Acronym Soup
This three-letter acronym is the government’s primary set of acquisition rules.
What is the FAR?
This is the point at which you are willing to walk away from a negotiation.
What is your walk-away position?
Getting multiple qualified suppliers to compete for an award generally strengthens this.
What is competition?
This is the document trail that explains why a sourcing or negotiation decision was made.
What is Purchase Order Award Documentation (POAD)?
“I need this supplier under contract by Friday.”
Who most likely said it?
Who is the Program Manager?
This acronym refers to the system used to check whether a company is eligible to do business with the federal government.
What is SAM?
This negotiation technique involves trading something of lower value to you for something of higher value.
What is a concession trade?
This sourcing approach may be appropriate when only one supplier is capable of meeting the requirement.
What is sole source?
This principle requires buyers to avoid situations where personal interests could influence business decisions.
What is conflict of interest?
“Can you send me the fully executed agreement and the funding documentation?”
Who is most likely asking?
Who is Finance / Accounting?
This four-letter acronym is associated with cybersecurity requirements for protecting controlled unclassified information.
What is CMMC?
A supplier quotes $500,000. You negotiate it down to $450,000. This percentage represents the savings from the original quote.
What is 10%?
This document is often sent to suppliers when you want pricing, delivery, and commercial information before making an award.
What is an RFQ?
Accepting expensive gifts from a supplier during an active competition could create this type of concern.
What is an ethics or conflict-of-interest concern?
“We need to revisit the technical requirements before we finalize the solicitation.”
Who most likely owns that conversation?
Who is Engineering / the Technical Team?
This acronym describes information that is not classified but still requires safeguarding or dissemination controls.
What is CUI?
This concept describes the best alternative available if the current negotiation fails.
What is BATNA?
When comparing suppliers, this factor may matter just as much as price if the requirement is mission critical.
What is past performance / supplier capability?
If a supplier is excluded or suspended from federal contracting, this should be checked before award.
What is SAM / exclusion status?
“I reviewed the language and recommend revising the limitation-of-liability provision.”
Who probably said it?
Who is Legal?
In government contracting, this acronym refers to data that may be certified when adequate price competition does not exist and certain thresholds are met.
What is certified cost or pricing data?
A supplier offers a lower price only if you extend the period of performance and guarantee volume. Before agreeing, the buyer should evaluate this—not just the discount.
What is the total business impact / total cost and risk?
A supplier has the lowest price but a history of poor delivery performance and quality escapes. This type of decision analysis looks beyond price alone.
What is best-value analysis?
This review may examine whether purchasing policies, practices, procedures, and files comply with government requirements.
What is a CPSR?
“I understand everyone wants this awarded today, but I still need the required approvals, pricing support, and documentation.”
Who said it?
Who is Procurement or Subcontracts? 😂