Black Hat and Price to Win (PTW) are the backbone of the competitive analysis, and are indispensable in the highly competitive world of winning government proposals.
Many companies forego competitive analysis altogether, and cannot set effective and conscious pricing strategies. Many resort to a guessing game where they guess the salaries and rates or blindly accept target rates from a prime contractor, and face profitability and execution problems later. Since price is a core element of your offering, and outdoing your competition in the technical solution is key to winning, much is lost before the competition even begins.
Our Black Hat and Price to Win two-day course will give you the real tools and skills you can apply immediately to positioning yourself to win against the competition, significantly raising your win probability (Pwin).
This course is for those who have experience with capture management. It builds advanced skills by offering a deeper understanding of theory and practice of capture management, expanding abilities through best practices-based methodologies, and providing tool sets for immediate implementation.
Master the techniques for performing opportunity-specific competitive analysis. Topics covered include identifying your competitors; performing ethical competitive analysis using publicly accessible sources; quantitative and qualitative questions to answer; organizing full-blown and reduced size Black Hat sessions; collecting relevant information on competitors’ approach; performing SWOT analysis; postulating competitors’ win strategies; ranking competitors; developing the resulting win strategies and action items such as ghosting; understanding the tradeoff between the technical solution, best value, and price; following a disciplined PTW development process; leveraging data from various PTW information sources; pricing competitors’ solutions; integrating competitive analysis with the pricing model; performing labor rate analysis; and applying strategies to win based on the whole offer, including the price.
This is an interactive 2-day workshop that is 50 percent lecture, 40 percent exercises based on a real opportunity analysis, and 10 percent discussion.
The experts who teach our course are highly experienced, currently practicing proposal professionals whose decades of successful experience in Government acquisition and training allow them to offer valuable insights to our students. Our instructors can answer tough questions as they come up during the course. They can also tailor the material to their students’ specific challenges, and share their experience based on the most current realities.