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Title: Non-Competitive Contracting: Lessons from Contracting Personnel
Authors: Latika Hartmann
Josh Cissell
Rene Rendon
Keywords: Non Competitive Contracting
Contracting Personnel
Issue Date: 19-May-2021
Publisher: Acquisition Research Program
Citation: Published--Unlimited Distribution
Series/Report no.: Acquisition Management;SYM-AM-21-117
Abstract: In this paper, we survey a small group of Air Force contracting personnel to understand their views on contracting in sole-source environments. Our findings suggest Air Force contracting personnel in this setting know that sellers in non-competitive relationship have more leverage and power than the buyer. Indeed, 90% of respondents feel they operate at a negotiating disadvantage in sole-source contracts. Arming them with certified cost and pricing data does not improve leverage according to majority of them. Rather, they identify two constraints in their qualitative responses. First, the sole-source environment itself contributes to the problem. Second, many respondents feel they operate at an informational disadvantage compared to their private counterparts. This suggests specific training on their contracts would be more valuable than any general training on business acumen.
Description: Acquisition Management / Defense Acquisition Community Contributor
Appears in Collections:Annual Acquisition Research Symposium Proceedings & Presentations

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