In 2004, we launched the first commercially available Price To Win (PTW) training seminar aimed at helping customers understand how PTW, whether performed internally or externally, can dramatically improve win rates. The training covers the establishement of an internal PTW capability as well as what any PTW capability should do to help capture teams build solutions and teams that are driven by a winning price.

Led by practicing PTW professionals, the seminar helps capture managers, capture teams and business development professionals better understand the processes, tools and information needed help "bake" effective PTW results into a winning capture strategy and price rather than sprinkling PTW results on top of a "business as usual" capture process as a last minute appliqué.

The response from both industry and government has been overwhelming. Industry needs CAI/SISCo's training as it continually strives to remain and enhance its competitiveness in the fast-moving marketplace for products and services. Government, on the other hand, uses our training to develop better acquisition practices to ensure the goods and services they acquire deliver promised benefits in a cost-effective manner.

Companies like Accenture, Alcatel-Lucent, AT&T, BAE Systems, Boeing, CSC, Harris, HP, IBM, ITT, Lockheed Martin, Northrop Grumman and SAIC contracted for private seminars, and our public seminars were, and still are, sell-outs. Since the PTW seminar first went live it has been continually enhanced. We have also added several hands-on class problems focused on software development estimation & continuous improvement, telecommunications pricing, and labor modeling & pricing.

Today CAI/SISCo's Professional Development seminar offerings seminars include:

• How To DO Competitive Analysis & Price To Win (PTW) Studies, in either a public or private setting, this 1-day seminar explains why PTW is needed and presents a "how to" approach to PTW analyses using CAI/SISCo's 3-phased PTW process. A progressive class problem drives home the phase lessons and explains how PTW results improve win rates;
• Strategic Bid Pricing, to help attendees understand and apply the techniques, strategies and models that can help game and price complex bids;
• Business Development, Strategic Positioning, and Tactical Execution, shows attendees how to position for opportunities using institutional marketing and customer penetration techniques;
• How To USE Competitive Analysis & Price To Win (PTW) Studies, is a 4-hour seminar that describes what Capture Managers and other business development executives should expect from PTW studies, how these results should be used to drive solutioning, and explains how PTW results should be used to improve win rates;
• Cost As an Independent Variable (CAIV), shows how this often-mandated approach to major opportunity costing and pricing works for both the government customer and the contractor and how it can be adapted by contractors to drive target pricing in most any bid situation; and
• Earned Value Management (EVM), explains how to propose and execute EVM-based opportunities now that EVM is mandated for most federal opportunities.

Download CAI/SISCo's Corporate Capabilities (362kB, PDF Format)

Download CAI/SISCo's Price List (128kB, PDF Format)

To request a proposal or more information about our training services,
please e-mail David Collins or call him at (888) 840-5959.