himss 2013 - price to win
TRANSCRIPT
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
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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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RIVA Solutions Inc. www.rivasolutionsinc.com | March 3, 2012
#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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RIVA Solutions Inc. www.rivasolutionsinc.com | March 3, 2012
#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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RIVA Solutions Inc. www.rivasolutionsinc.com | March 3, 2012
#7 – You Are Doing a Cost Buildup.
• Direct Cost
• Overhead
• G&A
• Fringe
• Fee
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RIVA Solutions Inc. www.rivasolutionsinc.com | March 3, 2012
#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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RIVA Solutions Inc. www.rivasolutionsinc.com | March 3, 2012
#5 – You Recognize the Impact of Building Great Teams.
• Target Rates
• Exhibit A
• Markup
• Negotiate Early
• Existing Relationship
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RIVA Solutions Inc. www.rivasolutionsinc.com | March 3, 2012
#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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RIVA Solutions Inc. www.rivasolutionsinc.com | March 3, 2012
#3 – You Know that Information = Advantage.
• Best Value
• LPTA
• Wrap Rate analysis
• Related Contracts
• Competition GSA Schedules
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RIVA Solutions Inc. www.rivasolutionsinc.com | March 3, 2012
#2 – You Recognize the Overhead Impact on the Full Effort.
• B&P Costs
• Travel
• Corporate Oversight
• Recruitment
• Employee Retention
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RIVA Solutions Inc. www.rivasolutionsinc.com | March 3, 2012
#1 – You Are Winning!
• Start Early
• Resource Expertise
• Organization Advantages & Limitations
• Strategic Planning
• Subject Matter Expertise
Q&A3.03.13