Helping David Compete Against Goliath
One of the biggest challenges for smaller businesses (particularly for those who no longer qualify for contract assistance programs) trying to win public sector opportunities in a “full and open” environment is competing against large businesses. Large businesses often have the advantage of scale, established reputations, and more substantial resources. However, through intelligent and strategic pricing strategies, small businesses can carve out their niche and […]
Why a Company Should Consider On-Demand Strategic Pricing
For companies navigating resource constraints and operational challenges, opting for an on-demand strategic pricing service model rather than an in-house approach can be a game-changer. It can significantly influence a company’s competitiveness, profitability, and overall market positioning in three key areas – expertise and specialization, cost efficiency and flexibility, and strategic focus and adaptability. Expertise […]
“Should We Bid FFP or CPFF?” – A Strategic Pricing Conundrum
In the last year, I have worked with several clients that have been presented with a pricing option in public sector procurements they have been pursuing – either firm fixed price (FFP) or cost-plus fixed fee (CPFF). Deciding which pricing option is the “right” one is a complex decision that hinges on various factors including […]
Incorporating Risk Management in Your Strategic Pricing
Incorporating risk management into a company’s strategic pricing practice, especially for those competing in the public sector, is critical for ensuring sustainability and competitiveness. The public sector’s unique environment, characterized by stringent compliance requirements, budgetary constraints, and evolving policy landscapes, necessitates a comprehensive approach to managing risks within pricing strategies. Here are a few ways […]
Incorporating Cost Optimization into Your Strategic Pricing Process
I spend a considerable amount of time helping my clients recognize the differences between cost and price. While we tend to focus on the external facing price that a customer will see, understanding a company’s underlying the cost structure is equally important. Conducting a cost optimization exercise in the strategic pricing process is crucial and […]
“Protecting Your Turf” – Strategic Pricing as an Incumbent
One of the questions I am often asked when working with clients as an incumbent – “is there a way to improve pWin beyond lowering our price”? The answer is an emphatic yes. When recompeting for opportunities as an incumbent, strategic pricing takes on additional layers of complexity and importance. The incumbent status provides both […]
How Strategic Pricing Can Improve Cost-to-Serve for Public Sector Service Providers
Strategic pricing is a paramount consideration for service providers operating in the public sector, influencing their ability to provide effective services within the constraints of government budgets and regulatory frameworks. The impact of strategic pricing on improving the cost-to-serve for these service providers is multifaceted, encompassing elements of financial sustainability, transparency, innovation, and competition. At its core, strategic pricing […]
