A Strategic Pricing® specialist is not a pricer. A person who is well-versed in Pricing Government contracts and prepares her companies for all the big picture pricing policies, decision, risk assessment, value propositions, and wisdom needed across all the Gov Con portfolios of contracts and proposals available. Clients still ask for pricing support on their Government contract proposal bids. Most of what they as for is “how do we get to the price that wins”? Employing all the wisdom, experience, and value proposition assessment involves Strategic Pricing®. Pricing is mechanically composing the price-it takes some skill but not much experience.
The Art and Science of Strategic Pricing®
As a Strategic Pricing® specialist, we take out the entire toolbox and dig deep to use all the tools in there to get to the price that wins. It takes an understanding of the proposal requirements, the organization, the competitive climate, the choices we can make, and the temperature of the need to win. Strategic Pricing® is not only pricing. It involves a decided integration with the technical approach, the value the customer is looking for, and an understanding of what the financial implications are for that bid. For a Strategic Pricing® expert, there is a science part and also an art. Science is more of the mechanical grinding of numbers, scenario development, and presentation. The art part involves the finesse of being involved from the capture stage through to full proposal development, encompasses conveying a great business value proposition to the evaluator, and implies you did more than just produce the numbers on mind-numbing endless tables.
Price is too much of a deciding factor to just leave it to a last-minute grinding of the numbers in hopes you get to the right price. More and more, Strategic Pricing® is not just about taking the cost and slapping a profit on the numbers. Strategic Pricing® requires experience, focused thinking, broad and deep proficiency in business, customer knowledge, and creativity.
For more on this topic see: https://graniteleadershipstrategies.com/services-government-contracts/strategic-pricing/
