Gathering & Analyzing Competitive Intelligence Training Class

Effective Competitive Intelligence provides “news you can use” – actionable intelligence that improves your win probability.  This work is considered an accepted and routine business practice – so long as information is gathered in a manner that is both legally and ethically acceptable.

Attendees

Gathering and Analyzing Competitive Intelligence is designed for anyone who develops capture strategies and solutions:  capture managers, members of the capture team, business development and CI professionals.  Attending this class will help you identify, gather and analyze the information you need to develop winnable and profitable solutions.

Objectives

The objectives of this class include:

  • Clearly defining legal and ethical boundaries and resulting practices
  • Identifying information requirements:  Key Intelligence Topics (KITs) and Key Intelligence Questions (KIQs)
  • Defining “sources and methods” for customer, competitor and market data-Developing and presenting defensible results
  • Integrating Competitive Intelligence in capture strategy

Gathering and Analyzing Competitive Intelligence is a one-day, public environment class involving instruction and hands-on exercises.  During the class, participants will be able to interact on discussion topics and participate in exercises to reinforce the processes and templates introduced in the instruction.  Each student will receive electronic copies of all the templates and tools that we present in the class.  These reusable templates and guidelines are provided for your future use and modification in the development of effective Competitive Intelligence analyses.

This class is also offered as a private Onsite Training session tailored to the specific needs of your organization.  For more information, please contact us at training@richterandcompany.com or 301-845-7300.

Opportunity-Based Price to Win Training

price to win strategies
“Price To Win” is more than a number; it reflects the complex relationship between customer needs and budgets and bidder solutions and strategies. It represents a tradeoff between price and capability that forms the foundation for successful bid strategies. It identifies the optimum position for your solution to improve your pWin.

Attendees

Developing the Opportunity-Based Price To Win is for anyone who develops capture strategies and solutions: capture managers, cost/price estimators, pricing strategy developers and solution developers. Attending this class will help you to properly assess a competitor’s likely pricing based on its technical approach, management approach and business strategy.

Objectives

The objectives of this class include:

  • Defining “sources and methods” for required data
  • Identifying the relationship between customer-focused, competitor-focused and market intelligence
  • Determining the most effective times to perform PTW analyses
  • Understanding the differences between Funding-based (top-down) and Solution-based (bottom-up) PTW analyses
  • Developing and presenting defensible results
  • Integrating PTW results in solution development and capture

Developing the Opportunity-Based Price To Win is a one day, public environment class involving instruction and hands-on exercises. During the class, participants will be able to interact on discussion topics and participate in exercises to reinforce the processes and templates introduced in the instruction. Each student will receive electronic copies of all the templates and tools that we present in the class. These reusable templates and guidelines are provided for your future use and modification in the development of effective Competitive Intelligence analyses.

This class is also offered as a private Onsite Training session tailored to the specific needs of your organization. For more information, please contact us at training@richterandcompany.com or 301-845-7300.

wrapRATER Wrap Rate Estimation Tool

A popular tool for government contractors and federal clients, Richter & Company’s wrapRATER product is intended to provide an estimate of a targeted company’s likely current wrap rate before fee. wrapRATER results do not reflect the company’s likely future rate, strategies, or solutions in the context of the requirements of any specific opportunity. wrapRATER results are offered per target, purchased in one of two ways:
  1. Priced per single competitor as a one-time purchase.
  2. Priced per single competitor as an annual purchase, plus three quarterly updates.
In both cases, discounts are available for multiple purchases. Results are offered on a non-exclusive basis. wrapRATER results are not intended to assess the specific strategies, tactics, or solutions likely to be used by a company in its pursuit of a specific opportunity. Clients wishing an opportunity-specific assessment are encouraged to request a proposal for exclusive support. For ordering information, please contact us at wrapRATER@richterandcompany.com or 301-845-7300. Results are not the target’s actual wrap rate; they are projections developed using our standard models, based on data gathered through independent research using open-source, non-proprietary, historical data.