5 steps to brand acquisition analysis.docx

7/27/2019 5 Steps to Brand Acquisition Analysis.docx

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5 Steps to Brand Acquisition Analysis

When a company acquire [or purchases] a brand from another company, it can beas simple as the transfer of the name, or it can be a more comprehensive transfer of

all the factories and personnel who manufacture products under that brand name.More frequently, the acquisition covers the entire corporate division that operatesunder the brand name. The analyses needed to review a brand name are relativelysimple from thefinancialperspective, though somewhat more involved from thelegal side, because one must conduct research to ensure that there is a clear title tothe trademark, as well as ascertain the extent of possible infringements on the

brand name and the extent and recent history of litigation needed to support thebrand.

In an acquisition or merger process, a controller is not only called for purely

financial and or accountinganalysis[i.e. Profitability,Assetand liabilitiesanalysis], but he/she is called for anything-analyses to make sure the acquisitionwill create sufficient ROI level for the company in the current and future time,including risk and legal analysis. Brand is an intangible asset. Sure it is a must itemto be analyze, and a controller expected to be able to provide and deliver brandanalysis to the management [of the acquirer]. The primary analyses are consistedof at least 5 steps which are briefly listed and discussed below. At the bottom ofthis post, you will find example ofanalysis report for brand acquisition. Followon

Step-1. Determine The Amount Of Annual Trademark Fees

This is a very minor item, but can grow to considerable proportions if thetrademark is being maintained worldwide, which requires filings and maintenancefees in a multitude of jurisdictions.

Step-2.Determine Clear Title To The Brand Name

This is not just a matter of paying for a small amount of research by a legal firm todetermine the existence of any countervailing trademarks, but also requires asearch in multiple jurisdictions if the buying company wants to expand the brand toother countries.
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Step-3. Ascertain The Amount Of Any CurrentCashInflows From The Brand Name

This is a very difficult item to determine, because very few companies establish a

brand name and then charge licensing fees for the use of it. A more commonapproach by far is to build all products sold under the brand name, so that there istighter control over quality. However, it is nearly impossible to determine theincremental cash inflow that is specifically due to the brand name itself and not

just product sales. The two best analysis options here are to either measure just thatportion of sales that are specifically due to licensing agreements (and thereforeeasily traceable) or to measure the incremental difference in cash flows from all

products under the brand name, in comparison to those of the industry average orspecific competitors.

Step-4. Note TheAmount Of Any Legal Fees NeededTo Stop Encroachment

A quality brand frequently attracts a number of companies, either in the country orabroad, that build inexpensive knockoffs and illegally sell them for vastly reduced

prices. Given the reduced quality and prices, the net impact of these fake goods isto cheapen the brands image. Consequently, constant legal pursuit of thesecompanies is the only way to keep knockoff products off the market. The

controller should estimate the cost of current lawsuits, roughly estimated byreviewing all current lawsuits that are public record, or by asking the targetcompany. If the acquiring company wants to maintain the brand image, it must bewilling to continue to use legal alternatives, so the current legal cost can be used asa reasonable benchmark of future costs as well.

Step-5. Note AnyChallenges To Use Of The Brand Name

Yet another legal issue is that there may be lawsuits pending that claim thetrademark of another person or corporation supersedes the one about to bepurchased. If so, a search of all open lawsuits should reveal this information. Onceagain, if the company contemplates worldwide usage of the brand name, then amuch more extensive search for competing trademarks in other locations isnecessary. If there are cases in which someone else has filed for the right to use the
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brand name in another country, then the controller should calculate the estimatedcost of acquiring the rights to that name.

Analysis Report forBrand Acquisition

From the above 5 steps, clearly, there is little in the way of financial analysis and agreat deal of legal analysis required before purchasing a brand name. Nonetheless,the controller must be involved, because of the cost of the legal searches. In belowexhibit, I itemize the financial analysis associated with a brand name acquisitionthat you should expect to issue to management.

Note: A competing trademark has already been filed by company XYZ in allcountries of the European Community and Japan. The cost required to purchasethis trademark is included in the analysis.

Because virtually all of the costs associated with the acquisition [purchase] of abrand name involve the legal department, the controller can expect to work closelywith this group in determining the costs of each line item noted above.

Top 5 Lead Generation Tactics

For Professional Services Firms

By Randy Shattuck, CEO

Fear is a huge motivator in decision-making. As much as we all want to believethat it is a positive desire for growth which shapes lead generation tactic selection,our experience suggests that fear of failure is probably as strong or stronger a
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motivator. There is nothing worse, in a tough economy, than spending money onmarketing campaigns that do not produce the desired results.

