FED GOV CON Webinar Wednesdays 2019 Series JSchaus & Assoc. Washington DC +1–202–365–0598
About Our Webinars: - Every Wednesday; - Complimentary; - Recorded; - YouTube & our Website; - No Questions
About Us:
Professional Services for Federal Contractors - GSA Sched; - SBA 8(a); - Proposal Writing; - Pricing; - Contract Administration; - Business Development
Upcoming Events: TUESDAY - May 8 CONFERENCE: 7th Annual Reston Chamber B2G Matchmaking TUESDAY - Aug 6 IN-PERSON CLASS:Â Intro To GSA Schedules
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About Our Speaker: Marsha Lindquist Education: MBA Frostburg State University BS Business Administration, The American University Company Name: Granite Leadership Strategies, Inc. # of Years Federal Gov Con Experience: 35+
Intermediate Pricing Strategies and Pitfalls
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Five Pricing Strategies 1. Impact G&A 2. Graybeards and staff “greening” 3. Realizing efficiency savings & learning curves 4. Teammates pricing 5. Your investments @no cost
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Why Strategic Pricing? It is not just about profit and indirect rates.
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Top Pricing Pitfalls 1. Lacking customer intelligence 2. No pricing strategy – slap numbers together 3. Subcontractors mess up the price 4. Missing cost & technical integration 5. Little (or no) plan for unusual costs
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Takeaways 1. Impacting the G&A is the biggest gain in pricing 2. Teammates pricing can make or break the bid price 3. About 45% bidders focus on impacting the price with cuts to profit margins 4. 27% of bidders employ many different tools to make their bid competitive 5. Biggest reason bidders do not win – they lack customer intelligence
THANK YOU! JSchaus & Assoc. Washington DC hello@JenniferSchaus.com www.JenniferSchaus.com +1–202–365–0598 Speaker: Marsha Lindquist Email: Marsha@GraniteLeadershipStrategies.com Phone: 480-513-1132