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Overview
Federal Publications Seminars (FPS) and Shipley Associates (Shipley) are proud to partner in offering this exclusive Shipley Associates' Pricing to Win Workshop.

This two-day, instructor-led workshop, designed and delivered by Shipley Associates, provides participants with a deep and practical understanding of Pricing to Win (PTW) principles. The course equips professionals with actionable strategies to improve bid pricing, increase win probability, and align price with both customer expectations and government contracting market realities.

Participants will engage in instructor presentations, group discussions, and hands-on team exercises based on real-world case studies. Core concepts include competitive analysis, buyer type identification, customer budget estimation, and connecting pricing strategy to the cost volume.

Course Objectives
At the end of this course, participants will be able to:
  • Define key Pricing to Win (PTW) principles and contract types (e.g., Firm-Fixed-Price, Cost-Plus, Time-and-Materials) to support effective pricing strategies by the end of day one.
  • Analyze customer and competitor data to develop a competitive pricing strategy and identify the Winning Price Window within the first day of the workshop.
  • Develop a Price to Win strategy tailored to a specific bid scenario, using customer budget, competitor analysis, and market trends, by the end of day two.
  • Apply PTW techniques to estimate customer budgets, evaluate competitor pricing, and adapt strategies for optimal positioning in the bidding process by the conclusion of the course.
Course Topics include, but are not limited to
  • Contract types: Firm-Fixed-Price, Cost-Plus, Time & Materials
  • Understanding Pricing to Win (PTW) objectives
  • Customer and competitor analysis
  • Buyer type dynamics and customer expectations
  • Estimating addressable budgets and expected prices
  • Determining the winning price window
  • Aligning pricing strategy with the cost volume narrative
  • Adjusting for market shifts, competitor behavior, etc.
  • Planning for negotiations 

Whether you are new to PTW or looking to refine your approach, this course will provide valuable tools and insights that can be immediately applied to enhance your contract pricing strategies.

Who Should Attend
This workshop is ideal for professionals involved in:
  • Pricing and estimating
  • Roles supporting business development, capture and/or proposal management functions
  • Finance and strategy roles supporting federal bids
  • Contract and program management
Course Materials
Participants will receive comprehensive Shipley course materials, including:
  • PTW workbook and case study exercises
  • Pricing tools
  • Instructional handouts
  • Resource guides to support post-course application

Certification and Continuing Education
Upon successful completion of this course, participants will receive a Shipley Certificate of Course Completion. This course counts as one course toward Shipley Certification. It also qualifies for 18 Program Management Professional (PMP®) Professional Development Units for maintaining your Project Management Institute (PMI) certification.

Provided in partnership with     


This course is not available for CLE/CPE credits.
Dates/Locations
July 28-29, 2025
The Westin Hilton Head Island
Hilton Head Island, SC, United States
Travel Info
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Agenda
Experts
Accreditation
See Individual Courses For Available Credits
Certificates of Completion are provided to all seminar participants who attend Federal Publications Seminars courses following the event, upon request.
CPE: Continuing Professional Education
Field of Study: Specialized Knowledge
Delivery Method: Group-Live Classroom
Federal Publications Seminars is affiliated with West Professional Development and is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its website: www.nasbaregistry.org.
For more information regarding administrative policies such as refunds, cancellations and complaints, please contact Federal Publications Seminars at 888.494.3696.
CPE Hours
This program is eligible for: N/A (CPE) hours of credit
Program Level: N/A
Program Prerequisite: N/A
Advance Preparation: N/A
Method: N/A
CLP: Continuous Learning Points
Approved for CLP by Defense Acquisition University
Defense Acquisition Workforce members must acquire 80 Continuous Learning Points (CLP) every two years from the date of entry into the acquisition workforce for as long as the member remains in an acquisition position per DoD Instruction 5000.66. We will provide you with documentation of points awarded for completing the event.
CLP Hours
This program is eligible for: N/A (CLP) hours of credit
CLE: Continuing Legal Education
States have widely varying regulations regarding MCLE credit. LegalEdcenter is an approved provider in AL, AK, AR, CA, GA, IL, ME, MO, MS, NC, ND, NE, NH, NJ, NM, NV, NY, OH, OK, PA, RI, SC, TN, TX, UT, VA, VI, VT, WA, WI, and WV. Credit may be applied for in other jurisdictions on request and in accordance with state MCLE rules.
Please note that because some states are changing their policy on CLE reporting, you will need to fill out the request for credit from Federal Publications Seminars within 10 business days, or we may not be able to issue credits for the program.
CLE Hours
This program is eligible for: N/A (60 minutes), N/A (50 minutes)
Travel
The Westin Hilton Head Island
2 Grasslawn Avenue
Hilton Head Island, SC, 29928
8886278551
Hotel & Room Block Info

There is a room block for this location. The rate is $398/night plus taxes and resort fees. To reserve your room, click here - Federal Publications Government Contract Training 2025 Attendee Room Block. Reservations must be made by June 27, 2025.

Government Per Diem

There is a limited amount of per diem rate rooms for this location. The rate is $215/night plus taxes and resort fees. To reserve your room, click here - Federal Publications Government Contract Training 2025 Per Diem Room Block. Reservations must be made by June 27, 2025.

General Information
Food & Beverage
Continental breakfast and lunch will be served.
In-House
Bring Federal Publications Seminars to your location! If you would like to offer this course in-house, please contact us.
Schedule Training
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.
Request a Quote
Thank You
You will be contacted shortly.
CMBOK Alignments
Leadership
Character
Collaboration
Competence
Emotional Intelligence
Vision
Management
Business Management
Change Management
Financial Management
Project Management
Risk Management
Supply Chain Management
Guiding Principles
Communication and Documentation
Contract Principles
Regulatory Compliance
Situational Assessment
Skills and Roles
Standards of Conduct
Team Dynamics
Pre-Award
Plan Sales
Plan Solicitation
Prepare Offer
Request Offers
Award
Manage Disagreements
Plan Negotiations
Price or Cost Analysis
Select Source
Post-Award
Administer Contract
Close Out Contract
Ensure Quality
Manage Changes
Manage Subcontracts
Learn
Continuous Learning
Individual Competence
Organizational Capability