At The Shattuck Group, we believe two types of fear substantially shape theselection of lead generation tactics among professional services (PS) executivestoday: fear of the new and fear of missing the boat.

Fear of the new is based on the notion that certain tried and true tactics havealways generated leads and always will. Expending resources on new tactics could

be a huge waste of time and money. Fear of missing the boat is based on the notionthat if its new and the marketing gurus are touting it it must be worth a try

because new tactics could generate more and better leads than those stale oldtactics.

Both of these fears are fallacies. Some relatively new tactics are generating greatnew leads for a majority of PS firms and should be in your lead generation plans.But other new tactics have a spotty reputation and should probably occupy only asmall portion of your lead generation budget and resources. So which is which?

The Research

At The Shattuck Group we believe that market research is one of the very bestways to learn whats working in lead generation. Starting in late 2008 and throughearly 2010, we conducted surveys with more than 350 PS leaders. By industry,

these executives came from companies in:

Information technology consulting Business consulting CPA firms Software as a service Engineering Construction Architecture Law Financial services Real estate R consulting Marketing, PR, and advertising Training, coaching, and executive education

By employee count, these executives came from companies with:


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1-10 10-25 25-50 50-100 100-500 500+

By revenue, these executives came from companies with:

1-5 million 5-8 million 8-12 million 12-20 million 20-50 million

50-100 million 100+ million

Out of these surveys we uncovered many important findings. Probably the mostsignificant finding was that PS executives definitely preferred certain tactics formarketing and lead generation and did not prefer othersby a substantial margin.

The Top Five Preferred Tactics

The top five preferred marketing tactics that PS executives identified include :

1. Email marketing - 77.9%2. Thought leadership - 72.1%3. Public speaking - 66.2%4. Search engine marketing - 65.6%5. Webinars - 58%

What does this tell us? These tactics work. These are the tried and true tactics thatPS leaders prefer to help them grow, even through the recession. In fact, nearly50% of the firms we polled told us that their top line revenue actually grew in

2009, in the heart of the recession.

Other Tactics

PS executives also identified other tactics that they plan to use. But they did notprefer these other tactics and by a large margin.


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Social media networks - 42.1% Online video / podcasts - 41.9% Telemarketing - 33.8% Blogging - 31.7% Direct mail - 30.8% Trade ads - 26.7% Print newsletters - 13.5%

Defining The Top Five Preferred Tactics

Email marketing this includes both email campaigns that organizations mightproduce and send on their own and sponsorship of third-party email products.Campaign examples include e-newsletters, e-blasts, e-announcements, and e-sponsorships where an organization buys either a graphical or text-based

advertisement in a third-partys e-newsletter.

Thought leadershipthis includes original research, article writing, white papers,and book publishing. This white paper is in fact an example of this type ofcampaign.

Public speaking this includes principals or other senior executives at PS firmsbeing featured speakers at conferences, seminars, workshops, and the like. Anexample of this type of campaign is a keynote speaker at an associations nationalmeeting.

Search engine marketingthis includes keyword search optimization, AdWords,pay-per-click, pay-for-placement, and other CPM models. Examples of keywordsearch optimization include website builders selecting specific phrases andrepeating them throughout their web pages hoping that search spiders willcatalog them and feed their web pages to search engine users who type in those

phrases. Examples of AdWords and pay-for-placement include specificadvertisements or listings that pop up when a search engine user types in a specific

phrase.

Webinarsthis includes webinars that PS firms host through their own companyand through third-party organizations such as strategic partners, associations, trade

press, and the like.

Lessons Learned


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What should we take away from this research? What lessons can we learn? Webelieve it is wise to put the majority of your lead generation resources into tacticswith a demonstrated history of success. Its fine to experiment with other tacticstoo. But dont bet your growth on these. Focus on what works and you ll haveoutstanding results.

ubpart 6.3Other Than Full and Open Competition

6.300 Scope of subpart.

This subpart prescribes policies and procedures, and identifies the statutoryauthorities, for contracting without providing for full and open competition.

6.301 Policy.

(a)41 U.S.C. 253(c)and10 U.S.C. 2304(c)each authorize, under certainconditions, contracting without providing for full and open competition. The

Department of Defense, Coast Guard, and National Aeronautics and SpaceAdministration are subject to10 U.S.C. 2304(c). Other executive agencies aresubject to41 U.S.C. 253(c). Contracting without providing for full and opencompetition or full and open competition after exclusion of sources is a violation ofstatute, unless permitted by one of the exceptions in6.302.

