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 and Contract Administration, etc.; Educational webinars; -
Networking events and seminars;
WEBSITE: http://www.JenniferSchaus.com
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
ABOUT OUR SPEAKER: Olessia Smotrova, CF. APMP Fellow -
20+ Years in Government Contracting
- Education: University of Colorado, Boulder, Bachelor of Arts in International Affairs - Certifications: APMP Fellow, Founder of Bid & Proposal Academy with 5 certification tracks in Business Development - Company Name: OST Global Solutions, Inc., GovCon Incubator
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
Price to Win Wednesday, June 27, 2018
www.JenniferSchaus.com
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
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www.JenniferSchaus.com
What Happens if There is No Competitive Analysis and PTW? Just swag a salary, add wrap rates, and hope no one else competes Accept the targets from primes and then try to manage profitability Develop solution late, with lower Pwin; costing efforts wait till you solidify the solution with mediocre cost proposal at the last minute Don’t document your costing assumption properly and strategically Fail to write a non-boilerplate narrative in the cost volume Make mistakes in your pricing due to no iteration or reviews
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Why Price to Win? • Help you prepare a solution-to-price (“design to cost”) bid that can outdo the fiercest competitor and produce a profitable win • Pricing a bid safely is the best bet, as proven by the GAO study; Out of 68 DOD best value awards: • 21 resulted in higher priced bidder with high technical score • 18 to the lower priced bidder with lower technical score • 29 to the bidder with lower price and higher technical score
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
Price to Win Process
www.JenniferSchaus.com
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Labor Rate Analysis (1) • Use paid sources such as the Economic Research Institute (ERI) for salary survey data and geographic pay differentials • Key challenge – ERI and other salary survey data is more generic than government labor categories • Make sure yours researched and government’s labor categories match • Combine 2-3 different ERI labor categories that may correspond to one RFP labor categories
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Labor Rate Analysis (2) • Blend a rate: for example, 100K, 70K, and 50K jobs – based on percentage of LOE • Have a reason and a support the decisions • The more information you have on salaries from actual incumbent personnel – the better your analysis is • Be skeptical about incumbent salaries – they may be overpaid or underpaid
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
The More Data Points, the More Accurate is Your Analysis • For non-exempt categories, use DOL wage determination • For Labor Union work, use the collective bargaining agreement rates • Use actual salaries for people from the company representative of every labor category • Put all the labor categories together: all the other data, representative personnel, incumbent data, technical estimate salary, and the outliers – and look at the data together • Identify and discard “gamed” or unused labor rates and then average remaining rates into competitive rates
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Load the Rates and Beat Competition • Determine the competitors’ wrap rates • Load the rates and compare to your own • What is the strategy you could use to beat your competition? • More information: Competitive Analysis: Black Hat and Price to Win (PTW) course: https://ostglobalsolutions.com/events/
THANK YOU FOR ATTENDING!!
WWW.JENNIFERSCHAUS.COM
QUESTIONS? CONTACT OUR SPEAKER Olessia Smotrova AT 240-246-5305 AND AT
SERVICES FOR US FEDERAL CONTRACTORS
otaylor@ostglobalsolutions.com
OFFICE: 2 0 2 – 3 6 5 – 0 5 9 8