
In 2004, we launched the first commercially available
Price to Win (PTW) training seminar aimed at helping customers understand
how to improve their win rates either by engaging external PTW help,
establishing an internal capability, or a hybrid of both.
Led by practicing PTW professionals, the seminar helped capture teams
and managers better understand the processes, tools and information
needed help "bake" effective PTW into a capture strategy rather than it being a last minute appliqué.
The response was overwhelming. Companies like AT&T, Boeing, Harris,
HP, IBM, ITT, Alcatel-Lucent, NG, and SAIC contracted for
private seminars, and our
public seminars were sell-outs. Since the PTW seminar
first went live, we have added competitive analysis and strategic pricing
elements to provide context for PTW, as part of a continuum of activities
that is needed to augment traditional proposal-centric processes. We have also added to our 2-day PTW seminar several hands-on class problems focused on software development estimation & continuous improvement, telecommunications pricing, and labor modeling & pricing.