Where and when is a little knowledge a dangerous thing? Sometimes, when it’s time to rebid a government contract in the federal marketplace, knowing more than your competitors do can be the beginning of the end. In other words, when you are the incumbent—that is, the company that currently owns…
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PTW (Price to Win) G&A vs. Overhead in Developing Aggressive Costs
Developing Aggressive Pricing: Overhead vs. G&A The government contracting arena is filled with words, phrases, and acronyms that can be difficult for the less experienced…
Parametric Price to Win (PTW) Analysis: When & How to Use It to Win More Work
When you’re looking for a ballpark estimate, an analogous (AKA “back of the envelope”) calculation may be all you need. After a quick look at…
SWOT—So What?
SWOT analyses have been around a long time, and continue to be popular in the business development community. Unfortunately, the vast majority of SWOT analyses…
Barriers to New Market Entry: Sunk v. Relevant Costs
The way you handle sunk costs when attempting to break into a new market in the federal contracting arena can be the difference between success…
Gathering Competitive Intelligence Ethically
A common misperception is that “competitive intelligence” is synonymous with “corporate espionage.” Nothing could be further from the truth. Corporate espionage is an illegal activity…
Is An Incumbent “The Man Who Knew Too Much?”
Riddle me this. If knowledge is power, is it ever possible to know too much? If you watch the 1956 blockbuster “The Man Who Knew…
OutsideIn™ Analysis: Seeing Yourself As Others See You
Capture teams in the government contracting world spend a lot of time trying to determine the right balance of solutions and strategies that will differentiate…
Price-to-Win: The Trade-off Between Capabilities & Price
A big part of winning a deal in the federal marketplace depends on how effective your PTW (Price-to-Win) strategy, or position, is. Keep in mind…
Identifying Your Competitors: How Wide Should You Cast Your Net?
Winning government contracts requires a lot of preparation. Would-be contractors spend hundreds of hours developing capture strategies and crafting compelling proposals, as well as (hopefully)…
