Defense Marketing Glossary.
60+ terms from defense marketing, government contracting, and compliance — defined by people who have actually used them on production floors, in proposal rooms, and across federal procurement systems.
8(a) Program
An SBA business development program for small, disadvantaged businesses. Participants receive sole-source contract opportunities, mentorship, and federal procurement preferences for a nine-year period. Named after Section 8(a) of the Small Business Act.
ABM (Account-Based Marketing)
A B2B marketing strategy that targets specific high-value accounts — such as prime contractors or government agencies — with personalized campaigns rather than broad outreach. In defense, ABM typically focuses on Program Managers, Contracting Officers, and supply chain decision-makers at identified targets.
AS9100
The international quality management standard for the aerospace and defense industry, based on ISO 9001 with additional requirements specific to aviation, space, and defense. AS9100 certification is a baseline requirement for most defense supply chain positions.
BPA (Blanket Purchase Agreement)
A simplified acquisition method that establishes charge accounts with qualified vendors for recurring purchases. BPAs eliminate the need for individual purchase orders for frequently bought supplies or services, streamlining procurement for both the government and the contractor.
C3PAO (CMMC Third Party Assessment Organization)
An organization authorized by the CMMC Accreditation Body to conduct CMMC assessments of defense contractors. C3PAOs evaluate whether a company meets the cybersecurity practices and processes required at their target CMMC level.
CAGE Code
A five-character alphanumeric identifier assigned by the Defense Logistics Agency to entities doing business with the federal government. Required for all government contractors and used throughout the procurement system to identify suppliers, manufacturers, and service providers.
Capability Statement
A one- to two-page document that summarizes a company's core competencies, past performance, differentiators, and contracting data (CAGE, UEI, NAICS, certifications). It is the standard leave-behind for government buyers and the first document a Contracting Officer reviews during market research.
CMMC (Cybersecurity Maturity Model Certification)
A unified cybersecurity standard for the defense industrial base, required for all DoD contractors handling CUI or FCI. CMMC establishes three levels of cybersecurity maturity, with third-party assessments required at Level 2 and above. The program enforces NIST 800-171 compliance through verified assessments rather than self-attestation.
CO (Contracting Officer)
The only government official with the legal authority to enter into, administer, modify, or terminate federal contracts. The CO is the final decision-maker on contract matters and the only person who can obligate the government to spend money. All contractor communications regarding contract terms must go through the CO.
COR / COTR (Contracting Officer's Representative)
A government employee designated by the Contracting Officer to monitor contractor performance on a specific contract. The COR handles day-to-day technical oversight but cannot modify contract terms, authorize changes, or obligate funds.
CPARS (Contractor Performance Assessment Reporting System)
The government's official system for recording contractor past performance evaluations. CPARS ratings — from Exceptional to Unsatisfactory — directly influence future contract awards. A strong CPARS record is one of the most valuable assets a defense contractor can build.
CUI (Controlled Unclassified Information)
Government-created or government-owned information that requires safeguarding but is not classified. CUI includes technical data, export-controlled information, and other sensitive categories defined by the National Archives. Handling CUI triggers CMMC and NIST 800-171 requirements.
DCMA (Defense Contract Management Agency)
The DoD agency responsible for contract administration and oversight of defense contractors. DCMA ensures contractors meet delivery schedules, quality requirements, and contractual obligations. They are the government's on-site presence at major defense facilities.
DFARS (Defense Federal Acquisition Regulation Supplement)
The DoD-specific supplement to the FAR that adds defense-unique acquisition policies and procedures. DFARS clauses govern everything from cybersecurity requirements (252.204-7012) to domestic sourcing restrictions. Understanding DFARS is essential for any company in the defense supply chain.
DLA (Defense Logistics Agency)
The DoD combat support agency that manages the global defense supply chain. DLA sources and distributes nearly every consumable item the military uses — from food and fuel to repair parts and construction materials. DLA is the largest buyer in the federal government by transaction volume.
