Date of Conferral
Doctor of Business Administration (D.B.A.)
Federal agencies spend over $400 billion annually on contracts for goods and services to support the mission and vision of their organizations. The purpose of this multiple case study was to determine what strategies federal government contract managers use to prepare effective contract proposals to help ensure business viability. The conceptual framework for this study was the objective theory of contracts. The population for this study was 9 federal contract managers employed by a contracting office located in Alabama, South Carolina, and Georgia. Data were collected from interviews, observation, and document review. Data were analyzed using a cross-case study to explore themes, similarities, and differences across cases. Data analyses revealed 4 key themes: market research, statement of work, independent government cost estimate, and price reasonableness. The findings from this study may help improve government procurement processes by identifying strategies used to prepare efficient contract proposals to increase competition among various contractors and reduce contract disputes. Results may be used by contracting officers and contracting industry to create positive social change by improving corporate social responsibility through accountability and transparent processes that could reduce protests and save taxpayer money.