(b) Each contract awarded without providing for full and open competition shallcontain a reference to the specific authority under which it was so awarded.Contracting officers shall use the U.S. Code citation applicable to their agency(see6.302).

(c) Contracting without providing for full and open competition shall not bejustified on the basis of(1) A lack of advance planning by the requiring activity; or(2) Concerns related to the amount of funds available (e.g., funds will expire)

to the agency or activity for the acquisition of supplies or services.(d) When not providing for full and open competition, the contracting officer

shall solicit offers from as many potential sources as is practicable under thecircumstances.

(e) For contracts under this subpart, the contracting officer shall use thecontracting procedures prescribed in6.102(a) or (b), if appropriate, or any other

procedures authorized by this regulation.

6.302 Circumstances permitting other than full and open competition.

The following statutory authorities (including applications and limitations)permit contracting without providing for full and open competition. Requirementsfor justifications to support the use of these authorities are in6.303.
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6.302-1 Only one responsible source and no other supplies or services will

satisfy agency requirements.

(a) Authority.(1) Citations:10 U.S.C. 2304(c)(1)or41 U.S.C. 253(c)(1).(2) When the supplies or services required by the agency are available from

only one responsible source, or, for DoD, NASA, and the Coast Guard, from onlyone or a limited number of responsible sources, and no other type of supplies orservices will satisfy agency requirements, full and open competition need not be

provided for.(i) Supplies or services may be considered to be available from only one

source if the source has submitted an unsolicited research proposal that(A) Demonstrates a unique and innovative concept (see definition

at2.101), or, demonstrates a unique capability of the source to provide theparticular research services proposed;

(B) Offers a concept or services not otherwise available to theGovernment; and

(C) Does not resemble the substance of a pending competitive acquisition.(See10 U.S.C. 2304(d)(1)(A)and41 U.S.C. 253(d)(1)(A).)

(ii) Supplies may be deemed to be available only from the original source inthe case of a follow-on contract for the continued development or production of amajor system or highly specialized equipment, including major componentsthereof, when it is likely that award to any other source would result in

(A) Substantial duplication of cost to the Government that is not expectedto be recovered through competition; or

(B) Unacceptable delays in fulfilling the agencys requirements.(See10 U.S.C. 2304(d)(1)(B)or41 U.S.C. 253 (d)(1)(B).)

(iii) For DoD, NASA, and the Coast Guard, services may be deemed to beavailable only from the original source in the case of follow-on contracts for thecontinued provision of highly specialized services when it is likely that award toany other source would result in

(A) Substantial duplication of cost to the Government that is not expectedto be recovered through competition; or

(B) Unacceptable delays in fulfilling the agencys requirements.

(See10 U.S.C. 2304(d)(1)(B).)(b)Application. This authority shall be used, if appropriate, in preference to the

authority in6.302-7; it shall not be used when any of the other circumstances isapplicable. Use of this authority may be appropriate in situations such as thefollowing (these examples are not intended to be all inclusive and do not constituteauthority in and of themselves):
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(1) When there is a reasonable basis to conclude that the agencys minimumneeds can only be satisfied by

(i) Unique supplies or services available from only one source or only onesupplier with unique capabilities; or

(ii) For DoD, NASA, and the Coast Guard, unique supplies or servicesavailable from only one or a limited number of sources or from only one or alimited number of suppliers with unique capabilities.

(2) The existence of limited rights in data, patent rights, copyrights, or secretprocesses; the control of basic raw material; or similar circumstances, make thesupplies and services available from only one source (however, the mere existenceof such rights or circumstances does not in and of itself justify the use of theseauthorities) (seePart 27).

(3) When acquiring utility services (see41.101), circumstances may dictatethat only one supplier can furnish the service (see41.202); or when the

contemplated contract is for construction of a part of a utility system and the utilitycompany itself is the only source available to work on the system.

(4) When the agency head has determined in accordance with the agencysstandardization program that only specified makes and models of technicalequipment and parts will satisfy the agencys needs for additional units orreplacement items, and only one source is available.

(c)Application for brand name descriptions. An acquisition that uses a brandname description or other purchase description to specify a particular brand name,

product, or feature of a product, peculiar to one manufacturer does not provide forfull and open competition regardless of the number of sources solicited. It shall be

justified and approved in accordance with FAR6.303and6.304. The justificationshould indicate that the use of such descriptions in the acquisition is essential to theGovernments requirements, thereby precluding consideration of a productmanufactured by another company. See5.102(a)(6) for the requirement to post the

brand name justification. (Brand-name or equal descriptions, and other purchasedescriptions that permit prospective contractors to offer products other than thosespecifically referenced by brand name, provide for full and open competition anddo not require justifications and approvals to support their use.)

(d) Limitations.

(1) Contracts awarded using this authority shall be supported by the writtenjustifications and approvals described in6.303and6.304.

(2) For contracts awarded using this authority, the notices requiredby5.201shall have been published and any bids, proposals, quotations, orcapability statements must have been considered.

6.302-2 Unusual and compelling urgency.
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(a) Authority.(1) Citations:10 U.S.C. 2304(c)(2)or41 U.S.C. 253(c)(2).(2) When the agencys need for the supplies or services is of such an unusual

and compelling urgency that the Government would be seriously injured unless theagency is permitted to limit the number of sources from which it solicits bids or

proposals, full and open competition need not be provided for.(b)Application. This authority applies in those situations where

(1) An unusual and compelling urgency precludes full and open competition;and

(2) Delay in award of a contract would result in serious injury, financial orother, to the Government.

(c) Limitations.(1) Contracts awarded using this authority shall be supported by the written

justifications and approvals described in6.303and6.304. These justifications may

be made and approved after contract award when preparation and approval prior toaward would unreasonably delay the acquisition.

(2) This statutory authority requires that agencies shall request offers from asmany potential sources as is practicable under the circumstances.

(d) Period of Performance.(1) The total period of performance of a contract awarded using this

authority(i) May not exceed the time necessary

(A) To meet the unusual and compelling requirements of the work to beperformed under the contract; and

(B) For the agency to enter into another contract for the required goodsand services through the use of competitive procedures; and

(ii) May not exceed one year unless the head of the agency entering into thecontract determines that exceptional circumstances apply.

(2) The requirements in paragraph (d)(1) of this section shall apply to anycontract in an amount greater than the simplified acquisition threshold.

(3) The determination of exceptional circumstances is in addition to theapproval of the justification in6.304.

(4) The determination may be made after contract award when making the

determination prior to award would unreasonably delay the acquisition.

6.302-3 Industrial mobilization; engineering, developmental, or research

capability; or expert services.

(a) Authority.(1) Citations:10 U.S.C. 2304(c)(3)or41 U.S.C. 253(c)(3).
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(2) Full and open competition need not be provided for when it is necessary toaward the contract to a particular source or sources in order

(i) To maintain a facility, producer, manufacturer, or other supplier availablefor furnishing supplies or services in case of a national emergency or to achieveindustrial mobilization;

(ii) To establish or maintain an essential engineering, research, ordevelopment capability to be provided by an educational or other nonprofitinstitution or a federally funded research and development center; or

(iii) To acquire the services of an expert or neutral person for any current oranticipated litigation or dispute.

(b) Application.(1) Use of the authority in paragraph (a)(2)(i) of this subsection may be

appropriate when it is necessary to(i) Keep vital facilities or suppliers in business or make them available in the

event of a national emergency;(ii) Train a selected supplier in the furnishing of critical supplies or services;

prevent the loss of a suppliers ability and employees skills; or maintain activeengineering, research, or development work;

(iii) Maintain properly balanced sources of supply for meeting therequirements of acquisition programs in the interest of industrial mobilization(when the quantity required is substantially larger than the quantity that must beawarded in order to meet the objectives of this authority, that portion not requiredto meet such objectives will be acquired by providing for full and opencompetition, as appropriate, under this part);

(iv) Limit competition for current acquisition of selected supplies or servicesapproved for production planning under the Department of Defense IndustrialPreparedness Program to planned producers with whom industrial preparednessagreements for those items exist, or limit award to offerors who agree to enter intoindustrial preparedness agreements;

(v) Create or maintain the required domestic capability for production ofcritical supplies by limiting competition to items manufactured in

(A) The United States or its outlying areas; or(B) The United States, its outlying areas, or Canada.

(vi) Continue in production, contractors that are manufacturing criticalitems, when there would otherwise be a break in production; or

(vii) Divide current production requirements among two or more contractorsto provide for an adequate industrial mobilization base.

(2) Use of the authority in paragraph (a)(2)(ii) of this subsection may beappropriate when it is necessary to


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(i) Establish or maintain an essential capability for theoretical analyses,exploratory studies, or experiments in any field of science or technology;

(ii) Establish or maintain an essential capability for engineering ordevelopmental work calling for the practical application of investigative findingsand theories of a scientific or technical nature; or

(iii) Contract for supplies or services as are necessary incident toparagraphs (b)(2)(i) or (ii) of this subsection.

(3) Use of the authority in paragraph (a)(2)(iii) of this subsection may beappropriate when it is necessary to acquire the services of either

(i) An expert to use, in any litigation or dispute (including any reasonablyforeseeable litigation or dispute) involving the Government in any trial, hearing, or

proceeding before any court, administrative tribunal, or agency, whether or not theexpert is expected to testify. Examples of such services include, but are not limitedto:

(A) Assisting the Government in the analysis, presentation, or defense ofany claim or request for adjustment to contract terms and conditions, whetherasserted by a contractor or the Government, which is in litigation or dispute, or isanticipated to result in dispute or litigation before any court, administrativetribunal, or agency; or

(B) Participating in any part of an alternative dispute resolution process,including but not limited to evaluators, fact finders, or witnesses, regardless ofwhether the expert is expected to testify; or

(ii) A neutral person, e.g., mediators or arbitrators, to facilitate the resolutionof issues in an alternative dispute resolution process.

(c)Limitations. Contracts awarded using this authority shall be supported by thewritten justifications and approvals described in6.303and6.304.

6.302-4 International agreement.

(a) Authority.(1) Citations:10 U.S.C. 2304(c)(4)or41 U.S.C. 253(c)(4).(2) Full and open competition need not be provided for when precluded by the

terms of an international agreement or a treaty between the United States and aforeign government or international organization, or the written directions of a

foreign government reimbursing the agency for the cost of the acquisition of thesupplies or services for such government.

(b)Application. This authority may be used in circumstances such as(1) When a contemplated acquisition is to be reimbursed by a foreign country

that requires that the product be obtained from a particular firm as specified inofficial written direction such as a Letter of Offer and Acceptance; or
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(2) When a contemplated acquisition is for services to be performed, orsupplies to be used, in the sovereign territory of another country and the terms of atreaty or agreement specify or limit the sources to be solicited.

(c)Limitations. Except for DoD, NASA, and the Coast Guard, contracts awardedusing this authority shall be supported by written justifications and approvalsdescribed in6.303and6.304.

6.302-5 Authorized or required by statute.

(a) Authority.(1) Citations:10 U.S.C. 2304(c)(5)or41 U.S.C. 253(c)(5).(2) Full and open competition need not be provided for when

(i) A statute expressly authorizes or requires that the acquisition be madethrough another agency or from a specified source; or

(ii) The agencys need is for a brand name commercial item for authorized

resale.(b)Application. This authority may be used when statutes, such as the following,expressly authorize or require that acquisition be made from a specified source orthrough another agency:

(1) Federal Prison Industries (UNICOR)18 U.S.C. 4124(seeSubpart 8.6).(2) Qualified Nonprofit Agencies for the Blind or other Severely Disabled

41 U.S.C. 46-48c(seeSubpart 8.7).(3) Government Printing and Binding44 U.S.C. 501-504, 1121

(seeSubpart 8.8).(4) Sole source awards under the 8(a)

Program15 U.S.C. 637(seeSubpart 19.8).(5) Sole source awards under the HUBZone Act of 1997

15 U.S.C. 657a(see19.1306).(6) Sole source awards under the Veterans Benefits Act of 2003

(15 U.S.C. 657f).(c) Limitations.

(1) This authority shall not be used when a provision of law requires an agencyto award a new contract to a specified non-Federal Government entity unless the

provision of law specifically

(i) Identifies the entity involved;(ii) Refers to10 U.S.C. 2304(j)for armed services acquisitions or

section 303(h) of the Federal Property and Administrative Services Act of 1949 forcivilian agency acquisitions; and

(iii) States that award to that entity shall be made in contravention of themerit-based selection procedures in10 U.S.C. 2304(j)or section 303(h) of the
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Federal Property and Administrative Services Act, as appropriate. However, thislimitation does not apply

(A) When the work provided for in the contract is a continuation of thework performed by the specified entity under a preceding contract; or

(B) To any contract requiring the National Academy of Sciences toinvestigate, examine, or experiment upon any subject of science or art ofsignificance to an executive agency and to report on those matters to the Congressor any agency of the Federal Government.

(2) Contracts awarded using this authority shall be supported by the writtenjustifications and approvals described in6.303and6.304, except for

(i) Contracts awarded under (a)(2)(ii), (b)(2), or (b)(4) of this subsection; or(ii) Contracts awarded under (a)(2)(i) of this subsection when the statute

expressly requires that the procurement be made from a specified source.(Justification and approval requirements apply when the statute authorizes, but

does not require, that the procurement be made from a specified source.)(3) The authority in (a)(2)(ii) of this subsection may be used only for

purchases of brand-name commercial items for resale through commissaries orother similar facilities. Ordinarily, these purchases will involve articles desired or

preferred by customers of the selling activities (but see6.301(d)).

