Modern Bid Pricing Training

Seminar Highlights

CAI/SISCo's Modern Bid Pricing Strategies and Tactics seminar discusses specific aggressive bidding strategies and tactics that may be used to offer a very competitive bid price - and yield acceptable profits on the resulting contract. Valuable insights and information are provided for those involved in pricing for large-scale bids. These include 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 seminar is offered in both a full-day and half-day format.

Approach

The full-day version of Modern Bid Pricing Strategies and Tactics is presented as a 5-segment seminar.

• Segment 1: General strategies applicable to most procurements
• Segment 2: Technical labor strategies
• Segment 3: Performance Based Contract (PBC) strategies
• Segment 4: Product strategies
• Segment 5: Maintenance strategies

The half-day version includes Segment 1 plus any two of the remaining areas based on the customer’s predefined requirements. Both versions of this seminar are targeted at senior opportunity capture personnel and are led by an experienced PTW and bid pricing practitioner.

Segment 1 provides an introduction to bid pricing in competitive opportunities. Key topics include:

• Cost of money in bid development
• Planning for initial bids and bids presented at BAFO
• Rationales, strategies and impacts of changing prices
• The use of “one-time CLINs”
• Cost Recovery tactics
• Use of Present Value and Return On Investment calculations
• Gaming strategies that may be used by (and against) you

Approximately 2 hours of class time is spent on Segment 1.

Segment 2 is devoted to strategies used in the development of labor pricing at both customer and contractor locations. Discussion topics include:

• An introduction to the labor pricing process
• The roles of Direct vs Indirect Charges
• Strategies for installation and training requirements
• Tactics for “Key Personnel” requirements
• Gaming strategies that may be used by (and against) you
• Teaming for price – and how to resolve problems caused by essential but high cost partners

We will spend approximately 1 hour of class time on Segment 2.

Segment 3 covers strategies and tactics used to meet the requirements of Performance Based Contracts. Key topics covered include:

• What “Performance Based” means to the customer and the bidder – strengths and weaknesses
• Strategies for meeting defined Service Level requirements, and for the development of Service Level Agreements
• “No Risk” approaches used by successful bidders

We will spend approximately 1 hour of class time on Segment 3.

Segment 4 discusses product strategies. Key topics covered include:

• How Technology Cost Deflation and Product Price De-escalation can be used to lower your bid
• Demand elasticity – an illustrative example
• Comparison of bundling and unbundling strategies
• Installation tactics
• Gaming strategies that may be used by (and against) you

We will spend approximately 1 hour of class time on Segment 4.

Segment 5 discusses product maintenance and warranty strategies. Key topics covered include:

• Warranty terms and conditions selection
• Developing bid-effective and profitable spare parts and maintenance strategies
• Using preventative maintenance as a differentiator and bid reduction tool
• Considerations for the use of in-house versus subcontracted maintenance

We will spend approximately 1 hour of class time on Segment 5.

A question and answer session will conclude the seminar. Students receive hard copy handouts of all slides plus a CD containing soft copies of the slides and the models that are used to solve class problems.

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