By Chasing New Business, Are You Chasing Away Now Business?

The Strategic Pricing? Expert

Volume 24 - Issue 19 October 2, 2024

Hello,

Your time is precious, and you want all the answers to your Government contracting questions quickly. We give you what you need in under a 3-minute read. Give this some thought… Typical win rates for small businesses are around 40%. Conversely, that means that small companies are bidding 60% of the time and not winning. That’s a lot of money to spend on B&P efforts not to win. Want to increase your win rate? Get some great strategic pricing excellence by reading my book Secrets of Strategic Pricing for Government Contractors. Grab a glass of hot cocoa or iced tea and read our feature article below.

By Chasing New Business, Are You Chasing Away Now Business?

By Marsha Lindquist

?Many businesses focus so much time and energy chasing new business clients that they forget about the clients they already have. This is a risky strategy at best; there’s no guarantee that the new clients you’re pursuing will come on board. And if you ignore your current client base, you risk losing clients who could provide new business in the future, through referrals and by offering you more work with their companies. The fact is that you simply can’t properly nurture current business when you’re so busy hunting down mere possibilities.

Marsha Lindquist is an experienced pricing strategist & finance professional. In her groundbreaking #1 Amazon Best-Selling book, Secrets of Strategic Pricing for Government Contractors Marsha Lindquist delivers the wisdom of strategic pricing for Federal proposals. Marsha has built a tradition of quality consulting for scientific & high technology Government contractors for over 30 years including Ames National Laboratory, Textron Inc., DynCorp International, Cytec Engineered Materials, and Intuitive Machines. Marsha is articulate in authoring customer-focused winning pricing strategies. Ms. Lindquist has achieved the distinguished titles of NCMA Fellow, APMP Fellows & APMP Professional (CPP) as well as Future of Pricing Honoree by ProPricer.

Ziva's Quick Tip

Decrease G&A

People always ask how they can decrease their G&A rates.?Most people think moving the costs to another pool.?Or cutting G&A costs.?While both of these are ways to decrease the G&A, the first one only serves to move the costs somewhere else and does not help your total wrap rate.??

Thanks for reading my #1 best-selling book, Secrets of Strategic Pricing for Government Contractors.

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Podcast Interviews

• See my newest interview with InfoBase Publishers, publishers of DACIS
• Federal Game Changers Podcast: Bid Less, Win More!