How To DO Competitive Analysis & Price To Win (PTW) Studies

This intensive 1-day session imparts a solid understanding of the essence of competitive analysis and PTW as these relate to the capture of major competitive contracting opportunities. The seminar is available either as a private session at a location of your choice or on a "by the seat" basis at one of our regularly scheduled public seminars - see below for details.

The seminar's format alternates lecture and progressive class work to hammer home the concepts and strategies embodied in CAI/SISCo's 3-Phase, 10-Step Competitive Analysis/PTW process. Students will learn how to interpret and use competitive intelligence snowflakes to qualify and quantify the solutioning and pricing ascribed to competing bid teams that, in turn, leads to determination of the Home Team's price needed to win (PTW).

The seminar is led by Tony Constable, a veteran price to win and competitive analysis practitioner with over 30 years experience from more than 1,200 major competitive pursuits. The seminar's content, when employed early in the capture process, has the effect of galvanizing attention on price as capture teams approach solutioning, teaming and pricing in support of major acquisitions.

Monthly public seminars are held in the Washington, DC metropolitan area, elsewhere in the United States, and in Europe (CAI/SISCo 2010 public seminar schedule). Private seminars are a great way to focus a capture team on price which is most often the most important determinant in making competitive contract awards.

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

Capture managers, who will receive a solution-to-price view of the competitors likely 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 pricing issues;
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 effects of likely competitive bid team gaming;
How PTW fits into the overall business development process;
How to establish your own internal PTW capability
Modeling -- a 'how to' using CAI/SISCo's 3-phase, 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.

Our 2-day private only PTW seminar 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.

To request a detailed seminar outline and a registrations form with prices and multiple public seminar 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.