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Cost-plus pricing

Cost-plus pricing is a straightforward pricing strategy employed by businesses to determine the selling price of a product or service by adding a fixed markup percentage to the total production costs, which include direct materials, labor, and allocated overhead expenses.^[1] This method ensures that all costs are covered while guaranteeing a predetermined profit margin, making it particularly common in industries with stable costs or where transparency is valued, such as manufacturing and government contracts.^[2] The process of implementing cost-plus pricing typically begins with calculating the full unit cost, which involves estimating variable costs like raw materials and direct labor, allocating fixed costs such as overhead across expected sales volume, and then applying a markup to achieve the target return on investment.^[3] For instance, if the total cost per unit is $100 and the desired markup is 30%, the selling price would be set at $130, providing a consistent profit regardless of market fluctuations, provided sales projections are accurate.^[4] This approach contrasts with value-based or competitive pricing by focusing solely on internal cost structures rather than external market dynamics.^[1] One of the primary advantages of cost-plus pricing is its simplicity and predictability, as it requires minimal market research and allows businesses to easily justify price changes to customers by linking them directly to cost variations.^[2] It also promotes financial stability by safeguarding profit margins and reducing the risk of selling at a loss, which is especially beneficial in regulated markets or for custom projects where costs can vary.^[4] Additionally, this strategy fosters customer trust through transparency, as seen in companies like Everlane, which disclose cost breakdowns to emphasize fairness.^[5] However, cost-plus pricing has notable drawbacks, including its tendency to ignore customer perceptions of value and competitive pricing, potentially leading to overpricing in elastic markets and lost sales opportunities.^[3] It can also discourage cost efficiencies, as higher expenses directly translate to higher prices without incentivizing reductions, and it becomes problematic when sales volumes deviate from forecasts, inflating unit costs and eroding profits.^[1] In dynamic environments, this rigidity may result in suboptimal performance compared to more adaptive strategies.^[4] Despite these limitations, cost-plus pricing remains a foundational tool for cost-leadership oriented firms and in scenarios demanding price stability, such as bulk retail or long-term contracts, where it supports reliable profitability without the complexities of demand forecasting.^[2]

Fundamentals

Definition

Cost-plus pricing is a pricing strategy in which the selling price of a product or service is calculated by adding a predetermined markup—typically expressed as a percentage—to the total production cost, ensuring that all incurred expenses are recovered along with a profit margin.^[4] This approach, also known as markup pricing, relies on internal cost data as the foundation for price setting, making it straightforward to implement in various business contexts.^[4] The basic formula for cost-plus pricing is:

\text{Selling Price} = \text{Total Cost} + (\text{Markup Rate} \times \text{Total Cost})

Here, total cost encompasses direct materials, direct labor, and allocated overhead expenses associated with production.^[4] For instance, if the total cost is $100 and the markup rate is 30%, the selling price would be $130.^[4] The primary purpose of cost-plus pricing is to guarantee cost recovery and provide a consistent profit margin, irrespective of fluctuating market conditions or external demand factors.^[6] This method offers predictability for businesses, particularly in stable or regulated environments where cost transparency is valued over market-driven variability. In contrast to value-based pricing, which sets prices according to customer-perceived value, or competition-based pricing, which aligns with rival offerings, cost-plus pricing is inherently cost-oriented and internal-focused, potentially overlooking external market dynamics.^[4]

Historical Development

Cost-plus pricing emerged in the early 20th century amid the rise of scientific management and cost accounting in manufacturing, where pioneers like Frederick Winslow Taylor developed systems to accurately determine unit costs and allocate overheads, providing a foundation for adding markups to costs for profitability analysis.^[8] Its adoption accelerated during wartime economies, particularly in the United States during World War I, when the government introduced cost-plus contracts in late 1917 to address production delays and resource shortages under fixed-price systems, ensuring suppliers' profitability while enabling rapid scaling of munitions output.^[9] These contracts reimbursed allowable costs plus a fixed fee, mitigating risks of insolvency or excessive profits amid unpredictable wartime demands.^[10] Post-World War II, cost-plus pricing saw standardization through advancements in cost accounting practices, building on Taylor's earlier frameworks to support negotiated contracts for complex defense projects like aerospace systems.^[11] In the 1950s and 1960s, its use expanded significantly in U.S. defense contracting, driven by the need for cost-reimbursement mechanisms in high-risk, innovative procurements; the Armed Services Procurement Regulation, which tripled in size by 1960, formalized pricing oversight to curb excesses.^[11] The 1962 Project 60 further unified contract management under the Defense Contract Administration Services, emphasizing cost analysis and uniform accounting.^[11] This era culminated in the 1984 Federal Acquisition Regulation, which codified cost-plus as a viable option while introducing safeguards for fair pricing across federal procurements.^[11] By the 1980s, criticisms of pure cost-plus models mounted in defense sectors due to perceived inefficiencies, such as disincentives for cost control and links to overruns in major programs, prompting a shift toward hybrid approaches like cost-plus-incentive-fee contracts to balance risk-sharing and performance rewards.^[12] In the 1970s oil crises, energy firms, particularly regulated utilities, relied on cost-of-service pricing—functionally akin to cost-plus—to adjust rates via automatic fuel adjustment clauses, allowing pass-through of volatile OPEC-driven costs without lengthy rate case delays and maintaining financial stability.^[13] Post-2000, adaptations appeared in software and service industries, where cost-plus served as an initial strategy for custom development projects but evolved into hybrids incorporating value-based elements to address scalability and customer outcomes in SaaS models.^[14]

