Participants gain shared knowledge, fresh perspectives, actionable advice and benchmarking opportunities — all in an intimate, confidential setting facilitated by an industry veteran.
November 14, 2019
8:00 am - 8:30 am, Breakfast & Meet the Participants
8:30 am - 11:00 am, Roundtable Discussion
Proposal Development Consultants Corporate Office
1801 Research Blvd., Suite 307
Rockville, MD 20850
Price to Win: Useful, or Mostly Smoke and Mirrors?
Anyone who has been part of bidding and winning large government contracts for years has likely experienced a Price to Win (PTW) analysis. A classic PTW should be focused on a solicitation’s likely competitors, typically limited to the top three to five, and will include an analysis of each competitor’s anticipated solution and total price. The PTW will fall somewhere within the estimated price range of the selected bidders based, in part, on how each bidder’s solution/technical proposal, and other non-price factors, will be ranked. Larger contractors often have their own in-house PTW team, while small to mid-sized firms mostly rely on consultants.
Not surprisingly, there is a wide spectrum of usefulness with PTW analysis, which is dependent partly on the PTW firm/analyst, and partly on the volume and quality of the competitive data required for a meaningful PTW.
The purpose of this roundtable is to share our collective PTW thoughts and experiences. We’ll also discuss Pricing Strategy, which has an internal (bidder-specific) focus and should be applied to every significant opportunity. Our primary goals are to walk away with a better understanding of the following:
Who should attend:
Government Contract veterans with “Growth-Oriented” objectives including C-Suite and VP-Suite execs, Business Unit Leads, Capture, Business Development, Pricing and anyone else with bidding and winning responsibilities.
Joel D. Krock, Director of Pricing Strategy, Peraton
Joel has more than 30 years of progressive experience focusing on Pricing Strategy, Price to Win (PTW), Business Operations, and Financial Management within major corporations including Lockheed Martin, Unisys Federal Systems, URS and Peraton. Prior to his current role, Joel spent three years creating, growing and managing Formulas for Growth, a consulting shop supporting winning bids for clients of all sizes across the full spectrum of the US Federal Government. Joel’s notable wins include opportunities within the following agencies: Intel Community (IC), USAF, DHS, NASA, and NIH. Joel holds an MBA from Babson College, with a current active DoD security clearance.
Today, Joel is providing strategic pricing support and continuity to Peraton's largest Federal Government pipeline opportunities, ensuring the following key elements of every deal are telling a competitive, compelling, and consistent story: basis of estimate (BOE), subcontractor cost/negotiations, internal profit margin objectives, compliance to RFP requirements, cost/price volume creation/considerations, and comparison/challenge to independent PTW. Besides winning government contracts, Joel also enjoys winning Super Bowls (Patriots), World Series (Red Sox) and the occasional card game.
High quality proposal consultants and very quick, responsive staffing. You respond to my inquiries faster than any other staffing company, with people who are more likely to meet my needs. You also consider soft-skill factors, like personality, energy, etc." Proposal Manager, Government Contractor Client
Most of the editors sent my way did quite well on the writing test I gave them. I was impressed with their knowledge and approach." Response Center | H&PS NA Proposal, Government Contractor Client
I am very impressed with the professionalism, support and follow-up PDC provides to both their consultants and to clients." Director of Proposal Development, Government Contractor Client
Staff are very supportive and tuned in to both clients and consultants to make good matches on projects." Proposal Writer, Government Contractor Clientx
Excellent response to my needs—résumés delivered in minutes, resources provided in time to meet my needs."Director of Proposals, Government Contractor Client
Head-and-shoulders above everyone else, very supportive and responsive." Graphic Artist, PDC Contractor
Excellent service, high-quality/experienced resources, able to turn on a dime."General Manager, Government Contractor Client
Customer service and response time is tremendous."Director, Business Development, Government Contractor Client
Quick response to fill requirements with highly qualified staff."Senior Proposal Manager, Government Contractor Client
Timely service with the appropriate level of tenacity."Editor, PDC Contractorx
PDC is the best group of supporters and agents that I have been with in the past ten years—professional, experienced, and highly capable. Kudos."Supervisor of Proposals, Government Contractor Client
PDC is the friendliest and most helpful company of proposal professionals in the DC Metro area. I highly recommend them to friends, colleagues and clients who don't already use them. Kudos always."Director, Business Development, Government Contractor Client
PDC offers excellent customer service. Their staff works closely with you to identify just the right kind of candidate for your position, so that your time is not wasted in looking at résumés or talking to candidates that are not appropriate."VP of Business Development, Government Contractor Client
They support their clients and their contractors to the fullest. They are always willing to help and make things easier for the consultants. Other consultants I met or interacted with also agree that they are the best in the business to work with."Proposal Coordinator, Government Contractor Client
All of my experience with Proposal Development Consultants has been, from the very beginning, deserving of the best recommendation that I can offer. The personnel are friendly, helpful and empathic, and operate on the highest level of professionalism. Working with PDC is a pleasure."Desktop Publisher, PDC Contractorx
It's like having your own personal secretary to do your administrative work. The best part—no more filing quarterly taxes!"
With all the government regulations concerning employee classification, the fact that PDC utilizes MBO to ensure contractor compliance has provided us with the peace of mind we need. We can focus on the work at hand without the headaches of compliance, the contractors enjoy the benefits of weekly paychecks, and we appreciate the fact that we have happy contractors."Proposal Writer, PDC Contractorx