Pricing to Win/Winning in the Cost Volume

Dates & Locations


Course Information

This 3-day interactive workshop builds practical skills through lecture, discussion, and skill-building exercises. A description of each course in this combination is listed below.
Pricing To Win

This 2-day workshop teaches skills for business development, marketing, capture management, pricing, and finance personnel, including:

  • Understanding customers’ acquisition budgets, including sources and uses
  • Understanding customer assessments of bidders’ proposed prices/Price-capability trade-offs
  • Reviewing competitors’ probable solutions and likely pricing strategies and tactics
  • Iteratively adapting your company’s solution, price, and capture strategy to improve win probability
  • Influencing customers to prefer your company’s own solution and price over competitors’ prior to release of an RFP
  • Guiding proposal pricing efforts to ensure the offer places your organization in a position to compete and ultimately win
  • Securing the award after proposal submittal by refining and executing pricing strategies
Participants actively engage in hands-on exercises based on a real-world competitive opportunity. This fast-paced workshop builds skills and expands knowledge in this critical aspect of winning business.

Winning Cost Volume

This 1-day workshop teaches you to address critical issues needed to gain a strategic advantage by enhancing the skills of the people who manage and prepare cost volumes:

  • Understand how cost volumes are evaluated and what increases cost in evaluation
  • Learn acceptable, allocable, and allowable costs
  • Learn why and how to develop the RFP requirements checklist, CLIN, CDRL, and Program Control Matrix
  • Learn to develop a WBS and WBS dictionary
  • Develop appropriate and acceptable estimates
  • Develop good task descriptions
  • Develop defendable BOEs

Enroll Today


Who Should Attend
  • Business Development Professionals and Managers
  • Pricing Managers
  • Financial/Technical Professionals
  • Capture Managers
  • Tools and Templates
  • Course Workbook

If you register 30 days prior to the start of the workshop, enter EARLYBIRD at checkout to receive $100 off your registration fee!


If you have any questions about this course or others, contact Mallary Price at

"Your proposal leadership on this complex proposal was invaluable. You were able to harness our resources and bring together a compelling story for our customer while maintaining calm - even in a very chaotic environment with us and our teaming partners."

Director of Program Development, Healthcare IT Firm