Pricing is the crux of every government procurement and the hardest part of the procurement process for vendors. Government procurement is known for ‘low bid’ sometimes at the cost of quality. There are multiple types of procurement award strategies: all or none award; group award; individual item basis; primary vendor; secondary vendor, etc. All of these can drastically change how to build your pricing matrix. But how do you tie the award clause to the requested pricing structure in the proposal document? You may have an idea of your competitions market pricing, but not their profit margin. Do you know what the procurement budget is, what the benchmark or last contract prices were? You want to make the largest profit possible, yet know you have to be competitive.
The Skibo Group will work with your sales team to provide you with all the information possible to make an educated pricing strategy. We analyze the historicals; the current market to project where the pricing sweet spot for each specific procurement is needed. The Skibo Group has the other side of the table experience understanding the nuance of all the different types of award strategies. The ability to take the previous buyer experience, The Inside Edge, and wed that with your sales team, is invaluable.