Optimizing Major Weapons Systems Cost/Price Analysis and Contract Negotiations in the United States Air Force: A Case Study of Innovation and Change in Adopting ProPricer Government Edition

Abstract

A persistent communication gap between the defense sector and industry stems from divergent languages, risk perceptions, and objectives. These disparities often result in misjudged requirements, suboptimal cost analysis, extended negotiations, and delayed delivery of critical capabilities, compromising military readiness. This research investigates the adoption of ProPricer Government Edition (GE) at the Air Force Life Cycle Management Center (AFLCMC) at Eglin Air Force Base as a case study for innovation in defense acquisition processes. The case study evaluates ProPricer GE’s impact on cost/price analysis, contracting workforce competency, and procurement acquisition lead times (PALT). Findings reveal significant improvements: enhanced transparency in cost analysis, standardized negotiation processes, and a reduction in PALT of up to 50%. ProPricer GE also accelerated workforce skill development and decision-making confidence among contracting professionals. However, challenges such as IT integration and resistance to change highlight the need for comprehensive planning and support. Recommendations include phased implementation, targeted training programs, and expanded adoption across acquisition centers to leverage ProPricer GE’s potential for transforming defense contracting practices. This study underscores the value of standardized tools in fostering efficient, transparent, and collaborative acquisition processes, ultimately advancing national defense objectives.