Mechanics

Cost Components

In cost-plus pricing, the cost base begins with direct costs, which are expenses that can be specifically traced to the production of goods or services. These include direct materials, such as raw inputs like steel in manufacturing a vehicle, and direct labor, encompassing wages for workers directly involved in assembly or fabrication.^[15] Direct costs are typically variable and fluctuate with production volume, forming the foundational layer of the total cost calculation.^[16] Indirect costs, also known as overhead, encompass expenses not directly traceable to a specific product but necessary for overall operations. These are divided into fixed overhead, such as rent for facilities or administrative salaries that remain constant regardless of output, and variable overhead, like utilities or maintenance supplies that vary with activity levels.^[15] Allocation of indirect costs to products or contracts is essential in cost-plus pricing to ensure equitable distribution; common methods include activity-based costing (ABC), which assigns costs based on specific activities driving expenses (e.g., machine setups or quality inspections), and standard costing, which uses predetermined rates derived from historical data to allocate overhead.^[17]^[18] In government contracts under the Federal Acquisition Regulation (FAR) Part 31, indirect costs must be allocated using a consistent, equitable basis, such as direct labor hours or total direct costs, to prevent distortion.^[19] The total cost in cost-plus pricing is computed by summing direct costs and allocated indirect costs, providing a comprehensive base for adding the markup. This summation accounts for inventory valuation in direct material costs, where methods like first-in, first-out (FIFO), which assumes oldest inventory is used first, or last-in, first-out (LIFO), which assumes newest inventory is used, influence the reported cost of goods sold during inflationary periods.^[20] FIFO typically results in lower cost of goods sold when prices rise, while LIFO yields higher amounts, affecting the total cost base under generally accepted accounting principles (GAAP).^[16] Special considerations arise in including certain costs to maintain the integrity of the cost base. Research and development (R&D) costs are often allowable in cost-plus contracts if they are independent R&D (IR&D) allocable as indirect expenses, provided they are reasonable, allocable, and compliant with FAR 31.205-18, but direct R&D tied to the contract must be explicitly documented.^[21] Sunk costs, such as prior non-recoverable expenditures on failed prototypes, are generally excluded from the cost base as they do not represent current incurred costs and could inflate pricing inappropriately.^[22] Only allowable costs—those that are reasonable, allocable to the contract, and compliant with regulations like FAR 31.201-2—are included to avoid reimbursement of unpermissible items such as entertainment or fines.^[23]

Markup Determination

In cost-plus pricing, markups can be applied as either a percentage of total costs or a fixed amount per unit, depending on the context and desired simplicity. Percentage-based markups, such as adding 20% to the total cost, are common in industries like retail where scalability is key, allowing the profit component to adjust proportionally with production volume.^[14] In contrast, fixed-amount markups, like $5 per unit, provide predictability in scenarios with stable unit costs but may not scale well with fluctuating expenses.^[24] The determination of the markup rate involves several key factors to ensure it aligns with business objectives and external constraints. Primarily, the desired profit margin guides the selection, where the rate is set to achieve a target return after covering costs, often aiming for 10-20% in manufacturing or higher in services.^[25] Risk assessment also plays a critical role, as higher markups may incorporate buffers for uncertainties like supply chain disruptions or project delays, particularly in construction where markups of 10-15% often account for such variables.^[26] Additionally, regulatory caps in government contracts limit markups; for instance, under U.S. Federal Acquisition Regulations, the fee in cost-plus-fixed-fee contracts cannot exceed 10% of estimated costs, excluding the fee itself, to prevent excessive profiteering.^[27] The core formula for computing the markup amount is Markup Amount = Markup Rate × Total Cost, which is then added to the total cost to derive the selling price. To implement this, first aggregate all allowable costs (direct and indirect) for the product or project. Next, select the markup rate based on the factors above, ensuring it targets an appropriate gross margin—defined as (Selling Price - Total Cost) / Selling Price—rather than net profit, which deducts additional operating expenses, taxes, and overhead beyond direct costs. For example, a 25% markup on $100 total cost yields a $25 markup amount and $125 selling price, resulting in a 20% gross margin, but net profit would be lower after further deductions. This distinction is essential, as markup focuses on cost recovery and initial profitability, while net profit reflects overall financial health.^[28]^[29] Markups in cost-plus pricing often require adjustments to maintain fairness and competitiveness over time or across volumes. For volume discounts, the markup rate may be reduced for larger orders to incentivize bulk purchases, such as lowering from 20% to 15% for orders exceeding 1,000 units, effectively passing on economies of scale.^[30] Escalation clauses based on cost indices address inflation, allowing periodic upward adjustments to the markup or base costs using metrics like the Consumer Price Index (CPI); for instance, if inflation rises 5%, the total cost—and thus the markup amount—can be indexed accordingly to preserve real profit margins.^[31] These adjustments ensure the pricing remains responsive without altering the fundamental cost-plus structure.^[32]

