While strategic pricing is important to the success of every bid, the process of data gathering cannot be missed or understated. It is significant. Data gathering is a continuous activity in every stage of the bid. The three major components of data gathering as depicted in the visual below, when taken in their parts as [...]
Most Government contractors focus on indirect rates as their main source of cutting proposed costs. Usually, this is in connection with cutting profit to lower the bid price. Too many believe indirect rates and profit are their only means of pricing changes. Some contractors even take the advice of potentially well-meaning advisors or prime contractors [...]
By Marsha Lindquist and Lou Kerestesy Every company bids to win but few companies plan their bid to win. Many companies assume they have a strategy to win. They copy their technical approach from another proposal. Then they price the proposal like a baked cake recipe. You can win that way if your competitors do [...]
Typically, those beginning their Government contracts journey find out (sometimes too late!) they are including unallowable costs in their accounting of costs. They are not separating them as they need to do. It is critical that all Government contractors split out their unallowable costs into distinctly identifiable accounts. How do you treat unallowable costs in [...]
