Pricing to Win/Winning in the Cost Volume

Dates & Locations

Course Information

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

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