The Price-to-Win (PTW) analyst leads the process of developing a multi-variable hypothesis to predict the competitors' behavior in response to a Government RFP. The PTW analyst understands this involves more than just applying the competitors' historical pricing behavior. The analyst additionally takes into account variables associated with the Government customer (for example: competitor's view of the evaluation process). The PTW analyst provides alternate approaches / solutions to the requirements (through the competitors' eyes) that help the capture team make strategy decisions superior to the competitors.

The PTW analyst derives the price that, when integrated into the Government's source selection process, results in a winning proposal (single award or multiple award). The analyst must be able to make objective and subjective assessments that lead to the price most attractive to the Source Evaluation Board (SEB) and the Source Selection Board (SSB), resulting in the award of the contract to the client company.

The PTW analyst considers major PTW variables including:

• Customer's funding / should-cost / ROMs, etc.
• Customer's historical buying behavior
• What the customer is saying about this specific opportunity (predict their buying behavior based on their stated preferences)
• Competitor's likely win strategy, approach and teaming strategy
• Competitor's historical pricing behavior
• Competitor's likely pricing behavior on this specific opportunity

The PTW analysis process involves the following elements:

• Development of a full understanding of the system requirements
• Conceptualization and development of a solution that includes a bill of materials
• Development and refinement of realistic cost and pricing structures
• Implementation of staffing approach to conceptualized solutions
• Identification of cost drivers and alternate approaches
• Modeling and estimating
• Presentation of results and team consensus building

Let OCI help with your Price to Win Analyst needs

Having the largest pool of proposal talent in the nation, OCI can quickly fill gaps on your proposal team. Our highly responsive service delivery and quality assurance processes assure that you consistently receive quality proposal support every time you need us. We will thoroughly review your requirements to ensure that we provide the right talent to meet your needs and help you win. Whether you need a Price to Win Analyst for a federal proposal or government contract.

In addition to a Price to Win Analyst, OCI can also provide support to assist you in any stage of the proposal process: