How to Win More Federal Contracts with Competitive Pricing


Format: On-demand webcast
Duration: Approx. 90 minutes
Instructor: Jenny Clark
Learning Credits: 1.5 CPEs, 1.5 ATCs
APTAC BOK: C.12 Financial Controls; C.9 Bids and Solicitations

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Has this happened to you? You’ve been tracking an opportunity for months, and you know that your company is an excellent fit with the customer. They know your company and capabilities, and you had a small contract with the agency that just ended last year. Winning this contract could be a game changer for your company, setting you up with a steady stream of revenue for the next three years.

The last two proposals you sent – YOU LOST!

You requested a debriefing. They said that you had the technical section right. They were impressed with your approach. When you asked about the pricing, they just shrugged their shoulders and said that you were very close to the winning bid.

What would it mean to know that all your costs were covered and that you could offer your best price?

How would it help you to create pricing strategies with a “what if” column – so you could make a more strategic decision related to your indirect rates and your fee percentage?

This training will show executives, financial and contract professionals how “govcon” math works. With this course, we’ll explain how to estimate and apply:

  • the direct contract costs
  • the fringe benefits for payroll taxes, leave, and group benefits
  • the overhead costs for supporting the technical workforce
  • the general & administrative (G&A) costs for corporate expenses
  • the fee/profit

We’ll show you a Solvability’s Simple Rate & Pricing Model spreadsheet that demonstrates how indirect rates are calculated, provide typical competitive ranges for small businesses, and explain actions you can take to win more federal contracts with competitive pricing.

Here is what you will learn:

  • How grouping employees and new hires for labor categories can affect your pricing;
  • How fringe, overhead and G&A rates are used in proposal pricing;
  • How to use multipliers for billing rates, employee pay rates, and total contract estimates;
  • What the “typical” rates for fringe, overhead, and G&A in various markets are;
  • How to create “what if” calculations of your indirect rates and fee for future projections.

Specific tools and resources you will learn how to use:

Solvability’s Simple Rate & Pricing Spreadsheet

After completing this training, you will have sample spreadsheets showing how to create top line proposal estimates, labor multipliers, wrap rate calculators, indirect rate estimate and labor category billing rates.

Target Audience: Business owners, finance, business development and contracting professionals who want to create more competitive pricing and win more federal contracts.


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