HIMSS 2013 - Price To Win

Top 10 Signs You Are Already Using a Price to Win Strategy! – Top 10 List

March 3rd, 2013

CEO: Naveen Krishnamurthy I Email: [email protected] I Phone: 202.262.5358

mailto:[email protected]

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RIVA Solutions Inc. www.rivasolutionsinc.com | March 3, 2012

#10 – You Determine the Contract Type.

• Firm Fixed Price

• Time & Materials

• Cost Plus Fixed Fee

• Single vs. Multiple Award

• GWAC; IDIQ; BPA

• GSA Schedule

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#9 – You Define the Nature of the Work.

• Product vs. Services

• SCA

• Offsite vs. Onsite

• Full vs. Part Time

• Short vs. Long Term

• New or Re-compete

• Cleared Work

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#8 – You Try to Find Out Exactly How Much $$$ They Have!

• IGCE

• OMB 300

• Previous Contract Award

• Historical Spend

• Q&A

• Fiscal Year program impacts

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#7 – You Are Doing a Cost Buildup.

• Direct Cost

• Overhead

• G&A

• Fringe

• Fee

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#6 – You Realize the Importance of the Details.

• # of hours per year

• Staffing Levels

• Previous employees

• Job postings

• Salary Surveys

• Labor Category Analysis

• ODCs

• FOIA Documents

• Protest Material

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#5 – You Recognize the Impact of Building Great Teams.

• Target Rates

• Exhibit A

• Markup

• Negotiate Early

• Existing Relationship

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#4 – You have Smart People Assigned to this Task.

• Higher Cost Drivers

• Competitive Pricing

• Hedging Risk

• Forward Pricing

• Incumbent Staff impact

• Pricing Scenarios

• BAFO

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#3 – You Know that Information = Advantage.

• Best Value

• LPTA

• Wrap Rate analysis

• Related Contracts

• Competition GSA Schedules

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#2 – You Recognize the Overhead Impact on the Full Effort.

• B&P Costs

• Travel

• Corporate Oversight

• Recruitment

• Employee Retention

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#1 – You Are Winning!

• Start Early

• Resource Expertise

• Organization Advantages & Limitations

• Strategic Planning

• Subject Matter Expertise

Q&A3.03.13

HIMSS 2013 - Price To Win

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