A Case Study to Identify the Variables Necessary to Win Government Contracts in the Defense Industry

Although defense contractors spend millions preparing proposals in bids to win U.S. government contracts, these bids often are unsuccessful. Business professional may stop investing if success is not achieved, thus reducing the development of new products and services. The purpose of this study was to identify the variables that successful contractors deemed important in winning government contracts in the defense industry. The theoretical foundation of the study was based upon research examining strategies and techniques used in governmental relationships by Parrish and others. The research question contrasted two models of key business, cost, technical, process and other approaches that the contractors used in winning government contracts in the defense industry. Yin's mixed methods case study research design was employed to collect and analyze data from the in-depth interviews of 16 participants selected through a probabilistic random sampling of known defense contractors. The analytic procedures used to contrast models included ANOVA and post hoc tests for paired observations. No significant differences were observed across the dimensions of the models. Key results included the validation of core factors deemed important in winning government defense contracts and influencing business decisions. The implication for positive social changes is that joint investments by government and defense contractors will lead to the development of technologically innovative products and services. Contractors who win government contracts will continue to invest in the defense industry and will ensure that the United States continues to be a leader in defense technology and strategies.