The Strategic Pricing Series

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Creating a compelling Government proposal requires strategy, analysis, and tough decisions. To be valuable, all three of these need the investment of time. Companies want to have a high win percentage for the bids they pursue. But if you wait until the RFP comes out to begin pricing, you are actually reducing the likelihood of an award.

Sure, some companies win waiting to price their proposals at the end of the process. But they usually have some ingrained advantage or some luck. Most companies cannot win waiting to price until the end.

Successful companies begin the capture phase for both their technical solutions and strategic pricing well before the RFP drops. Walk with us through the benefits to starting pricing first. This is the first webinar in the Strategic Pricing Best Practices Series.

Learning Objectives:

Understand why competitive analysis is so crucial to your win rate
Discover what you gain by using capture phase time to plan, gather data, and outline decision points
How to write teaming agreements to protect your interests
Determine what the right teaming arrangement is for each opportunity 5. Learn what strategic pricing activities take the longest

About Our Experts

Marsha Lindquist

President, CPP APMP Fellow, NCMA Fellow, Granite Leadership Strategies

Marsha Lindquist is an experienced price proposal manager & contracts professional. She is an expert in cost proposal management, development & pricing strategy. Marsha has built a tradition of quality consulting to Government contractors for over 30 years. She has wide-ranging experience with Government contracting firms–mostly scientific & high technology companies. Marsha is adept in persuasive pricing that wins & is masterful in authoring customer-focused winning pricing strategies. Marsha works with her clients on concepts that help people cut through the irrelevant, zero in on the things that distinguish, and create value. She is described by clients as tenacious and a true pro. Ms. Lindquist has achieved the distinguished titles of NCMA Fellow, APMP Fellows & APMP Practitioner. Marsha can be often seen hiking with her dog Ziva - a young Australian Shepherd with lots of energy.

Social Media Info
LinkedIn: https://www.linkedin.com/in/marshalindquist1/
Website: www.GraniteLeadershipStrategies.com

EDUCATION

Frostburg State University, MBA Finance

The American University - Kogod School of Business, BS Marketing, Accounting

The American University, Bachelor of Business Administration
Matthew McKelvey

President, McKelvey Group

Matthew McKelvey has over twenty-five years’ experience in Finance/Accounting, Government Contracting, Business Valuations, Process Optimization, and Training. Matt is President and CEO of The McKelvey Group and is widely respected as a subject matter expert in both commercial and Federal marketplaces. He brings his extensive experience working with large, medium, and small companies to help his clients achieve the growth objectives of their owners.

As a consultant and CFO, he is well known for his expertise in working with organizations as they seek to create or improve their relationships with the Federal Government through price and proposal strategies, compliance, accounting, and training. In addition to direct client consulting in these areas, Matt demonstrates his comprehensive expertise through various speaking engagements and the Government contracting courses he instructs, including Cost/Price Proposal Workshops, DCAA Audit Preparation, Earned Value Management Systems, and Incurred Cost Submissions. Matt teaches his courses through several venues including training companies, conferences, and for individual clients. The McKelvey Group is a National Association of State Boards of Accountancy (NASBA) recognized Continuing Professional Education (CPE) program sponsor providing CPE credits in accordance with nationally recognized standards.

EDUCATION

Matt holds an MBA in Finance and Marketing and a BS in Finance. He is a Six Sigma Certified Black Belt, a member of the National Contract Management Association (NCMA), and is an Accredited Senior Appraiser with the American Society of Appraisers (ASA).

University of Maryland - Robert H. Smith School of Business, MBA Marketing & Finance

Penn State University, BS Finance

In-House

Bring Federal Publications Seminars to your location! If you would like to offer this course in-house, please contact us.

Schedule Training

Fill out this form and someone from FPS will contact you shortly. You can fill out as much or as little information as you would like. Prefer to talk to us? Call 888.865.9082.