Competitive Analysis: Black Hat and Price to Win Training

To protect the health and safety of attendees, this event has been moved to online-only due to COVID-19 concerns.

 

This training covers Black Hat and Price to Win (PTW) analyses that are the backbone of the competitive analysis, and are indispensable in the highly competitive world of winning government proposals.

 

This course will help you master the techniques for performing bid opportunity-specific competitive analysis. Topics covered include identifying your competitors; performing ethical competitive analysis using publicly accessible sources; quantitative and qualitative questions to answer; organizing full-blown and reduced-size Black Hat sessions; collecting relevant information on competitors’ approach; performing SWOT analysis; postulating competitors’ win strategies; ranking competitors; developing the resulting win strategies and action items such as ghosting; understanding the tradeoff between the technical solution, best value, and price; following a disciplined PTW development process; leveraging data from various PTW information sources; pricing competitors’ solutions; integrating competitive analysis with the pricing model; performing labor rate analysis; and applying strategies to win based on the whole offer, including the price.

 

 

Many companies forego competitive analysis altogether, and cannot set effective and conscious pricing strategies. Many resort to a guessing game where they guess the salaries and rates or blindly accept target rates from a prime contractor, and face profitability and execution problems later. Since price is a core element of your offering, and outdoing your competition in the technical solution is key to winning, much is lost before the competition even begins.

  

 

 

This is an interactive 2-day workshop that is 50 percent lecture, 40 percent exercises based on a real opportunity analysis, and 10 percent discussion.