Variations

Fixed-Fee Models

The cost-plus-fixed-fee (CPFF) model is a variation of cost-plus pricing in which the seller is reimbursed for all allowable incurred costs, plus a predetermined fixed fee that represents the profit component, negotiated at the contract's inception and not subject to adjustment based on the actual costs or performance outcomes.^[33] This fixed fee remains constant regardless of whether the project experiences cost overruns or savings, though it may be renegotiated only for substantial changes in the scope of work that were unforeseen at the outset.^[33] Allowable costs typically include direct expenses such as labor, materials, and overhead, as defined by applicable regulations like the Federal Acquisition Regulation (FAR).^[34] Key features of the CPFF model include its non-adjustable profit structure, which decouples the seller's earnings from efficiency gains or losses, making it particularly suitable for projects with high uncertainty where precise cost estimation is challenging.^[35] It is commonly applied in research and development (R&D) initiatives, where technical risks and evolving requirements preclude fixed-price arrangements, allowing contractors to focus on innovation without bearing full financial risk.^[33] The model emphasizes reimbursement of verifiable costs, often audited to ensure compliance, and is restricted in certain contexts to prevent overuse, such as in U.S. government procurement where it requires justification for its selection over other contract types.^[33] Advantages of the CPFF model include reduced financial risk for sellers, as they are protected from cost overruns, providing stability in uncertain environments like R&D, while offering buyers transparency into actual expenditures through detailed cost reporting.^[36] However, it presents limitations, such as limited incentives for sellers to minimize costs or enhance efficiency, since the fixed fee does not reward savings, potentially leading to higher overall project expenses borne by the buyer.^[37] This structure shifts substantial risk to the buyer, who must monitor costs closely to mitigate overruns.^[37] Historically, the CPFF model became predominant in U.S. government contracts during the 1940s, evolving from World War II procurement needs to address the limitations of earlier cost-plus-percentage arrangements by capping profits at a fixed amount while reimbursing costs.^[38] Its use has been governed by the Federal Acquisition Regulation since its establishment in 1984, building on practices that originated in the post-war era following World War II.^[33]

Incentive and Performance-Based Models

Incentive and performance-based models represent variations of cost-plus pricing designed to align contractor interests with project efficiency and outcomes by linking the fee to specific performance criteria. These models emerged in the 1960s as a response to inefficiencies in cost-plus-fixed-fee (CPFF) contracts, which often led to cost overruns due to limited contractor motivation to control expenses.^[39]^[40] By introducing adjustable fees tied to cost performance or broader metrics, these approaches incentivize better management and have become standard in complex government procurements, such as defense and energy projects.^[41]^[42] The cost-plus-incentive-fee (CPIF) contract adjusts the fee based on the variance between actual and target costs, using a predetermined share ratio that allocates savings or overruns between the buyer and seller. For instance, an 80/20 share ratio means the buyer covers 80% of cost underruns (or overruns), while the seller receives 20% as an increased (or decreased) fee.^[43]^[44] The adjustment formula is typically expressed as:

\text{Adjusted Fee} = \text{Target Fee} + (\text{Target Cost} - \text{Actual Cost}) \times \text{Share Ratio}

This structure includes minimum and maximum fee limits to cap incentives, ensuring the fee remains within negotiated bounds while promoting cost control.^[42]^[45] In contrast, the cost-plus-award-fee (CPAF) contract incorporates a base fee plus a discretionary award fee, determined subjectively through evaluations of factors like technical quality, schedule adherence, and cost management.^[46]^[47] The award fee, which can reach up to a specified maximum percentage of the contract value (often 5-10%), is assessed periodically by a review board using predefined criteria, with no formulaic adjustment but rather qualitative scoring from 0-100%.^[48]^[49] Implementation of both CPIF and CPAF begins with establishing a realistic target cost through negotiation and historical data analysis, followed by ongoing audits to verify allowable costs and performance.^[50] Government agencies, such as the Department of Defense, conduct interim evaluations and final audits via entities like the Defense Contract Audit Agency to ensure compliance and adjust fees accordingly.^[51] These processes mitigate risks in high-uncertainty projects while fostering accountability.^[45]

