Developing the Historical Price To Compete

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Developing the Historical Price To Compete

Traditional Price To Win efforts are tactical; they present a “bottom-up” analysis of the specific solutions competitors are likely to offer to meet the requirements of a specific opportunity. By that definition, accurate Price To Win results cannot be provided until detailed requirements are known – typically after DRFP or final RFP documents are released. Companies who perform just this analysis give themselves little time to develop winning solutions.

Price To Compete analyses provide a solution to this problem. These efforts use historical data to project where customers have tended to buy and competitors have tended to win in similar program. In effect, this top-down intelligence identifies the likely competitive range in comparison to an opportunity’s budget, enabling early definition of your own pricing target.