Competitive Analysis, Price to Win (PTW) and Strategic Bid Pricing Training

This 2-day private seminar imparts a solid basis for understanding the essence of competitive analysis and PTW in support of the strategic pricing and capture of major government opportunities in the IT, C&E, S&T and consulting marketspaces. This seminar includes detailed class problems that seminar attendees get to solve and see the outcomes of their interpretations of snowflakes of competitive intelligence as they relate to competing bid teams.

The seminar is led by an experienced competitive analysis, PTW and strategic pricing practitioner. It has proved invaluable for galvanizing capture teams' attention on price as they approach major 'must win' acquisitions.

All of those with key roles in the business development and capture process will benefit from this presentation, including:

• Capture managers, who will receive a solution-to-price view of the PTW & opportunity capture environment;
• Veteran bid pricers, who will get a PTW & pricing refresher course and update;
• Non-pricing bid team veterans, who will gain an appreciation of the PTW and the bid pricer’s problems;
• Novice bid participants of all types, who will get an overview of the opportunity capture environment with an emphasis on PTW and pricing; and
• Capture teams, who will have the opportunity to focus on PTW thinking and its relevance to an upcoming major bid.

Key topics include:

• The levels of PTW -- based on customer budgets, based on competitor past behaviors, and resulting from a detailed 'bottoms up' basis of estimates analysis, including the likely effects of competitive bid team gaming;
• How PTW fits into the overall business development process;
• Modeling -- a 'how to' using CAI/SISCo's 3-stage, 10-step competitive analysis/PTW process;
• Methodology and tools;
• Supporting bid/no bid decisions, initial submissions and BAFOs; and
• Information sources and data gathering techniques in support of successful analysis.

In addition to the class problem that incrementally supports the 3 stages of competitive analysis/PTW as they are explained, CAI/SISCo offers 3 discrete class problems in the form of abstracted acquisition opportunities, as follows:

• a basis of estimates (BOE)-based software development situation that uses a CAI/SISCo Function Point analysis and pricing model to rapidly turn intelligence into detailed characterizations of a targeted competitive team's likely approach to solving the customer's problem into an evaluatable solution and price.
• a labor rate development and team labor rate blending exercise that allows attendees to shape competitor bids and outcomes by interpreting PTW intelligence.
• a telecommunications oriented opportunity that shows how competing corporate personalities are likely to develop out-year service pricing solutions based upon their unique views of competition, technology, volume and other factors.

Download Seminar Outline (140kB, 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.