Jennifer Schaus & Associates SERVICES FOR US FEDERAL GOVERNMENT CONTRACTORS
WEBINAR WEDNESDAYS – 2018 WASHINGTON, DC OFFICE PHONE: 2 0 2 – 3 6 5 – 0 5 9 8
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Join Us for Our 2018 Series of Complimentary Webinars on various US Federal Government Contracting Topics. Presenters are industry experts sharing knowledge about the competitive government contracting sector. Find all of our Govt Contracting webinars (free download) at www.JenniferSchaus.com
Contact Us @ 2 0 2 – 3 6 5 – 0 5 9 8
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
REMINDERS: All webinars are complimentary. All webinars are recorded. They are found on our website and on YouTube. Please send your questions to the speaker directly. Thank you for participating.
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
ABOUT JENNIFER SCHAUS & ASSOCIATES: - Based in downtown Washington, DC; -
A la carte services for Federal Contractors;
- Proposal Writing to GSA Schedules, 8a Cert, Contract Admin & more!; Educational webinars; -
Networking events and seminars;
WEBSITE: http://www.JenniferSchaus.com
Our Upcoming Events: Tuesday, JAN 15 – 2019 CLASS:
Strategies For Teaming, Partnering & Sub-Contracting https://www.eventbrite.com/e/strategies-for-teaming-partnering-sub-contracting-tickets-51163654869
Tuesday, JAN 29 – 2019 CLASS:
Introduction to GSA Schedules https://clients.virginiasbdc.org/workshop.aspx?ekey=140380091\
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
In our weekly newsletter OR In our 2019 Webinar Wednesday Series Contact Mallory.Flowers@JenniferSchaus.com for more information
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
ABOUT OUR SPEAKER: Mike Gallo 27 years of cost and price analysis experience ME/BS Industrial Engineering, SUNY Buffalo Partner, Federal Pricing Group, LLC o For Govcons: Pricing strategy, cost/price volume lead, pricing models, subcontractor pricing/reviews o For Federal Agencies: Cost/price analysis, independent Gov’t cost estimates, cost realism reviews
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Pricing: Under The Microscope in Source Selection & Evaluation Wednesday, December 19, 2018
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
How is Price Evaluated? Is It • Affordable? • Reasonable? • Realistic? • Necessary? • Allowable? • Balanced? • Best Value or Lowest Price?
Comparison Sources Direct comparison Historical prices paid • Vendor quotes • Parametric estimates • List/catalog prices • Independent Gov’t est. • Other cost/pricing data See FAR 15.404-1(b)(2)
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Pricing Pitfalls • • • • •
Proposal Issues RFP compliance Cost/Tech inconsistency Pricing model errors Poor basis/substantiation Subcontractors
• • • • •
Pricing Strategy Issues No indirect rates strategy Numerous subcontractors Unrealistic pricing Lack of market awareness Poor estimating
Indirect Rate Scenarios
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Economies of Scale? New Normal?
Investment Needed? No impact? (Many bid here) Contract award date
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Avoiding the Pricing Pitfalls Issue Compliance Inconsistencies Poor substantiation Pricing model bugs No indirect strategy Lack of realism
Action/Strategy/Approach Read RFP thoroughly; pricing requirements matrix Start pricing earlier; plan for changes Document, document, document Treat Excel models like software. Engineer and test. Create indirect forecast models to project impacts Adopt top-down sanity checks
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Final Thought – Competitive Pricing Takes Time
Plan/ Strategize
Proposal
Solutioning Team vetting Rate impacts Incumbent research
Contract Award
RFP
Sources Sought • • • •
Execution/ Harvest
• • • •
Price exhibits Cost volume Basis of estimate Subcontractors
• • • •
De-brief data Protest data Post mortems FOIA Requests
THANK YOU FOR ATTENDING!!
WWW.JENNIFERSCHAUS.COM
QUESTIONS? CONTACT OUR SPEAKER Mike Gallo AT
(240) 397-9409 AND AT
SERVICES FOR US FEDERAL CONTRACTORS
mgallo@federalpricinggroup.com
OFFICE: 2 0 2 – 3 6 5 – 0 5 9 8