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Hope Is Not A Winning Strategy... But Price To Win (PTW) Is!, by Anthony C. Constable
Free PDF Hope Is Not A Winning Strategy... But Price To Win (PTW) Is!, by Anthony C. Constable
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"Hope Is Not A Winning Strategy. . . But Price To Win (PTW) Is!" is written around CAI/SISCo's 3-Phase, 10-Step PTW Framework which is now used as the basis for internal PTW by a growing number of major companies. The book is a treatment of practices, problems, and practical solutions that will allow bidders to implement PTW and get on the road toward winning more opportunities for less investment. The purpose of this book is to provide a Price To Win (PTW) framework and process to help achieve win probabilities (pWins) of 100% for competitive opportunities. Not 73% or 87%, but 100%. The book's ideal readers are: all who are involved with any aspect of business development involving the pursuit of competitive contract awards; contracting business owners and their senior managers looking to take their businesses to the next level (i.e., small to mid-sized, mid-size to large-sized); and anyone else who is curious enough to want to learn about the bigger picture. The takeaway that this book strives to provide is that PTW should be embraced by firms that vie for competitive awards because it can significantly improve opportunity pursuit pWins by focusing on the competition, providing the Home Team with timely information concerning what it needs to do to overcome competitors in terms of their aggregate Evaluation Award Points (for Team, Approaches, Solutions, Past Performance, etc.) and their most likely gamed Bid Prices. It will also help the Home Team focus on preparing and pricing a bid that can beat the fiercest competitor and win!
- Sales Rank: #1333622 in Books
- Published on: 2011-10-04
- Original language: English
- Number of items: 1
- Dimensions: 11.00" h x .40" w x 8.50" l, .90 pounds
- Binding: Paperback
- 170 pages
About the Author
Anthony C. (Tony) Constable is a Washington, DC-area businessman. Since 1975, Tony has focused on providing competitive analysis, Price To Win (PTW), strategic pricing, and other business development support services to companies that compete worldwide for large-scale government opportunities of all sorts. His company, CAI/SISCo (www.caisisco.com), has assisted some of the world's largest firms pursue and capture over 1,500 major competitive opportunities worth, in aggregate, well over $1 trillion. In addition, CAI/SISCo stages public and private PTW, Strategic Pricing, and other training seminars that teach and coach business developers and capture teams how to develop and price winning bids for competitive contracts.
Most helpful customer reviews
1 of 1 people found the following review helpful.
A Must Read to Increase Your Probability of Win & Achieve Growth Objectives
By VPofBD
If you are a member of the Business Development and Sales community, this is a must read book. Many companies can write award winning proposals with innovative technical and management solutions. Unfortunately, this will only get your company's foot in the door and "technically" qualify you to do the work. The cost volume, or price, in all probability will be the critical factor in winning business. If your company is losing on price, or winning but leaving money on the table, then this book will be a critical enabler to increase your win rate. This book is highly recommended for Executives, BD managers, Capture Managers and pricing professionals. The 3 phase, 10 step process to develop a price-to-win strategy can be fully integrated within your company's existing BD process. Moreover, this book provides a road map for establishing a P2W capability and developing P2W practicioners that will round out your capture team. Published in September of 2011, this comprehensive approach to developing P2W strategy is the most recent "best practice" to hit the streets. My company is fully implementing this process into our BD operation. Reading this book will expose serious weaknesses in BD and Capture activities within your organization. I highly recommend this book.
1 of 1 people found the following review helpful.
Very Useful Reference in Today's Price-Sensitive Marketplace
By P. Boyland
As a veteran of multiple price to win and strategic pricing seminars, and a customer for a number of price to win analyses, I was pleased to see one of the industry experts put it all down on paper as a reference. Clearly this is a specialized book that isnt intended for mass market appeal and it has a price to match. However, the price can be easily justified if you ever need to hire in a price to win consultant as it makes you smart enough to know what you need, and knowing that can save your company thousands. For those who need to go beyond that to build an 'in house' price to win capability the book is essential, providing a suite of techniques that you can tailor to the scale of the bid you are undertaking. I give the current version of the book 4 stars as I would prefer a more detailed discussion of pricing strategy, which is a specialized topic in itself, and is apparently going to be addressed in the second edition.
0 of 0 people found the following review helpful.
Price-To-Win
By Gary G. Neff
In my 35 years of experience in Government Services Contracts, I found, more often than not, that prospective bidders (offerors) talk themselves into the hope for a contract win, when in fact they have little data, information, or knowledge of what pricing approach should be followed to successfully win a particular Government Services Contract. Many companies ignore the broad range of price-related factors that must be considered to arrive at a fair and reasonable proposed contract price, but more importantly the winning price. This book provides the business development professional, capture team, and pricing expert a roadmap for a Price-to-Win strategy. The book clearly outlines the methodology, approach, and factors necessary to develop a winning proposed price. Most business development related books only touch lightly upon developing proposed prices, if pricing is addressed at all. But this book documents and establishes an approach for developing winning prices for Government Services Contracts. Price To Win is a "must read" for any business development and pricing professional. Thank you Tony for documenting your many years of pricing experience so those of us in the business development world can learn from you and apply your vast experience to our own work.
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