DSBS (Dynamic Small Business Search)
An SBA-maintained database that Contracting Officers use to identify small business sources during market research. DSBS profiles include capability narratives, NAICS codes, certifications, and past performance summaries. An optimized DSBS profile increases visibility in the federal marketplace.
DUNS Number (now UEI)
Formerly the primary identifier for entities in federal procurement, assigned by Dun & Bradstreet. The DUNS number has been replaced by the Unique Entity Identifier (UEI) generated within SAM.gov, though DUNS is still referenced in legacy contracts and databases.
ERP (Enterprise Resource Planning)
Integrated software systems that manage core business processes including manufacturing, supply chain, finance, and human resources. In defense manufacturing, ERP systems must support MIL-SPEC traceability, ITAR controls, lot tracking, and government property management.
FAR (Federal Acquisition Regulation)
The primary set of rules governing all federal government acquisitions. The FAR establishes uniform policies and procedures for purchasing by executive agencies. Every government contract is governed by the FAR, and every contractor must understand the clauses that flow down into their agreements.
FCI (Federal Contract Information)
Information not intended for public release that is provided by or generated for the government under a federal contract. FCI is a lower sensitivity tier than CUI but still requires basic safeguarding under CMMC Level 1.
FedRAMP (Federal Risk and Authorization Management Program)
The government-wide program that provides a standardized approach to security assessment, authorization, and continuous monitoring for cloud products and services. FedRAMP authorization is required for any cloud solution that processes federal data.
FFP (Firm Fixed Price)
A contract type where the price is not subject to adjustment regardless of the contractor's cost experience. FFP contracts place maximum risk on the contractor and minimum burden on the government. They are the most common contract type for well-defined requirements.
GovWin
A Deltek-owned market intelligence platform that tracks federal, state, and local government contracting opportunities. GovWin provides pre-RFP intelligence, incumbent data, and agency spending analysis. It is one of the primary tools for government business development teams.
GSA Schedule (Multiple Award Schedule)
A long-term, government-wide contract between a commercial supplier and the General Services Administration. GSA Schedules provide pre-negotiated pricing and terms, allowing government buyers to purchase directly without a full competitive procurement. Holding a GSA Schedule simplifies the buying process and expands market access.
HUBZone
Historically Underutilized Business Zone — an SBA program that provides federal contracting preferences to small businesses located in designated economically distressed areas. HUBZone certification provides price evaluation preferences and sole-source contracting opportunities.
IDIQ (Indefinite Delivery / Indefinite Quantity)
A contract type that provides for an indefinite quantity of supplies or services during a fixed period. IDIQ contracts establish ceiling prices and delivery terms, with specific orders placed as needs arise through task or delivery orders. They are the dominant vehicle for large-scale government services.
ITAR (International Traffic in Arms Regulations)
The U.S. regulatory framework that controls the export and import of defense articles, services, and technical data on the United States Munitions List. ITAR compliance affects everything from website hosting location to which employees can access technical drawings. Violations carry severe civil and criminal penalties.
JWOD / AbilityOne
A federal program that directs government agencies to purchase certain products and services from nonprofit agencies employing people who are blind or have significant disabilities. AbilityOne is one of the largest sources of employment for people with disabilities in the United States.
LPTA (Lowest Price Technically Acceptable)
A source selection method where the government awards the contract to the lowest-priced offer that meets the minimum technical requirements. Under LPTA, technical excellence beyond the threshold provides no advantage — only price matters once the bar is cleared.
MIL-SPEC (Military Specification)
Technical standards and guidelines issued by the Department of Defense for materials, products, and processes used in military applications. MIL-SPECs define precise performance, testing, and manufacturing requirements. Though many have been replaced by industry standards, MIL-SPECs remain critical in areas like coatings, fasteners, packaging, and materials.
