How Do We Drive Down Overhead?
Format: Live webinar
Duration: Approx. 90 minutes
Trainer: Jenny Clark
NCMA Certifications: 1.5 CPEs
APTAC CPP Certification: pending
Price is always a component of any federal contract because agencies are dealing with more restrictive budgets. When your company starts out, you’ll bid anything and everything to get the revenue in, and some of those contracts may even be money-losers. But getting the wins creates momentum and brings relationships with customers who want to keep their successful contractors on their projects.
You think your costs are too high – your customer has hinted at it, and you’re just not winning like you used to. How do you determine if your costs are too high, and what actions can you take to drive down your overhead?
During this class, you’ll learn answers to the following questions:
- What are the “going rates” for fringe, overhead and G&A?
- What are other companies doing to get their rates low?
- How do you find the balance between pricing to win and managing growth?
- How do you know that all your costs are covered?
- How do you determine where your break-even point is and why should you care?
- How do you use a Multiplier?
- What steps can you take today to make your pricing better this year and next?
Bonus Tool: Solvability Simple Rate and Pricing Model (RPM) Spreadsheet
Target Audience: Novice and experienced small business government contractors
Meet Your Trainer:
JENNY W CLARK helps small businesses win more federal contracts, by showing them how to apply cost and pricing strategies that are flexible, competitive and profitable. With over 30 years of experience implementing accounting systems, Jenny found that the software for federal contractors, including Deltek GCS Premier and Costpoint, was just too expensive and overwhelming for most small businesses. To bring down the cost and improve results, she developed DCAA Compliant QuickBooks Boot Camp and her Prime Focus coaching programs. Her training series and coaching programs start with a DCAA Compliant Chart of Accounts, then explain indirect rates such as fringe, overhead and general and administrative (G&A), and finally show executives how to adapt the Solvability Rate & Pricing Model (RPM) to develop competitive bid rates.
Jenny Clark has a BA in Economics from Agnes Scott College and a Masters in International Business Studies from the University of South Carolina. She founded Solvability in 1997 in Huntsville, Alabama and relocated to Tampa Bay in 2013. In 2016, she launched the Florida GovCon Podcast, serving small businesses in the aerospace and defense industry and helping veterans along the way. She hosts an annual training conference in Tampa called the Florida GovCon Summit.