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PRICE-TO-WIN ANALYSIS AND CONSULTATION SERVICES
In this competitive contracting environment having a superior technical proposal that is compliant is simply not enough. Too often, bidders are beat on price and all the effort and resources that went into developing the proposal is wasted; at least until the opportunity presents itself again on recompete.
SAS GPS is committed to creating an equally compelling pricing strategy to increase your chances of an award. If you’ve experienced too many losses recently due in whole or in part to pricing, let our team support your next effort.
We know that getting a foothold on your pricing is a complicated task. Our experts are up to that task and can walk you through the process from start to finish.
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OVERVIEW OF OUR PRICING SERVICES
The proposal development process can be simple or complex depending on the specific requirements of the government contract you are addressing. And, though every solicitation has its own set of guidelines for what a proposal must contain, the tasks involved in creating one are common to every project.
Pricing Model Development
If you need to merge the nuances of CBA (Collective Bargaining Agreement), SCA (Service Contract Act), and exempt labor classes together into a cohesive model that stays true to the characteristics of each category, the SAS team can provide the solution.
We use the unique cost elements related to your company and the opportunity you are pursuing to develop a full pricing model that meets the solicitation requirements.
Elements of this model will often find themselves in the Pricing Volume as the Wrap Rates or FBLR (Fully Burdened Labor Rates) in addition to being submission ready if the opportunity requires evidence of the rate buildups as many so often do.
LPTA - Lowest Price Techincally Aceptable
Facing a Lowest Price Technically Acceptable opportunity and want some guidance on how to bid it? We can help! Knowing where and how to trim cost elements and bid an LPTA contract can make the difference between your proposal never being reviewed and being the first one selected for evaluation.
Increasingly, the evaluation of LPTA opportunities is as simple as reviewing the lowest bid for price realism, and if the technical and past performance are found to be acceptable, evaluation process is over…no other proposals are reviewed regardless of how superior their technical or past performance may be or how close the pricing.
Best Value Pricing
Many companies have a misimpression that a superior technical approach will allow them to price as they wish on a Best Value (BV) opportunity; many of these companies continue to lose out to other bidders that understand there is a range and better yet, how to bid within that range for the win.
The first step is to know what the floor is so the BV range can be identified. We’ll take the guess work out of this process by calculating that floor and the optimum BV bid range to enhance your chances for award.
Want to know what to pay a certain labor category at a certain level for a certain location? We can assist with the time consuming and often frustrating task of arriving at a salary to pay an individual.
SAS will pull the important aspects of a solicitation provided position description and conduct research on those elements to arrive at a proper salary or salary range for a given location.
Though there are many factors to consider for salary targets, location, experience, education, direct report aspects, and clearance levels are some of the more common and important criteria that affect pay.
Competitive Analysis / Intelligence Services
Make informed decisions regarding your bid based upon the competitive analysis SAS can perform. We’ll work to identify interested companies likely to bid on your opportunity, construct a competing model based upon the solicitation constraints, and suggest strategies to mitigate a competitors’ likely approach.
Incumbents often choose our service to better understand how a competitor will work to unseat them during recompete.
This service is for those who’ve done all the work but are still unsure of certain cost elements or would simply like a professional review of their model and pricing strategies before submission.
We’ll review your model and assumptions, offer suggestions for improvement, and ensure your model is complete, compliant, and competitive.
Overlooking a cost element, such as Clearance costs to be borne by the contractor, can make a significant impact in profitability if unaccounted for.
ARE YOU CONFIDENT YOUR PRICING IS COMPETITIVE?
Pricing is one of the most important factors when it comes to deciding whether or not you are competitive for any given contract.
SAS GPS will assist you in achieving the competitive range for the type of opportunity you’re pursuing.
Though the client has the ultimate decision in regards to price and the various cost elements, as your advisers, we will team up with you to review any components that could be approached differently to better your bid.
There are certain strategies and methods that can be applied to ensure the price is appropriate for the opportunity.
For LPTA, having any non-required cost elements as part of a proposal will most likely lead to a loss.
For Best Value, knowing how to assess your differentiators is just as important as ensuring you are bidding within the competitive range.
We review all pricing to ensure its integrity. Depending upon the complexity of an opportunity, different formulas must be used appropriately and consistently while any information pulled from other areas in the model must be precisely targeted to ensure an accurate price.
All cost elements are identified and appropriately accounted for during our review of the opportunity.
These elements are then populated into a uniquely prepared pricing model for our clients. The typical output of the model is either a direct submission requirement or is used to complete a provided evaluation model such as a government price evaluation model.
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