Applications

In Private Sector Industries

In the manufacturing sector, cost-plus pricing is commonly employed for custom or low-volume production, particularly where material costs fluctuate significantly, allowing firms to recover expenses while adding a markup for profit. For instance, in the production of specialized aerospace components, manufacturers often use this approach to account for volatile raw material prices like titanium or composites, ensuring financial stability in projects with unpredictable supply chain disruptions. This method is prevalent in industries requiring bespoke engineering, such as heavy machinery fabrication, where direct costs (materials, labor) plus indirect overheads form the base, followed by a 10-20% markup to cover risks and generate returns.^[52]^[53] In service industries, cost-plus pricing facilitates billing for variable workloads in fields like consulting and construction, where project scopes may evolve. Consulting firms, for example, calculate billable hours at hourly rates covering employee salaries and benefits, then apply a markup of 50-100% to include administrative overhead and profit, as seen in management advisory services for corporate strategy projects. Similarly, in private construction, contractors bid on residential or commercial builds by reimbursing actual costs for labor, materials, and subcontractors, plus a fixed fee or percentage (typically 10-15%) for overhead and profit, providing transparency for clients on custom renovations or infrastructure developments. This approach is especially useful in time-intensive services where fixed pricing risks underestimation of efforts.^[54]^[55] Despite its utility, cost-plus pricing in the private sector faces challenges from intense market competition, often prompting firms to adopt hybrid models blending it with value-based or competitive elements to remain viable. Competitive pressures can erode margins if markups exceed what customers perceive as fair value, leading to lost bids in commoditized markets like general manufacturing or routine consulting. Industry surveys indicate adoption rates of 30-40% among small and medium-sized enterprises (SMEs), particularly in process-oriented sectors, where simplicity appeals but limits responsiveness to demand shifts; for example, a study of SMEs found cost-plus as the dominant strategy for 40% in the process industry, though many supplement it with market adjustments to counter rivals.^[56]^[57]^[58] Modern adaptations of cost-plus pricing in private industries increasingly involve integration with enterprise resource planning (ERP) software to enable real-time cost tracking and dynamic markup adjustments. ERP systems like Versa Cloud or Rockton Pricing Management automate the aggregation of direct and indirect costs from procurement, inventory, and labor modules, allowing manufacturers and service providers to update pricing instantaneously amid supply volatility—such as during raw material surges—while ensuring accurate profit margins without manual recalculations. This technological enhancement reduces errors in cost estimation for custom projects and supports hybrid strategies by incorporating market data feeds for competitive benchmarking.^[59]^[60]

In Government and Public Contracts

Cost-plus pricing is employed in government and public contracts under specific regulatory frameworks that permit its use in scenarios involving high uncertainty, such as research and development (R&D) or sole-source procurements. In the United States, the Federal Acquisition Regulation (FAR) Part 35 outlines policies for R&D contracting, allowing cost-reimbursement contracts like cost-plus-fixed-fee (CPFF) where contractors are reimbursed for allowable costs plus a negotiated fee—for experimental, developmental, or research work, the fee shall not exceed 15% of the contract's estimated cost excluding the fee; for other cost-plus-fixed-fee contracts, it shall not exceed 10%.^[61]^[27] The Defense Federal Acquisition Regulation Supplement (DFARS) further supports this for Department of Defense (DoD) sole-source contracts exceeding the Truthful Cost or Pricing Data threshold of $2.5 million (as of October 2025), requiring certified cost data to ensure transparency and control.^[62]^[63] These contracts are commonly used in defense and space projects where technical risks and unknowns justify reimbursing actual costs rather than fixed prices. For instance, the National Aeronautics and Space Administration (NASA) frequently applies cost-plus-award-fee (CPAF) contracts for innovative, one-of-a-kind development efforts, such as spacecraft systems, to incentivize performance while covering unpredictable expenses.^[64] Similarly, DoD utilizes cost-plus structures in major defense acquisitions, including weapon system prototypes, to manage uncertainties in R&D phases before transitioning to fixed-price production.^[65] Oversight of cost-plus contracts in the U.S. is rigorous to prevent abuse and ensure only allowable costs are reimbursed. The Defense Contract Audit Agency (DCAA) conducts audits of incurred costs under FAR Part 31, verifying that expenses like direct labor and materials are allocable and reasonable while excluding unallowable items such as entertainment or lobbying fees.^[66]^[23] Contractors face penalties, including repayment and potential suspension, if audits identify improperly claimed unallowable costs, promoting accountability in public spending.^[67] Globally, similar mechanisms appear in other public sectors. In the United Kingdom, the Ministry of Defence (MOD) incorporates cost-plus pricing within regulated methods for qualifying defense contracts under the Single Source Contract Regulations, where allowable costs are reimbursed plus an agreed profit rate, subject to transparency reporting via the Single Source Regulations Office (SSRO).^[68]^[69] For international aid projects, the U.S. Agency for International Development (USAID) has historically used cost-plus-fixed-fee models to fund humanitarian and development initiatives in volatile environments, reimbursing implementers' costs plus a fee, though recent shifts emphasize fixed-price alternatives for efficiency.^[70]

