CON1200 EXAM QUESTIONS AND
ANSWERS
What are the two types of contract modifications? - Answer-bilateral and unilateral
T/F: Overriding goal of a private sector-for-profit company is to maximize value of
company to shareholders. - Answer-True
T/F: Best way to win a contract award is to start the proposal process when the
solicitation is released. There is little value to be gained by starting before then. -
Answer-False
T/F: There are many barriers to entry for companies wanting to do business with the
Government. - Answer-True
Usually recovered as indirect costs on current and future Government contracts. -
Answer-Bid and proposal costs.
Business Pipeline - Answer-Process for measuring and enhancing business
development efforts
Which of the following statements about incumbent contractors is false? - Answer-If
incumbent contractor is performing satisfactorily, Government can issue a sole
source award to the incumbent.
Involves identifying, acquiring, and managing resources and suppliers that are
essential to the operations of a company. - Answer-Supplier Management
T/F: The more risk the company assumes, the more profit they expect to earn. -
Answer-True
What companies are included in the "Big 5"? - Answer-Lockheed Martin, Boeing,
Northrop Grumman, Raytheon, and General Dynamics
What is driving small business suppliers, "an engine of innovation," out of the
defense sector? - Answer-Uneven funding
Nontraditional Defense Contractor (NDC) - Answer-Firms of all sizes and types that
do not provide defense-specific goods or services
What is the DoD goal? - Answer-Fast delivery of cutting-edge innovation and new
technologies to keep its fighting forces equipped with the best weapon and support
systems available.
,The DoD Office of Small Business Programs (OSBP) - Answer-Helps small
businesses overcome barriers to entry and maximize opportunities for small
businesses to contribute to national security.
CMS - Answer-Contract Management Standard
Two domains of the CMS: - Answer-Domain A - Develop Solicitation
Domain B - Develop Offer
Pre-Award portion of the contract life cycle for industry is segmented into 3 phases,
although there is often overlapping between these phases: - Answer-Business
Development
Capture
Proposal Development
Core Competencies - Answer-Capabilities or advantages that a business may have
that distinguish it from competition.
Develop Solicitation - Answer-Buyer (Government agency) determines customer
requirements, then describes those requirements and other relevant
terms/conditions through a solicitation to the sellers.
What two competencies is Develop Solicitation made up of? - Answer-Plan
Solicitation and Request Offers
Develop Offer - Answer-Seller (industry) develops business practices/strategies in
response to solicitations, intending to win contract
What two competencies is the Pre-Award Phase and Develop Offer made up of? -
Answer-Plan Sales and Prepare Offer
The following are strategic questions that a company must answer for itself: -
Answer-- What business are we in?
- Who do we answer to?
- What differentiates us?
- What is our competency?
While ____ is about determining a corporate strategy, ____ is building the foundation
for opportunity assessment. - Answer-Market Intelligence; Market Research
Market Intelligence - Answer-Information about the market itself and is wider in
scope
OFPP - Answer-Office of Federal Procurement Policy
Overriding goal of a private sector company: - Answer-- Maximize company value to
shareholders
- Maximize profits or returns
- Minimize expenses
, Motivations for companies to seek government contracts: - Answer-- Market size
- Reliable revenue
- Mission outcome contribution
- Advantages for small, minority, veteran, women owned companies
Solutions identified by Government leaders to address the barriers: - Answer--
Engage suppliers early
- Simplify requirements
- Target programs for new/innovative suppliers
- Simplify and cost manage procurement process
- Invest in marketing and outreach to suppliers
What does transparency in business imply? - Answer-Openness, communication,
and accountability
Differing perspectives between Government and Industry when it comes to
transparency and access to information: - Answer-- Rules
- Risk
- Communication
- Competition
- Making the deal
- Opportunity
Teaming Agreements used in Conduct Procurements - Answer-Generally, only apply
to one solicitation or specific Government program, limiting parties' obligations to one
another.
Privity of Contract - Answer-Contract may not confer rights/impose obligations
except for specific parties that have formed contract
Strategic Alliances - Answer-Arrangement between two companies to undertake a
mutually beneficial project or achieve common business goals, while remaining
independent.
Companies form a ______ that can be established to cover multiple solicitations and
contracts. - Answer-Separate legal entity
Consortia - Answer-- Entities agreeing to participate under common rule set.
- Organized along focused, product-oriented portfolios commonly associated with
Other Transaction Agreements.
Mentor-Protégé - Answer-DoD contractors assist protégé companies to enhance
their capabilities and increase participation in Government and commercial contracts
DoD Mentor-Protégé Program - Answer-Assists small businesses (protégés) to
successfully compete for prime contracts and subcontract awards by partnering with
large companies (mentors) under individual, project-based agreements.