6.302-6 National security.

(a) Authority.(1) Citations:10 U.S.C. 2304(c)(6)or41 U.S.C. 253(c)(6).(2) Full and open competition need not be provided for when the disclosure of

the agencys needs would compromise the national security unless the agency ispermitted to limit the number of sources from which it solicits bids or proposals.

(b)Application. This authority may be used for any acquisition when disclosureof the Governments needs would compromise the national security (e.g., wouldviolate security requirements); it shall not be used merely because the acquisitionis classified, or merely because access to classified matter will be necessary tosubmit a proposal or to perform the contract.

(c) Limitations.(1) Contracts awarded using this authority shall be supported by the written

justifications and approvals described in6.303and6.304.(2) See5.202(a)(1) for synopsis requirements.(3) This statutory authority requires that agencies shall request offers from as

many potential sources as is practicable under the circumstances.

6.302-7 Public interest.

(a) Authority.
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(1) Citations:10 U.S.C. 2304(c)(7)or41 U.S.C. 253(c)(7).(2) Full and open competition need not be provided for when the agency head

determines that it is not in the public interest in the particular acquisitionconcerned.

(b)Application. This authority may be used when none of the other authoritiesin6.302apply.

(c) Limitations.(1) A written determination to use this authority shall be made in accordance

withSubpart 1.7, by(i) The Secretary of Defense, the Secretary of the Army, the Secretary of the

Navy, the Secretary of the Air Force, the Secretary of Homeland Security for theCoast Guard, or the Administrator of the National Aeronautics and SpaceAdministration; or

(ii) The head of any other executive agency. This authority may not be

delegated.(2) The Congress shall be notified in writing of such determination not less

than 30 days before award of the contract.(3) If required by the head of the agency, the contracting officer shall prepare a

justification to support the determination under paragraph (c)(1) of this subsection.(4) This Determination and Finding (D&F) shall not be made on a class basis.

6.303 Justifications.

6.303-1 Requirements.

(a) A contracting officer shall not commence negotiations for a sole sourcecontract, commence negotiations for a contract resulting from an unsolicited

proposal, or award any other contract without providing for full and opencompetition unless the contracting officer

(1) Justifies, if required in6.302, the use of such actions in writing;(2) Certifies the accuracy and completeness of the justification; and(3) Obtains the approval required by6.304.

(b) Technical and requirements personnel are responsible for providing andcertifying as accurate and complete necessary data to support theirrecommendation for other than full and open competition.

(c) Justifications required by paragraph (a) of this section may be made on anindividual or class basis. Any justification for contracts awarded under theauthority of6.302-7shall only be made on an individual basis. Whenever a

justification is made and approved on a class basis, the contracting officer mustensure that each contract action taken pursuant to the authority of the class
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justification and approval is within the scope of the class justification and approvaland shall document the contract file for each contract action accordingly.

(d) The justifications for contracts awarded under the authority cited in6.302-2may be prepared and approved within a reasonable time after contract awardwhen preparation and approval prior to award would unreasonably delay theacquisitions.

6.303-2 Content.

(a) Each justification shall contain sufficient facts and rationale to justify the useof the specific authority cited. As a minimum, each justification shall include thefollowing information:

(1) Identification of the agency and the contracting activity, and specificidentification of the document as a Justification for other than full and opencompetition.

(2) Nature and/or description of the action being approved.(3) A description of the supplies or services required to meet the agencysneeds (including the estimated value).

(4) An identification of the statutory authority permitting other than full andopen competition.

(5) A demonstration that the proposed contractors unique qualifications or thenature of the acquisition requires use of the authority cited.

(6) A description of efforts made to ensure that offers are solicited from asmany potential sources as is practicable, including whether a notice was or will be

publicized as required bySubpart 5.2and, if not, which exception

under5.202applies.(7) A determination by the contracting officer that the anticipated cost to the

Government will be fair and reasonable.(8) A description of the market research conducted (seePart 10) and the results

or a statement of the reason market research was not conducted.(9) Any other facts supporting the use of other than full and open competition,

such as:(i) Explanation of why technical data packages, specifications, engineering

descriptions, statements of work, or purchase descriptions suitable for full and

open competition have not been developed or are not available.(ii) When6.302-1is cited for follow-on acquisitions as described in6.302-

1(a)(2)(ii), an estimate of the cost to the Government that would be duplicated andhow the estimate was derived.