Theoretical Foundations

Economic Rationale

Cost-plus pricing aligns with the principle of cost recovery by incorporating full-cost accounting, which ensures that all production expenses—both variable and fixed—are covered in the selling price to prevent financial losses. This approach extends beyond the neoclassical marginal cost theory, which focuses on pricing at the point where marginal revenue equals marginal cost for short-term optimization, by emphasizing average total costs to account for overheads and long-term sustainability. Hall and Hitch's seminal study of British firms in the 1930s revealed that entrepreneurs predominantly set prices based on full costs plus a markup, viewing it as a practical method to recover expenses amid imperfect information on demand.^[71]^[72] The strategy provides profit assurance by guaranteeing a predictable return through a fixed markup on costs, particularly valuable in uncertain environments where estimating future revenues is challenging. In contrast to pure competitive markets, where prices may converge to marginal costs and fail to cover average costs during periods of low demand or high fixed expenses, cost-plus pricing shields firms from such volatility. This predictability stems from firms' prioritization of stable margins over marginal revenue maximization, as evidenced in empirical observations of oligopolistic behavior.^[71]^[73] Cost-plus pricing also facilitates risk-sharing in uncertain environments, such as bidding for complex projects like construction, by reimbursing actual costs plus a profit allowance. This encourages participation compared to fixed-price contracts, which can heighten exposure to cost overruns.^[2]^[55]

Elasticity and Market Considerations

The effectiveness of cost-plus pricing is significantly influenced by the price elasticity of demand, which measures consumers' responsiveness to price changes. In markets characterized by inelastic demand, where the absolute value of elasticity (|E|) is less than 1, firms can apply higher markups to costs without incurring substantial losses in sales volume, as quantity demanded remains relatively stable despite price increases. Conversely, in elastic markets where |E| > 1, a fixed or high markup risks overpricing products, leading to sharp declines in demand and potential revenue erosion.^[74] To optimize outcomes, markups in pricing strategies can incorporate elasticity, with the markup moderated inversely by the elasticity coefficient—for instance, reducing the markup when |E| > 1 to balance volume and revenue. In profit-maximizing models, this adjustment is typically applied over variable or marginal costs, as in the formula m = \frac{1}{|E| - 1}, approximating P = MC \left( \frac{|E|}{|E| - 1} \right), which can align with cost-plus approaches under stable conditions. Such adjustments promote stability in pricing decisions while avoiding excessive deterrence of demand.^[74] Cost-plus pricing proves more suitable in oligopolistic or monopolistic market structures than in perfect competition, as it supports administered pricing theories where large firms establish stable prices via cost recovery plus a consistent markup to deter disruptive competition. In oligopolies, this method facilitates coordinated behavior without explicit collusion, enabling firms to maintain profitability amid interdependent decision-making, as evidenced in studies of industrial practices. For example, surveys of U.S. firms indicate widespread adoption where demand estimation is challenging, reinforcing its role in such environments.^[75] Despite these alignments, cost-plus pricing exhibits limitations in dynamic markets, as it often disregards competitors' potential responses to price changes and fails to account for consumer surplus, potentially resulting in inefficient resource allocation. This oversight can lead to prices that do not adapt to shifting market conditions, such as sudden competitive undercutting or evolving buyer preferences, thereby forgoing opportunities for enhanced welfare or profitability. Empirical analyses highlight how such rigidity contrasts with more responsive strategies in volatile settings.^[76]

Evaluation

Advantages

Cost-plus pricing offers several benefits to sellers by ensuring a guaranteed profit margin through the addition of a predetermined markup to total costs, thereby providing financial predictability and stability. This approach reduces financial risk in environments with uncertain or fluctuating costs, such as volatile material prices or complex production processes, as sellers are reimbursed for allowable expenses before applying the markup.^[2]^[14] Additionally, it simplifies budgeting and pricing decisions by relying on a straightforward formula that aligns directly with cost data, making it easier for businesses to forecast profitability without extensive market analysis.^[77] For buyers, cost-plus pricing enhances transparency by breaking down the price into verifiable costs plus a fixed fee or markup, allowing oversight of expenditures and fostering trust in the pricing process. In fixed-fee variations, it encourages a focus on quality and performance, as the seller's compensation is tied to successful delivery rather than strict cost containment, which is particularly beneficial for innovative or custom projects where specifications may evolve.^[2]^[78] This model is especially useful for high-uncertainty endeavors, such as research and development, where fixed pricing could deter participation due to risk.^[79] On a transactional level, cost-plus pricing facilitates long-term contracts by accommodating changes in scope or costs without renegotiating the entire agreement, promoting stability in ongoing relationships. It also eases negotiations, as discussions center on the markup percentage rather than debating a comprehensive fixed price, which can be contentious in complex deals.^[2]^[78] Empirical evidence from defense acquisitions supports these advantages, with studies indicating that cost-plus contracts, particularly cost-plus-award-fee types, are associated with lower average Program Acquisition Unit Cost (PAUC) growth (e.g., 35-37% for programs from 1970 onward compared to 74% pre-1969) compared to fixed-price contracts in high-risk programs, as they mitigate contractor financial exposure and incentivize performance through fee adjustments.^[78]^[80]

