Designing a winning price in Government contracting involves quite a concentrated effort to compose the technical strategy as well as the strategy to get to that right price. All components that go into an elegant masterpiece must play with each other in a well-orchestrated approach. The strategic price component is not just about the numbers. It is also how the price story and value proposition carry out the complete picture for the intended Government contracting customer. Let us delve into the full picture.

Smart Pricing Theme
A smart technical solution has themes and discriminators. It should also be true for the strategic price solution. If a winning price is not just about the numbers, then what does it have?  The technical, management, past performance, and personnel must score well, or the price will not even matter.

Finance Value Proposition
A classy Gov Con strategic price also has themes and discriminators that are composed and conveyed in a strong financial value proposition, earmarked ideas throughout the price narrative, and visual information that demonstrates what sets the price this contractor is offering apart from its competitors. The financial value proposition is a key element that conveniently fits into the strategic pricing® executive summary. Not only is the executive summary important because you want the readers to conclude that your price is the right price, but also you have a latitude that the rest of your proposal does not afford.

Beyond the Numbers
If you want to differentiate yourself from your Government contracting competition, depict strong and clear financial reasons your customer would be wise to choose you. Make it beyond the numbers. Make it about the concepts of the worthiness and importance of the strategic price you offer. Set yourself apart from the boring tables and blah-blah-blah dull words most Gov Con companies include in their price proposal. Leave an exciting message that the Gov Con customer will say “That is who deserves to win.” It will not be just because they have the lowest price but rather because they told their customer the monetary significance of their offer.

Marsha Lindquist
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