regulation (FAR) or Defense Federal Acquisition
Regulation Supplement (DFARS) apply to most federal agencies, and individual
organizations often have their own rules as well.
Common rules include:
* Size standards that vary by industry and determine whether or not a business qualifies
as small.
* Sourcing rules that prevent government contractors from manufacturing their own
materials.
* Legal requirements like the Buy American Act and the Trade Agreements Act.
* Limits to how much you can subcontract and who you can subcontract with.
* Minimum amounts for you to spend on work or materials for the contract.
________ helps the corporation focus on what they do best, and eventually, will
be known for.
Specialization
The overall life cycle of a contract has four key stages:
1. Strategic sales planning.
2. Pre-award including capture planning and award.
3. Post award including contract fulfillment and reporting; and
4. Contract completion and renewal.
During the _______ stage, companies must determine if opportunities match their
core competencies, and prepare their proposal and team to win the business.
pre-award
There are many factors to consider in order to win government contracts, such as
the ____________, _________, ___________, and _________.
type of contract, the length of contract, whether there is a set-aside for small business
or minority groups, and the geographic location.
In an effort to eliminate competitors, contracts will ________.
try to shape requirements tailored to their offerings.
The most skilled government contractors shape the requirements in the
____________ to raise their win probability. They influence the government to
customize _________ requirements to them, specifically, and seal the deal with
the perfect proposal.
solicitation, solicitation
From the perspective of the contractor, the steps to shape the requirements in a
solicitation are as follows:
SUPPLIERS QUESTIONS AND ANSWERS A+ GRADED
Industry's motivation is fueled by by federal requirements and the needs of the
customer as identified through a well-defined business development, capture
management, and eventually, proposal management process. This process is
accomplished through business development called
Relationship selling
The Federal Acquisition Regulation (FAR) or Defense Federal Acquisition
Regulation Supplement (DFARS) apply to most federal agencies, and individual
organizations often have their own rules as well.
Common rules include:
* Size standards that vary by industry and determine whether or not a business qualifies
as small.
* Sourcing rules that prevent government contractors from manufacturing their own
materials.
* Legal requirements like the Buy American Act and the Trade Agreements Act.
* Limits to how much you can subcontract and who you can subcontract with.
* Minimum amounts for you to spend on work or materials for the contract.
________ helps the corporation focus on what they do best, and eventually, will
be known for.
Specialization
The overall life cycle of a contract has four key stages:
1. Strategic sales planning.
2. Pre-award including capture planning and award.
3. Post award including contract fulfillment and reporting; and
4. Contract completion and renewal.
During the _______ stage, companies must determine if opportunities match their
core competencies, and prepare their proposal and team to win the business.
pre-award
There are many factors to consider in order to win government contracts, such as
the ____________, _________, ___________, and _________.
type of contract, the length of contract, whether there is a set-aside for small business
or minority groups, and the geographic location.
In an effort to eliminate competitors, contracts will ________.
try to shape requirements tailored to their offerings.
The most skilled government contractors shape the requirements in the
____________ to raise their win probability. They influence the government to
customize _________ requirements to them, specifically, and seal the deal with
the perfect proposal.
solicitation, solicitation
From the perspective of the contractor, the steps to shape the requirements in a
solicitation are as follows:
