Blog | Webinars

April 2022

Within the confines of the overall proposal schedule, Cost and Price count for one third of the proposal. Regardless of Best Value evaluation criteria, price is always important. Understanding the relationships between the cost and technical volumes while understanding how and why the volume specific schedules need to vary and how they should overlap is paramount in ensuring success in delivering a complete, compliant, and competitive proposal.

From the initial opportunity identification to delivery of a subsequent proposal, Pricing should be integrated closely with the proposal team. In a high-pressure proposal environment with multiple stakeholders on the proposal team, and information inputs changing frequently, sometimes several times a day, management of the schedule becomes essential. We will cover how to integrate with the technical reviews, set and hold reviews, and build in enough time to ensure thoroughness of review and quality control of pricing.

Over time, companies often see teams comprised of the same people who take advantage of the familiarity that is gained from working together over many proposals. But that may be a luxury for many companies. From Capture Managers to Technical Writers and Pricing to Production, many functional roles are dependent on each other to each contribute fully. Ensuring communication to all stakeholders of completed tasks, outstanding inputs needed, and upcoming milestones (e.g., gate reviews) is vital to proposal success. We will cover how to integrate early with the team and ensure a constant and consistent flow of information to prevent information bottlenecks, control schedule, and ensure a winning bid.

Pricing has a vital role and should be integrated early on when the team starts to form, even from IDing and shaping the pursuit, to providing pricing strategy during the proposal, and presenting management with pricing options and analysis. Scheduling pricing color team reviews or gate reviews and being prepared for them are essential to ensuring quality control and for strategic pricing to have a foundation to flourish. Driving internal deliverables and scheduling for Cost / Price will be covered.

This webinar will cover how to successfully integrate with the technical team, open effective and consistent communication with stakeholders, drive pricing milestone scheduling during the proposal, and build in compliance from the outset to increase the frequency of winning proposals.