Strategic Bid Pricing

CAI/SISCo's 4-hour Strategic Bid Pricing seminar discusses specific aggressive bidding strategies and tactics that may be used to develop very competitive evaluated bid prices – yet maximize profits on the resulting contract. Valuable insights and information are provided for those involved in pricing for large-scale bids. This includes executives, financial personnel, capture/proposal managers, new business developers and pricing analysts in firms that are bidders on major system integration, technical labor and information technology product procurements.

This professional development training seminar is led by an experienced Strategic Pricing Consultant. Our instructors have vast experience supporting captures in the U.S. federal (intelligence, defense, homeland security, health, etc.) and other marketplaces.

Monthly public seminars are held in the Washington metropolitan area (CAI/SISCo 2010 public seminar schedule). Private seminars are also offered and are a great way to train your entire corporate business development team.

The half-day version of Strategic Bid Pricing Strategies and Tactics seminar is a 5-segment presentation.

Segment 1: What is Strategic Pricing?
Segment 2: RFP Review – What’s In and What's Not?
Segment 3: Contract Type-Specific Strategies
Segment 4: Integration into Pricing and Proposal Volumes
Segment 5: Contract Margin Improvement

Segments 1, 4 and 5 require about ½ hour each. Segments 2 and 3 combined require approximately 2½ hours.

Segments 2 and 3 are devoted to strategies used in the development of pricing specifically tailored to the opportunity as defined in the SOW (Section “C”), the Instructions (“Section L”), the “B” Tables, and the Evaluation Model (Section “M”).

Specific emphasis is given to the process of analyzing the overall opportunity, the RFP, and company strengths and weaknesses, then structuring the pricing to best reflect strengths and hide any weaknesses. The intent is to focus the cost proposal response at a specific set of strategies instead of delivering a vanilla (and losing) response.

Discussion topics include:

Type of Contract and Overarching Approaches
Fixed Price Pricing and Assumptions
Labor Category Bid Strategies
Business Case vs. Evaluation Model
Cost Type Strategies including LOE Strategies
Identifying Bid Specific Strategies (that you or your competition may use)
Teaming for Price – blending in low-cost subs and accommodating high-cost ones

A question and answer session will conclude the seminar. Students receive hard and soft copies of all handouts.

To request a detailed seminar outline and a registration form with prices and multiple seat discount information or a proposal for a private PTW seminar contact David Collins at dcollins@caisisco.com or call him at (301) 254-3560.