(iii) When6.302-2is cited, data, estimated cost, or other rationale as to theextent and nature of the harm to the Government.
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(10) A listing of the sources, if any, that expressed, in writing, an interest inthe acquisition.

(11) A statement of the actions, if any, the agency may take to remove orovercome any barriers to competition before any subsequent acquisition for thesupplies or services required.

(12) Contracting officer certification that the justification is accurate andcomplete to the best of the contracting officers knowledge and belief.

(b) Each justification shall include evidence that any supporting data that is theresponsibility of technical or requirements personnel (e.g., verifying theGovernments minimum needs or schedule requirements or other rationale forother than full and open competition) and which form a basis for the justificationhave been certified as complete and accurate by the technical or requirements

personnel.

6.304 Approval of the justification.(a) Except for paragraph (b) of this section, the justification for other than full

and open competition shall be approved in writing(1) For a proposed contract not exceeding $550,000, the contracting officers

certification required by6.303-2(a)(12) will serve as approval unless a higherapproving level is established in agency procedures.

(2) For a proposed contract over $550,000 but not exceeding $11.5 million, bythe competition advocate for the procuring activity designated pursuant to6.501oran official described in paragraph (a)(3) or (a)(4) of this section. This authority isnot delegable.

(3) For a proposed contract over $11.5 million, but not exceeding $57 million,or, for DoD, NASA, and the Coast Guard, not exceeding $78.5 million, by thehead of the procuring activity, or a designee who

(i) If a member of the armed forces, is a general or flag officer; or(ii) If a civilian, is serving in a position in a grade above GS-15 under the

General Schedule (or in a comparable or higher position under another schedule).(4) For a proposed contract over $57 million or, for DoD, NASA, and the

Coast Guard, over $78.5 million, by the senior procurement executive of theagency designated pursuant to the OFPP Act (41 U.S.C. 414(3)) in accordance

with agency procedures.This authority is not delegable except in the case of theUnder Secretary of Defense for Acquisition, Technology, and Logistics, acting asthe senior procurement executive for the Department of Defense.

(b) Any justification for a contract awarded under the authority of6.302-7,regardless of dollar amount, shall be considered approved when the determinationrequired by6.302-7(c)(1) is made.
https://www.acquisition.gov/far/html/Subpart%206_3.html#wp1086980https://www.acquisition.gov/far/html/Subpart%206_3.html#wp1086980https://www.acquisition.gov/far/html/Subpart%206_3.html#wp1086980https://www.acquisition.gov/far/html/Subpart%206_5.html#wp1083947https://www.acquisition.gov/far/html/Subpart%206_5.html#wp1083947https://www.acquisition.gov/far/html/Subpart%206_5.html#wp1083947http://uscode.house.gov/uscode-cgi/fastweb.exe?getdoc+uscview+t41t42+2+13++%2841%29%20%20AND%20%28%2841%29%20ADJ%20USC%29%3ACITE%20%20%20%20%20%20%20%20%20http://uscode.house.gov/uscode-cgi/fastweb.exe?getdoc+uscview+t41t42+2+13++%2841%29%20%20AND%20%28%2841%29%20ADJ%20USC%29%3ACITE%20%20%20%20%20%20%20%20%20http://uscode.house.gov/uscode-cgi/fastweb.exe?getdoc+uscview+t41t42+2+13++%2841%29%20%20AND%20%28%2841%29%20ADJ%20USC%29%3ACITE%20%20%20%20%20%20%20%20%20https://www.acquisition.gov/far/html/Subpart%206_3.html#wp1086959https://www.acquisition.gov/far/html/Subpart%206_3.html#wp1086959https://www.acquisition.gov/far/html/Subpart%206_3.html#wp1086959https://www.acquisition.gov/far/html/Subpart%206_3.html#wp1086959https://www.acquisition.gov/far/html/Subpart%206_3.html#wp1086959https://www.acquisition.gov/far/html/Subpart%206_3.html#wp1086959https://www.acquisition.gov/far/html/Subpart%206_3.html#wp1086959https://www.acquisition.gov/far/html/Subpart%206_3.html#wp1086959http://uscode.house.gov/uscode-cgi/fastweb.exe?getdoc+uscview+t41t42+2+13++%2841%29%20%20AND%20%28%2841%29%20ADJ%20USC%29%3ACITE%20%20%20%20%20%20%20%20%20https://www.acquisition.gov/far/html/Subpart%206_5.html#wp1083947https://www.acquisition.gov/far/html/Subpart%206_3.html#wp1086980


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(c) A class justification for other than full and open competition shall beapproved in writing in accordance with agency procedures. The approval levelshall be determined by the estimated total value of the class.

