Pricing to Win

Workshop Description:

This hands-on workshop will have you analyzing competitive bids from a customer’s perspective to gain understanding of how buyers in structured markets make purchasing decisions. Then, via a case study based on a real-world competitive acquisition, you’ll learn about and follow a process for development and exploitation of competitive intelligence to target a price to win.

You will learn to:

• Understand customer buying behavior
• Estimate customer’s budgets and price expectations
• Predict competitor’s likely solutions and prices
• Determine a price to win and use it enhance your competitive posture throughout the business development lifecycle

During the workshop, you will work with realistic examples of market research, historical contract information, and data about competitors. These will illustrate the kind of information you should seek and use for your own organization’s business pursuits.

Please note, this workshop does not cover cost estimation techniques, which will be unique to your organization. It focuses on determining a combination of price and capability that will appeal to your customer’s buying style—the price to win.