Limitations and Criticisms

Cost-plus pricing often leads to inefficiencies because it removes incentives for contractors or firms to control costs, as profits are directly tied to reported expenses rather than efficiency gains.^[2] In particular, this structure can encourage "gold-plating," where unnecessary features or enhancements are added to inflate costs and boost profits, resulting in budget overruns and prolonged project timelines.^[81] A notable example is the U.S. Department of Defense's use of cost-plus contracts in programs like the F-35 Joint Strike Fighter, where early development phases under cost-plus arrangements contributed to significant cost escalations, with total program costs exceeding $2.1 trillion over the lifecycle due to overruns and added complexities.^[82] Economically, cost-plus pricing distorts resource allocation by relying on average costs plus a markup rather than marginal costs, which fails to account for marginal utility and demand elasticity, leading to suboptimal production levels and inefficient use of resources. This approach can also promote cost inflation, as firms or contractors pass on rising expenses without pressure to absorb them, exacerbating inflationary pressures in sectors like defense and construction during periods of economic strain, as critiqued in analyses of 1970s procurement practices.^[83] By ignoring market signals such as consumer willingness to pay, it results in prices that may not reflect true economic value, further misallocating resources away from more efficient alternatives.^[2] Buyers face vulnerabilities under cost-plus pricing due to the potential for cost manipulation, such as inflated expense reporting, especially without robust auditing mechanisms, which can drive up overall prices compared to competitive bidding processes.^[84] For instance, in government contracts like those awarded to Halliburton in Iraq, critics highlighted how cost-plus terms enabled questionable expense claims, leading to higher taxpayer costs without corresponding value.^[84] This lack of competitive discipline often results in premiums over market rates, making cost-plus less favorable in environments with strong oversight alternatives. In mature markets, cost-plus pricing is frequently replaced by fixed-price or target-cost models to mitigate these issues, as seen in the U.S. defense sector's shift toward fixed-price contracts for production phases of programs like the F-35 to enforce cost discipline and reduce overruns.^[85]

