BOOK REVIEW: GOVERNMENT CONTRACT
NEGOTIATIONS--A PRACTICAL GUIDE
FOR SMALL BUSINESSES

By David C. Moore

Published by John Wiley & Sons, Inc., 265 pages, $65.00

Review by Alexander A.H. Bohtling, CPA, retired from Deloitte & Touche LLP

As this book points out, there are numerous rules and regulations that have to be followed in the procedure of obtaining government contracts. This book provides a guide in the matter of obtaining government contracts.

This book is authored by David G. Moore, a retired supervisory contracting specialist and contracting officer for the U.S. Forest Service, who, in his 31 years of government service, has held other government contracting positions.

There are seven parts to this book--general information, the government solicitation, your proposal in response to the government's solicitation, government evaluation of your proposal, administrative actions you can take, another method of negotiation, and a final word.

Most parts of the book are subdivided into chapters, some of which are titled--the system; dealing with authorized and unauthorized government buyers; solicitation/contract form; descriptions/specifications/work statement; contract clauses; representations, certifications, and other statements of offerers and quoters; evaluation factors for award; your proposal; the evaluation process; discussions with officers; contract award--your final goal; and protest.

The very numerous requirements for government contracts are spelled out in substantial detail and advice is given as to compliance with such requirements and regulations.

In your reviewer's opinion, this book provides very useful guidance to both smaller and larger companies planning to perform contractual work for the
government. *