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How to Price Your Services and Products for the Government Market

Gain insight into the critical elements of an effective government bidding pricing strategy.

Every government contractor must include an exhaustive pricing section in their bid to win products or services contracts. Determining a realistic price that is profitable and yet reasonable to the government and compliant to myriad rules, regulations and accounting requirements can be the most challenging and even insurmountable demand for a business person. This topic clearly addresses pricing bids to win a contract, who in the company should be involved, when the pricing strategy development begins, what is different in government cost models, and why you need more than budgets and spreadsheets. The material also covers the art of developing strategic pricing themes and company-specific differentiators adding value to the customer, incorporating business growth plans, addressing variable risks and avoiding a commodity-low-price only mindset. This information can be applied immediately to increase your company's probability of winning.

Runtime: 90 minutes
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Why Lorman?

Over 33 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Agenda

Pricing Strategy Development for Products and Services

  • Five Qualities of Strategic Pricing
  • Strategic Pricing Is Not

Government Cost Model

  • Indirect & Direct Costs
  • General & Administrative (G&A) Costs
  • Wrap Rate -Is There a Magic Number?

Pricing Model

  • Top Two Pricing Pitfalls
  • B Connecting Cost and Technical Proposals
  • Seven Key Elements to a Winning Cost Proposal
  • DCAA
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Why Lorman?

Over 33 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Credits

MP3 Download

This program does NOT qualify, nor meet the National Standard for NASBA accreditation.

OnDemand Webinar

This course was last revised on December 17, 2019.

Call 1-866-352-9540 for further credit information.

This program does NOT qualify, nor meet the National Standard for NASBA accreditation.

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Why Lorman?

Over 33 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Faculty

Gloria Larkin

Gloria Larkin

TargetGov

  • President, CEO TargetGov
  • Creator of the FASTâ„¢ Process and KickStart Programâ„¢
  • Clients have won $6+ billion in federal contracts
  • Nationally recognized federal contracting business development expert
  • American Express Procurement Advisor
  • Quoted in Wall Street Journal, Washington Post, INC Magazine, Bloomberg
  • Author of The Basic Guide to Government Contracting
  • Educational Foundation Board Chair Emeritus for WIPP.org
  • Can be contacted at 866-579-1346 x325 or [email protected]
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Why Lorman?

Over 33 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

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Product ID: 406794
Published 2019
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