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Pricing Strategies to Stay Profitable in an Inflationary Economy - DHJJ
Mar 26, 2025 · Cost-plus pricing is one of the simplest ways to ensure you cover your expenses while keeping a reasonable profit margin. You take the cost of ...
[30]
Cost-Plus Pricing Strategy: Definition, Pros, and Cons - Pricer24
Jun 17, 2024 · Cost-plus pricing focuses solely on covering costs and achieving profit through a markup. Value-based pricing considers the value of the product ...Missing: authoritative sources
[31]
16.306 Cost-plus-fixed-fee contracts. - Acquisition.GOV
A cost-plus-fixed-fee contract is a cost-reimbursement contract with a fixed fee at the start, that may be adjusted for changes in work.
[32]
Subpart 16.3 - Cost-Reimbursement Contracts - Acquisition.GOV
(a) Description. A cost-plus-fixed-fee contract is a cost-reimbursement contract that provides for payment to the contractor of a negotiated fee that is fixed ...
[33]
Cost-Plus-Fixed-Fee Contracts | www.dau.edu
A cost reimbursement-type contract that provides for the payment of a fixed fee to the contractor. The fixed fee, once negotiated, does not vary with actual ...
[34]
Cost-Plus-Fixed-Fee (CPFF) Contracts: Types, Purpose & Benefits
May 29, 2025 · What are the Benefits and Limitations of CPFF? · Lower financial risk for contractors · Cost transparency for clients · Less incentive for cost ...
[35]
Contract Types | www.dau.edu
Whereas under cost-plus-fixed-fee contracts, the Government bears the greatest risk because the contract obligates the contractor to provide its best effort to ...
[36]
War's Unexpected Cost – AHA - American Historical Association
... contracts adopted during the war to encourage industrial output. Under these contracts, government procurement agencies used cost-plus-fixed-fee contracts ...
[37]
INCENTIVE VERSUS COST-PLUS CONTRACTS IN DEFENSE ...
INCENTIVES IN DEFENSE CONTRACTS WERE INTRODUCED IN THE 1960'S IN AN EFFORT TO REDUCE COST OVERRUNS IN THE COST-PLUS CONTRACTS. COST-PLUS CONTRACTS OBLIGATED ...
[38]
[PDF] Cost Overruns and Defense Contracting
In the early 1960s, CPIF contracting was touted as the solution to the problem of cost overruns in defense procurement. By sharing the risk, the contractor was ...
[39]
Part 16 - Types of Contracts | Acquisition.GOV
Apr 24, 2023 · (a) Description. The cost-plus-incentive-fee contract is a cost-reimbursement contract that provides for the initially negotiated fee to be ...Missing: CPIF | Show results with:CPIF
[40]
EM Contractor Fee Determinations - Department of Energy
CPIF contracts specify a target cost, a target fee, minimum and maximum fee thresholds and a fee adjustment formula. The formula provides for an increase in the ...Missing: details | Show results with:details
[41]
[PDF] 1-SPO-Cost-Analysis-Manual_FINAL.pdf - State Procurement Office
Costs under target are shared according to the share ratio established in the under-target ... established procedures;. • Identifies the sources of data and ...
[42]
16.405-1 Cost-plus-incentive-fee contracts. - Acquisition.GOV
The formula provides, within limits, for increases in fee above target fee when total allowable costs are less than target costs, and decreases in fee below ...Missing: details | Show results with:details
[43]
[PDF] GAO-17-291, DEFENSE CONTRACTING: DOD Needs Better ...
Jul 11, 2017 · A cost-plus-incentive-fee (CPIF) contract reimburses the contractor for its allowable costs, but still uses a formula of total allowable costs ...
[44]
[PDF] 48 CFR Ch. 2 (10–1–01 Edition) 216.405–2 - GovInfo
216.405–2 Cost-plus-award-fee con- tracts. (a) ... by subjective evaluation ... (2)(A) Do not apply the weighted guidelines method to CPAF contracts for either the ...
[45]
[PDF] 16.2 - Performance Evaluation and Measurement Plans for Cost ...
Award fee evaluation criteria must often be broad criteria in areas such as technical, project management and cost control, supplemented by a limited number of ...
[46]
Subpart 1816.4—Incentive Contracts - Acquisition.GOV
Oct 9, 2025 · During the award fee evaluation, each factor is scored from 0-100 according to the ratings defined in 1816.405-275(b).
[47]
[PDF] NASA SHOULD RECONSIDER THE AWARD EVALUATION ...
A CPAF contract is a cost-reimbursement contract that provides for a fee consisting of (1) a base amount fixed at inception of the contract, and (2) an award ...
[48]
PART 1816—TYPES OF CONTRACTS - Acquisition.GOV
Award fee incentives should not be used on contracts with a total estimated cost and fee less than $2 million per year. Use of award fee incentive for lower- ...
[49]
[PDF] Report on Contracting Practices at the Major Range and Test ... - DoD
Dec 27, 2006 · The audit objective was to determine whether contracting officials at the Major Range and. Test Facilities Base complied with the requirements ...<|control11|><|separator|>
[50]
Manufacturing Pricing Strategies: Tips, Types & Examples - Pricefx
We will learn more about cost-plus pricing and value-based pricing later in this article. Complications in Setting a Manufacturing Industry Pricing Strategy. If ...
[51]
Contract Manufacturing Price Model: Cost Plus - DigiSource Blog
Learn the fundamental pricing strategy known as cost plus, where profit and estimated costs are combined to produce the final price.
[52]
The Cost-Plus Pricing & Its Applications in Service Companies - Elorus
Jan 17, 2025 · Cost-plus pricing is a method that calculates a service's price by adding a markup percentage to the total cost of delivering the service.Types Of Cost-Plus Pricing · The Project Cost Breakdown... · Indirect Costs (overhead)<|control11|><|separator|>
[53]
What is a Cost-Plus Contract in Construction? | Procore
Jun 11, 2024 · A cost-plus contract is a construction agreement that requires reimbursement for project costs as well as a markup that covers the contractor's overhead and ...Disadvantages of cost-plus... · Cost-plus contract example
[54]
The Hidden Dangers Of Cost+ Pricing - Revenue Analytics
