Why is Strategic Pricing? So Important to a Bid?
Marsha Lindquist
Strategic Pricing? at Granite Leadership Strategies Inc., CPP APMP, APMP Fellows, NCMA Fellow
Volume 22 - Issue 17?? September 18, 2024
The Strategic Pricing? Expert
Hello,
Approximately 46% of small businesses with revenues under $10 million say they have a decided advantage by maintaining a formal capture/gate process over firms that do not. We take this tidbit from the GAUGE Report, produced by colleagues at CohnReznick and Unanet. We cover the strategic pricing capture/gate processes important to win in Secrets of Strategic Pricing for Government Contractors. Grab an iced tea or coffee and check out the article below for more on Government strategic pricing and Gov Con information.
Why is Strategic Pricing? So Important to a Bid?
by Marsha Lindquist
Most contractors approach Strategic Pricing? like it is an afterthought. It is not an afterthought if you want to win. Plain and simple there can be nothing more important to a proposal than the pricing. While the technical proposal gets all the attention and typically the evaluation, the price is equally important.?Let’s talk about why.
Price is Key
Because pricing too often is a deciding factor in a win, (even if it is low price technically acceptable) it stands to reason that it should take center stage. Rather than the approach which too many Gov Cons take “now that we have finished the technical response, let’s get the pricing done”, choose to do what makes sense. Get a Strategic Pricing? approach as part of the capture process.
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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.
Thanks for reading my #1 best-selling book, Secrets of Strategic Pricing for Government Contractors.
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Pricing Manager with over 2 decades experience in the GovCon arena. Looking to help companies respond to government solicitations
2 个月Very insightful book, makes you realize the importance of pricing being involved early and often