Course Summary
Credit Type:
Organization's ID:
ACQ 315
4.5 days (38 hours)
Dates Offered:
Credit Recommendation & Competencies
Level Credits (SH) Subject
Lower-Division Baccalaureate 3 Business Administration, Management or Contract Management


The course objective is to provide a wide range of business acumen competencies including industry orientation, organization, cost and financial planning, business strategy/development, supplier management, incentives, and negotiating strategies. Business skills will be learned on aligning company strategies, finances, and operations that motivate company decisions to meet their business goals, gain fair and reasonable profits, while providing best taxpayer value to the government on defense products.

Learning Outcomes:

  • Explain how the scope and diversity of the current industry landscape influences companies' methods of competing for defense contracts
  • Describe how a company's organization supports and adapts to its business strategy
  • Explain cost accounting basics defense companies use to manage direct costs, indirect costs, and rates for proposals and program execution
  • Identify and assess company management challenges in optimizing prime/sub-contractor relationships and decisions in its supply chain
  • Assess opportunities and constraints companies weigh in prioritizing market opportunities, B&P resourcing, teaming, and strategy
  • Evaluate a company capture planning bid/no-bid decision process and an RFP response from the proposal development process
  • Given a scenario or exercise, students will be able to develop a negotiation strategy (from a defense industry perspective) employing business acumen tools that promote a fair profit and better taxpayer deal
  • Given a company financial situation and market segment, students will evaluate the company's annual decisions to 'meet the numbers.'
  • Evaluate the importance of financial liquidity, profitability, and finance leverage to industry performance and financial health
  • Describe the importance of defense company cost estimating requirements, methods, and key process elements
  • Given a scenario, apply strategies that DoD acquisition staff and defense companies use to incentivize their workforce at various levels

General Topics:

  • How industry organizes, industry execute financial planning, how industry develops business strategies, how industry manages their suppliers, incentives, and their negotiating strategies
Instruction & Assessment

Instructional Strategies:

  • Audio Visual Materials
  • Case Studies
  • Classroom Exercise
  • Discussion
  • Learner Presentations
  • Lectures
  • Practical Exercises

Methods of Assessment:

  • Case Studies
  • Examinations
  • Performance Rubrics (Checklists)
  • Presentations
  • Quizzes
  • Written Papers

Minimum Passing Score:

Supplemental Materials