MQL (Marketing Qualified Lead)
A prospect who has demonstrated interest through marketing engagement — such as downloading a capability statement, attending a webinar, or requesting information — and meets predefined criteria for further pursuit. In defense marketing, MQL criteria often include NAICS alignment, clearance level, and contract vehicle access.
NAICS Code (North American Industry Classification System)
A six-digit code that classifies businesses by industry type. NAICS codes determine which contracts a business can compete for, which small business size standards apply, and how the company appears in government databases. Selecting the right primary NAICS code is a strategic decision with direct revenue implications.
NADCAP (National Aerospace and Defense Contractors Accreditation Program)
A cooperative accreditation program for aerospace and defense special processes including welding, heat treating, chemical processing, coatings, and non-destructive testing. NADCAP accreditation is a supply chain requirement for most major prime contractors.
NAVSUP (Naval Supply Systems Command)
The U.S. Navy command responsible for supply chain management, conventional ordnance, contracting, and logistics across the Navy and Marine Corps. NAVSUP manages the procurement of parts, materials, and services that keep the fleet operational.
NDIA (National Defense Industrial Association)
The leading defense industry association representing the full spectrum of government, military, and industry stakeholders. NDIA hosts major conferences, publishes policy research, and provides networking channels between the defense industrial base and DoD decision-makers.
NIST 800-171
The National Institute of Standards and Technology publication that defines 110 security controls for protecting Controlled Unclassified Information in non-federal systems. NIST 800-171 compliance is the foundation of CMMC Level 2 and is required by DFARS clause 252.204-7012 for all DoD contractors handling CUI.
NSN (National Stock Number)
A thirteen-digit numeric code that identifies every item of supply used by the Department of Defense. The NSN includes a four-digit Federal Supply Classification code and a nine-digit National Item Identification Number. NSNs are the universal language of military logistics.
OEM (Original Equipment Manufacturer)
The company that originally manufactured a product or component. In defense, OEM status confers significant advantages — including sole-source contract eligibility, aftermarket parts authority, and intellectual property control over technical data packages.
OSBP (Office of Small Business Programs)
The DoD office responsible for ensuring small businesses receive the maximum practicable opportunity to participate in defense contracts. Each military branch and major agency maintains an OSBP that serves as an advocate for small business contractors.
Past Performance
A contractor's record of delivering on previous government contracts, evaluated based on quality, schedule, cost control, management, and regulatory compliance. Past performance is one of the most heavily weighted evaluation factors in government source selection. Strong past performance — documented in CPARS — is often the single greatest differentiator in competitive proposals.
PM (Program Manager)
The government or contractor official responsible for managing all aspects of a defense program through its life cycle. On the contractor side, the PM is the primary interface with the government customer and bears responsibility for cost, schedule, and technical performance.
PSC Code (Product Service Code)
A four-character code that identifies the type of product or service purchased by the government. PSC codes are used in conjunction with NAICS codes to classify and search for contract opportunities. They are more granular than NAICS and directly linked to specific procurement categories.
RFI (Request for Information)
A pre-solicitation document the government uses to gather market intelligence before issuing a formal solicitation. RFIs are not binding and do not commit the government to a procurement. However, responding to an RFI positions a contractor as a known quantity when the formal RFP drops.
RFP (Request for Proposal)
A formal solicitation document that invites contractors to submit proposals for a specific requirement. RFPs include detailed technical requirements, evaluation criteria, and contract terms. The proposal is evaluated on both technical merit and price, and the government selects the offer that represents the best value.
RFQ (Request for Quotation)
A solicitation used when the government intends to award a contract based primarily on price. RFQs are typically used for commercial items and simplified acquisitions where technical requirements are clearly defined and the lowest price is the primary selection factor.
SAM.gov (System for Award Management)
The federal government's official database for vendor registration, entity validation, and contract opportunity posting. SAM.gov registration is required to receive federal contracts. The profile serves as a contractor's government-facing storefront and is the first resource Contracting Officers use for market research.