(d) The estimated dollar value of all options shall be included in determining theapproval level of a justification.

6.305 Availability of the justification.

(a) Except for paragraph (b) of this section, the agency shall make publiclyavailable within 14 days after contract award the justification required by6.303-1as required by10 U.S.C. 2304(f)(4)and41 U.S.C. 253(f)(4)

(1) At the GPEwww.fedbizopps.gov; and(2) On the website of the agency, which may provide access to the

justifications by linking to the GPE.(b) In the case of a contract award permitted under6.302-2, the justification shall

be posted within 30 days after contract award.(c) Contracting officers shall carefully screen all justifications for contractorproprietary data and remove all such data, and such references and citations as arenecessary to protect the proprietary data, before making the justifications availablefor public inspection. Contracting officers shall also be guided by the exemptionsto disclosure of information contained in the Freedom of Information Act (5 U.S.C.552) and the prohibitions against disclosure in24.202in determining whether otherdata should be removed.Section 4: Product Management

Document Information:

Title: Section 4: Product Management

Source: Asia Pacific Journal of Marketing and

Logistics, Vol. 4 Iss: 2

pp: 35 - 46

Article type: General review

DOI: 10.1108/eb010236(Permanent URL)

Publisher: MCB UP Ltd
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19/21

Abstract: In this section we consider the validity of

brand building, the problems of broadening

product ranges, buyer/producer cooperation

during product innovation, and generating

and screening new product ideas.

Difference between brand acquisition and company acquisition?In: Investing and Financial Markets, Business Plans, Marketing Advertising and Sales [Edit categories]

M&A Trainingswww.imaa-institute.orgby the Institute of Mergers, Acquisitions and Alliances

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Acquiring a company typically includes acquiring all of it's assets and liabilities,

which would usually include it's name, business assets, plants and locations,employee relationships, and brands.

Acquiring a brand, though, can also be a matter of outright sale from one companyor holder to another. If a company that produces a popular widget goes out of

business or changes focus to another product line or type, the right to produce thatwidget, under the same well-known name, can be sold to another company thatmight wish to enter that market or enhance it's market share.

Can you answer theseinvestingquestions?

Why do you need to adjust the account Why should you invest

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Related answers:

Difference between strategic acquisition andfinancial acquisition?Strategic acquisition occurs when one company acquires other as part of itsoverall strategy.Financial acquisition is where a financial promoter is theacquirer. The acquisition is not strategic ,...

What is the difference between amalgamation in the nature of purchaseof companies andacquisition ofcompanies?what is the difference between amalgamated company and amalgamationcompany

What is the difference between takeover and acquisition?
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20/21

Geely completes Volvo brand acquisition

Zhejiang Geely Holding Group Co Ltd said on Monday it has completed theacquisition of the Volvo car brand from Ford Motor Co, the biggest overseasacquisition yet by a Chinese automaker.

Geely shares surged nearly 5.86 percent on Monday at the Hong Kong bourse andclosed at HK$3.07 (40 cents) per share.

Ford had in March this year agreed to sell the Volvo brand to Geely for $1.8billion. Geely on Monday said it had paid $1.3 billion in cash and issued a $200million note in London to complete the sale.

Though the deal closing size is still lower than the figure arrived at by the twocompanies, Ford said Geely would pay the balance purchase price when the finaladjustments on Volvo's value are made later this year.

Geely said in a statement that the funds for the deal were raised from Chineseinstitutions, internal resources and also from the international capital market.

The Chinese carmaker said the cheaper payment, as a closing consideration,reflects adjustments in areas such as pension obligations and working capital.

Geely said Stefan Jacoby, the former chief executive of Volkswagen Group inAmerica, would become the new chief executive of Volvo from Aug 16. The newVolvo board is headed by Geely Chairman Li Shufu and has several new directorsincluding Volvo's former president and chief executive Hans-Olov Olsson as vice-chairman.

Under the new ownership, Volvo Cars will retain its headquarters andmanufacturing presence in Sweden and Belgium; and its management will havethe autonomy to execute its business plan under strategic direction from the board,the Geely statement said.

They both mean the same.

What is difference between a takeover and acquisition?In a general sense, mergers and takeovers (or acquisitions) are very similarcorporate actions - they combine two previously separate firms into a single

legal entity. Significant operational...

What is the differencebetweenacquisition of capital equipment and businessservices?Type your answer here... Read your book and learn.
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5 steps to brand acquisition analysis.docx

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