Friday, June 17, 2016 8:30AM – 10:30AM. Breakfast and networking starts at 7:30AM.

Program Location

Holiday Inn Chantilly-Dulles Expo, 4335 Chantilly Shopping Center, Chantilly, Virginia 20151.

Program Description

Imagine you are confident about your technical proposal and you have put enormous resources into crafting it. You impatiently wait to find out if you won. But you lose because you did not strategize to the right price. You may lose also because of other factors like subcontractor-sabotaged pricing, last minute staffing changes, or you overlooked your review of the entire RFP. All of it affects the price and you could be eliminated before you even have an opportunity to respond to questions about your proposal. In these days of slashed Government budgets, price is even more a factor now than it has been ever before. In today’s environment of lean budgets and low cost awards, price matters more than ever.

In this seminar, attendees will learn about:

• What is Pricing Strategy
• The Difference Between Bid & Performance Prices
• Some of Your Pricing “Habits”
• A Few Easy Pricing Strategy Options
• A Few Aggressive Strategy Options

About The Speaker

Marsha Lindquist, President of Granite Leadership Strategies, Inc. and NCMA Fellow, is an experienced price proposal manager and contracts professional. She is an expert in cost proposal/grant management and development, pricing strategy, and prices that win techniques.

Ms. Lindquist has built a tradition of quality consulting to Government contractors for over 30 years. Marsha has developed a wide-ranging experience with Government contracting firms – most specifically for scientific and high technology companies. She has achieved the distinguished title of National Contract Management Association Fellow and the Association of Proposal Management Professional Foundation Level Accreditation. She is described by clients as tenacious and a true pro.

Check out her LinkedIn profile here or her Twitter feed here.

Program Cost

Earn 2 hours of Continuing Professional Education (CPE) credits! Join us for an informative presentation, a hot breakfast, and an opportunity to network with fellow contract professionals, all for only $40 (NCMA members; $45 for non-members). Our event cancellation policy is here and our inclement weather policy is here.

Friday, January 15, 2016 8:30AM – 10:30AM. Breakfast and networking starts at 7:30AM.

Program Location

Holiday Inn Chantilly-Dulles Expo, 4335 Chantilly Shopping Center, Chantilly, Virginia 20151.

Program Description

With decreased budgets and fewer contracts, companies have to make smarter decisions when assessing their competitor’s strategy and pricing. This will ensure that companies are not wasting time conducting competitive assessments that do not yield the answers that support their overall bid process.  This session provides an easy to apply strategy for conducting a Price to Win and Competitive Analysis including when to do one, how to conduct one efficiently, and how to develop the analysis that will support your overall bid strategy.

Presented by Red Team Consulting, we will teach you how to apply financial modeling and competitive analysis to create an effective Price to Win (PTW) strategy.  We will walk through how to develop a detailed, results based assessment of the price that your competitors are likely to bid and the technical strategies they will use to win the contract.  We will then describe how to develop strategies to overcome competitive gaps and highlight a company’s strengths to win the opportunity.

In this seminar, attendees will learn about:

• Determine your competitors’ likely pricing strategies
• Identify ways to provide a lower price and better value
• Utilize the seven most commonly used PTW strategies and how / when to incorporate them into your proposal
• Determine your competitor’s likely technical and management strengths and discriminators
• Apply competitive analysis results to influence the Government customer and improve your overall proposal evaluation

About The Speakers

Jeff Shen

Jeffrey Shen is Vice President and General Manager at Red Team Consulting bringing  20 years of proven leadership and functional expertise in federal contracting, corporate strategy, and business development. Since joining the company in 2006, Mr. Shen has been responsible for developing and delivering the company’s corporate growth strategy and ensuring successful delivery and profit and loss of all supported programs. His career in management and consulting include working with U.S. corporations and public sector clients in the areas of capture management, strategic planning, and acquisition planning. He has delivered business strategy and technology solutions to the U.S. Federal government and Fortune 500 companies worldwide on contracts totaling over $30 billion. He regularly works with senior government executives and acquisition officials and has been a featured speaker at various summits and conferences in the past on topics such as Acquisition Planning, Proposal and Capture Management, Contract Pricing, and E-business.

Jacob George

Mr. George, a Principal Consultant at Red Team Consulting, provides pricing, accounting and program management strategies for multi-million dollar US Federal Government procurements ranging from $5 million to $20 billion dollar contracts.  Combined with his unique combination of cost accounting, solution architecture, customer delivery, and management skills, he is an expert in
providing a wide variety of cost & price strategy and project management consulting services. He has a diverse background, having successfully run finance and competitive pricing organizations while leading significant price to win and costing initiatives for large multi-billion dollar proposal engagements. He has captured over $75 billion in federal contracts and maintained a 90% win rate throughout his career.

For more information about Red Team Consulting, click here for their website.

Program Cost

Earn 2 hours of Continuing Professional Education (CPE) credits! Join us for an informative presentation, a hot breakfast, and an opportunity to network with fellow contract professionals, all for only $40 (NCMA members; $45 for non-members). Our event cancellation policy is here and our inclement weather policy is here.