Description
This self-paced course combines in-depth instruction, guided exercises, and practical examples to help you apply each concept directly to real-world proposal situations.
The experts who created our business development, capture, and proposal training are highly experienced, currently practicing proposal professionals whose years of successful experience in Government acquisition and training allow them to offer valuable insights. Through the course content, they address common challenges, share best practices, and illustrate techniques based on the most current industry realities.
Cost volume development training starts with cost proposal literacy. It shows the differences between cost, price, pricing strategy, and price-to-win, and delves into key cost buildup elements such as fringe, overhead, G&A, and fee. It covers allowability, allocability, and reasonableness of Government costs, and a range of other important compliance rules.
The course then explores how the Government evaluates cost proposals so you understand what happens “behind the curtain.” You’ll learn cost proposal management during capture, competitor price analysis, and price-to-win fundamentals. It also provides practical methods for developing pricing assumptions, setting cost boundaries, and bridging the gap between proposal managers leading the technical team and those responsible for pricing.
The advanced modules focus on higher-level cost volume techniques, including developing persuasive cost proposal narratives, creating Bases of Estimate (BOEs) and Work Breakdown Structures (WBS), and crafting winning strategies to maximize profit while reducing risk for each contract type. You’ll also learn how to refine and finalize your cost volume for maximum impact.
Pricing is often the most critical factor in Government proposals—it’s where you can differentiate your company from technically equal competitors. This course ensures you understand both the process and the deliverables for the cost volume so you can excel where many others struggle.
Take this course to master Government cost proposal development and maximize your price proposal win probability.
- Understand the basics and principles of creating a cost volume.
- Learn how contract type influences Government proposal pricing.
- Implement proposal pricing strategies for Best Value versus Lowest Price Technically Acceptable (LPTA) proposals.
- Win on price with confidence and strategy.
- Handle cost volumes effectively, even if you are not a “numbers person.”
- Understand how cost proposal evaluation affects the development process.
- Influence Government evaluators to grade your cost volume favorably.
- Develop a Price-to-Win (PTW) analysis incorporating competitive analysis and program intelligence to maximize win probability (Pwin).
- Use your proposal resources efficiently when developing the cost volume.
- Apply persuasive techniques in your cost and business volume.
- Refine the cost volume for clarity, polish, and impact.
- Develop effective pricing assumptions to establish clear boundaries around your proposal.
- Create Work Breakdown Structures (WBS) that align with your pricing strategy.
- Use Bases of Estimate (BOE) to differentiate your pricing and outmaneuver low-cost competitors.