Aug 28, 2025 · While it may seem simple at first, the risks of Cost+ pricing, such as ignoring market dynamics and value perception, are becoming evident.Missing: applications adoption adaptations
[55]
[PDF] Pricing Strategies and Business Performance Among Selected ...
This study examines the relationship between cost-plus, competitive, and value-based pricing strategies and the business performance of SMEs in Santa Cruz, ...<|control11|><|separator|>
[56]
[PDF] A STUDY ON THE EFFECT OF PRICING STRATEGIES OF SMALL ...
In the process industry, 40% of companies have a cost-plus pricing strategy, while value-based and competitive pricing are used equally by 30% of companies.
[57]
Tracking Projects with Versa Cloud ERP
Apr 5, 2017 · You can use it to track different types of projects such as fixed price, time and material, internal projects, cost plus projects, and many more ...Tracking Projects · Versa Cloud Erp: Tracking... · Read Next
[58]
Need Cost Plus Pricing? We Make It Easy - Rockton Software
Streamline cost plus pricing and maximize profits with Rockton Pricing Management. Eliminate manual work, prevent margin loss, and automate pricing updates.
[59]
Part 35 - Research and Development Contracting | Acquisition.GOV
This part prescribes policies and procedures of special application to research and development (R&D) contracting.
[60]
Department of Defense Contract Pricing | Congress.gov
Dec 19, 2023 · Federal contracting regulations require that contract prices be "fair and reasonable," and include several mechanisms that DOD may exercise to ...
[61]
The advantages of cost plus award fee contracts
A Cost Plus Award Fee contract is the best procurement vehicle for the high-tech, one-of-a-kind, development projects that constitute most of NASA'S projects.Missing: defense | Show results with:defense
[62]
[PDF] INCENTIVE CONTRACTING GUIDE - DAU
1 / ASPR 3-405.5, Cost Plus Award Fee Contracts NASAPR 3.405-6, Cost Plus Award. Fee Contracts NASA Cost Plus Award Fee Contracting Guide, NHB 5104.4, issued.
[63]
[PDF] FAR Cost Principles Guide - Defense Contract Audit Agency
Jan 13, 2017 · The total cost of a contract is the sum of the allowable direct and indirect costs allocable to the contract, incurred or to be incurred, ...Missing: R&D | Show results with:R&D
[64]
Your Guide to DCAA Allowable and Unallowable Costs - Team 80
Repayment and Penalties: If audits reveal that unallowable costs have been charged to the government, contractors may be required to repay these amounts. ...
[65]
Regulated Pricing Methods - Single Source Contracts
All of the six regulated pricing methods use a "bottoms up" pricing method of allowable cost + profit = selling price and hence there is no ability under the ...
[66]
[PDF] SSRO Glossary of terms used in report templates: contract ... - GOV.UK
Under the cost-plus pricing method, the allowable costs are the actual allowable costs determined during the contract or after the contract completion date.
[67]
How Fixed Prices Can Scale Results-Based Procurement at USAID
Dec 19, 2024 · By contrast, USAID's Cost-Plus-Fixed-Fee (CPFF) foreign assistance model – in which implementers are guaranteed to recover their costs and earn ...
[68]
[PDF] PRICE THEORY AND BUSINESS BEHAVIOUR - Free
PRICE THEORY AND BUSINESS BEHAVIOUR. By R. L. HALL and C. J. HITCH. FOB several years a group of economists in Oxford have been study-.Missing: rationale | Show results with:rationale
[69]
Reconciling Full-Cost and Marginal-Cost Pricing
May 1, 2016 · We show that full-cost pricing (FCP) can achieve the optimal price. FCP marks up variable cost with the contribution margin per unit, which, in ...
[70]
[PDF] Full Costs, Cost Changes, and Prices
Full-cost pricing is a rule of thumb where businesses try to apply a 'full cost' in pricing, but it lacks a precise meaning.
[71]
[PDF] THE CHAOTIC COST-PLUS PRICING MODEL
Using cost-plus pricing with a markup that varies inversely with the price elasticity of demand is consistent with profit maximization. Cost-plus pricing is ...
[72]
Industrial Pricing: Theory and Managerial Practice | Marketing Science
Published Online:August 01, 1999. © 1999 INFORMS. Cite as. Peter M. Noble, Thomas S. Gruca, (1999) Industrial Pricing: Theory and Managerial Practice.
[73]
[PDF] Determining The 'Plus' In Cost-Plus Pricing: A Time - CMA Australia
The key assumption is that, in manufacturing companies, the use of contribution margin per hour in pricing and profitability analyses provides stronger.Missing: early | Show results with:early
[74]
https://www.ajbmr.com/articlepdf/aus_20_63i2n1a6.pdf
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Cost Plus Award Fee Contracts | www.dau.edu
A cost-plus-award-fee contract is a cost-reimbursement contract that provides for a fee consisting of an award amount that the contractor may earn for ...
[76]
None
### Summary of Advantages/Benefits of Cost-Plus Pricing
[77]
[PDF] Acquisition Policy, Cost Growth, and Cancellations of Major Defense ...
29 Three of the other four programs in Boom1 had conventional cost plus incentive fee contracts for EMD. ... are higher completion rates associated with lower ...
[78]
Strengthening America's defense industrial base - Brookings Institution
Jun 20, 2024 · Cost-plus-percentage contracts (CPPC), for instance, reimburse a contractor for all documented expenses and then add a profit margin of some ...
[79]
F-35 Sustainment: Costs Continue to Rise While Planned Use ... - GAO
Apr 15, 2024 · We reported in this Q&A that DOD's projected costs to sustain the F-35 fleet keep increasing—from $1.1 trillion in 2018 to $1.58 trillion in ...Missing: plus | Show results with:plus
[80]
The $436 Hammer: A Laughing Matter? - U.S. Naval Institute
Problem Four—Gold-Plating: The first three problems could be considered to involve the Navy's buying methods. Therefore, these problems are primarily of concern ...
[81]
Examining Halliburton's 'Sweetheart' Deal in Iraq - NPR
Dec 22, 2003 · Congressional critics want to know if the company is engaging in gold-plating contracts -- inflating costs and pocketing the difference.