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July 2018

Competitive Analysis: Black Hat and Price to Win (PTW)

July 24, 2018 - July 25, 2018

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).

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September 2018

Developing a Winning Cost Volume

September 18, 2018 - September 19, 2018

It’s a given – price is the most important part of the offer. This is especially true in the days when Lowest Price Technically Acceptable (LPTA) rules, and even when it is a Best Value procurement, the lowest bidder will most likely get the award. Most companies, however, miss the most important elements of process and deliverable for the cost volume, and fail to shine in an area where they could dominate. Manage the cost volume effectively and maximize your…

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Foundations of Federal Business Development

September 27, 2018 - September 28, 2018

This course offers essential skills in professional business development. It begins with an overview of the Federal business development process and what it takes to succeed in the profession. It proceeds to the basics of doing business with the U.S. Government. It then focuses on the nuances of Government contracting that every business developer has to understand in order to win contracts, such as rules of the socioeconomic program for small businesses, and how you can make the program serve…

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