SBIR (Small Business Innovation Research)
A competitive federal program that funds early-stage R&D at small businesses with commercial potential. SBIR operates in three phases — feasibility, development, and commercialization. The program is a critical funding pathway for small defense technology companies.
SDVOSB (Service-Disabled Veteran-Owned Small Business)
A federal small business designation for firms owned and controlled by service-disabled veterans. SDVOSB status provides access to sole-source and set-aside contract opportunities across all federal agencies, with particularly strong preferences at the VA and DoD.
Section 508
A provision of the Rehabilitation Act that requires federal agencies and their contractors to make electronic and information technology accessible to people with disabilities. Section 508 compliance applies to websites, documents, software, and any digital content delivered under a federal contract.
Set-Aside
A contracting restriction that limits competition for a procurement to a specific category of small business — such as 8(a), HUBZone, SDVOSB, or WOSB. Set-asides are one of the primary mechanisms the government uses to direct contract dollars to small and disadvantaged businesses.
SIA (Strategic Industrial Assessment)
An evaluation of a company's competitive position within the defense industrial base, analyzing capabilities, certifications, contract history, and market positioning relative to competitors. SIAs inform go-to-market strategy and business development planning for defense manufacturers.
Sole Source
A contract awarded to a single contractor without competition because that contractor is the only known source capable of meeting the requirement. Sole-source authority can derive from technical uniqueness, patent rights, or small business program rules. Sole-source contracts bypass the competitive procurement process.
Sources Sought
A pre-solicitation notice published by a government agency to determine whether qualified vendors exist for a planned requirement. Sources sought notices help the government decide whether to set aside a procurement for small business. Responding demonstrates capability and positions the contractor for the subsequent solicitation.
STTR (Small Business Technology Transfer)
A federal program similar to SBIR that requires small businesses to formally collaborate with a research institution on funded R&D projects. STTR bridges the gap between basic research and commercial application, with particular emphasis on transitioning university research into defense technology.
Subcontracting Plan
A document required on contracts over $750,000 (or $1.5M for construction) that details how a prime contractor will maximize subcontracting opportunities for small businesses. The plan must include percentage goals for small business, SDVOSB, HUBZone, WOSB, and 8(a) subcontracting.
TDP (Technical Data Package)
A complete set of engineering drawings, specifications, and technical data sufficient to manufacture, test, and maintain a defense item. TDP rights — who owns them and who can access them — are among the most contentious issues in defense procurement.
Thomasnet
The largest industrial sourcing platform in North America. Thomasnet connects manufacturers, distributors, and service providers with procurement professionals and engineers. For defense manufacturers, a complete Thomasnet profile expands visibility beyond government-specific databases into the broader industrial supply chain.
UEI (Unique Entity Identifier)
The identifier assigned within SAM.gov that has replaced the DUNS number as the primary entity identifier for federal procurement. The UEI is generated automatically upon SAM.gov registration and is used across all federal systems to identify contractors, grantees, and other entities.
VOSB (Veteran-Owned Small Business)
A small business designation for firms owned and controlled by veterans. VOSB certification — verified through the SBA — provides access to set-aside and sole-source contracting opportunities, particularly within the Department of Veterans Affairs.
VPAT (Voluntary Product Accessibility Template)
A document that explains how a technology product or service conforms to Section 508 accessibility standards. Government buyers require VPATs during procurement evaluations to verify that products meet accessibility requirements before purchase.
WCAG (Web Content Accessibility Guidelines)
The internationally recognized standard for web accessibility, published by the W3C. WCAG defines three conformance levels (A, AA, AAA) and is the technical standard referenced by Section 508 for web content. Federal contractors are typically required to meet WCAG 2.1 Level AA.
WOSB (Women-Owned Small Business)
A federal contracting program that provides set-aside and sole-source opportunities for small businesses owned and controlled by women. WOSB and EDWOSB (Economically Disadvantaged WOSB) certifications open access to contracts in industries where women-owned businesses are underrepresented.
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