ANSWERS
What are the two types of contract modifications? - Answer-bilateral and unilateral
T/F: Overriding goal of a private sector-for-profit company is to maximize value of
company to shareholders. - Answer-True
T/F: Best way to win a contract award is to start the proposal process when the
solicitation is released. There is little value to be gained by starting before then. -
Answer-False
T/F: There are many barriers to entry for companies wanting to do business with the
Government. - Answer-True
Usually recovered as indirect costs on current and future Government contracts. -
Answer-Bid and proposal costs.
Business Pipeline - Answer-Process for measuring and enhancing business
development efforts
Which of the following statements about incumbent contractors is false? - Answer-If
incumbent contractor is performing satisfactorily, Government can issue a sole
source award to the incumbent.
Involves identifying, acquiring, and managing resources and suppliers that are
essential to the operations of a company. - Answer-Supplier Management
T/F: The more risk the company assumes, the more profit they expect to earn. -
Answer-True
What companies are included in the "Big 5"? - Answer-Lockheed Martin, Boeing,
Northrop Grumman, Raytheon, and General Dynamics
What is driving small business suppliers, "an engine of innovation," out of the
defense sector? - Answer-Uneven funding
Nontraditional Defense Contractor (NDC) - Answer-Firms of all sizes and types that
do not provide defense-specific goods or services
What is the DoD goal? - Answer-Fast delivery of cutting-edge innovation and new
technologies to keep its fighting forces equipped with the best weapon and support
systems available.
,The DoD Office of Small Business Programs (OSBP) - Answer-Helps small
businesses overcome barriers to entry and maximize opportunities for small
businesses to contribute to national security.
CMS - Answer-Contract Management Standard
Two domains of the CMS: - Answer-Domain A - Develop Solicitation
Domain B - Develop Offer
Pre-Award portion of the contract life cycle for industry is segmented into 3 phases,
although there is often overlapping between these phases: - Answer-Business
Development
Capture
Proposal Development
Core Competencies - Answer-Capabilities or advantages that a business may have
that distinguish it from competition.
Develop Solicitation - Answer-Buyer (Government agency) determines customer
requirements, then describes those requirements and other relevant
terms/conditions through a solicitation to the sellers.
What two competencies is Develop Solicitation made up of? - Answer-Plan
Solicitation and Request Offers
Develop Offer - Answer-Seller (industry) develops business practices/strategies in
response to solicitations, intending to win contract
What two competencies is the Pre-Award Phase and Develop Offer made up of? -
Answer-Plan Sales and Prepare Offer
The following are strategic questions that a company must answer for itself: -
Answer-- What business are we in?
- Who do we answer to?
- What differentiates us?
- What is our competency?
While ____ is about determining a corporate strategy, ____ is building the foundation
for opportunity assessment. - Answer-Market Intelligence; Market Research
Market Intelligence - Answer-Information about the market itself and is wider in
scope
OFPP - Answer-Office of Federal Procurement Policy
Overriding goal of a private sector company: - Answer-- Maximize company value to
shareholders
- Maximize profits or returns
- Minimize expenses
, Motivations for companies to seek government contracts: - Answer-- Market size
- Reliable revenue
- Mission outcome contribution
- Advantages for small, minority, veteran, women owned companies
Solutions identified by Government leaders to address the barriers: - Answer--
Engage suppliers early
- Simplify requirements
- Target programs for new/innovative suppliers
- Simplify and cost manage procurement process
- Invest in marketing and outreach to suppliers
What does transparency in business imply? - Answer-Openness, communication,
and accountability
Differing perspectives between Government and Industry when it comes to
transparency and access to information: - Answer-- Rules
- Risk
- Communication
- Competition
- Making the deal
- Opportunity
Teaming Agreements used in Conduct Procurements - Answer-Generally, only apply
to one solicitation or specific Government program, limiting parties' obligations to one
another.
Privity of Contract - Answer-Contract may not confer rights/impose obligations
except for specific parties that have formed contract
Strategic Alliances - Answer-Arrangement between two companies to undertake a
mutually beneficial project or achieve common business goals, while remaining
independent.
Companies form a ______ that can be established to cover multiple solicitations and
contracts. - Answer-Separate legal entity
Consortia - Answer-- Entities agreeing to participate under common rule set.
- Organized along focused, product-oriented portfolios commonly associated with
Other Transaction Agreements.
Mentor-Protégé - Answer-DoD contractors assist protégé companies to enhance
their capabilities and increase participation in Government and commercial contracts
DoD Mentor-Protégé Program - Answer-Assists small businesses (protégés) to
successfully compete for prime contracts and subcontract awards by partnering with
large companies (mentors) under individual, project-based agreements.
