Competitive Assessment & Price to Win (CA/PTW)
In today’s market, you can’t just rely on the superiority of your product. You need to be able to prove that your solution aligns with what your customer values, anticipate how your competitors will respond, and price your solutions accordingly.
A Competitive Assessment & Price-To-Win analysis gives you the intel and framework to do that.
Competitive Assessment
Our CA is comprised of two parts.
A Customer Assessment:
detailing how your customer makes decisions and what requirements matter to them the most. It includes a qualitative understanding of non-price factors, and a quantitative, top-down analysis to create a Budget Envelope, to determine available funding for contractor awards.
and
A Competitor Assessment:
detailing who your competitors are and how they are likely to position themselves in terms of technical offering and price competitiveness.Price-to-Win Analysis
Price-to-Win Competitor Solutions
We develop a Should-Solution that’s customized for each of your competitors based on available intelligence. This includes their technical differentiators, likely pricing behaviors, build strategies, and cost structure. This bottom-up cost model is a composite view of how each competitor might optimize their position within their price and non-price trade space.| Cost Model |
|---|
| Labor resources & direct costs (recurring), including hours & rates, support labor, management & engineering, and expected productivity |
| Non-recurring expenditure (NRE) range* |
| Facilities |
| Other Direct Costs |
| Indirect costs: fringe, overhead, G&A, etc. |
| FCCM and Fee |
Why This Matters
By grounding your bid in data-backed, engineering-based cost realism, you protect your probability of win (PWin) as well as your ability to deliver after the contract is signed.
CA/PTWs help you:
- Price Better: Evidence-based insight into how to price and why it will succeed.
- Reduce Risk: Avoid bids that are too high to win or too low to sustain.
- Differentiate Strategically: Position solutions against customer needs and competitor weaknesses.
- Target Growth: A CA/PTW will help you decide which contracts to pursue, conserving resources for when it matters. You'll be able to identify the right contracts that align with your long-term business goals.
Our Standard
When market competition gets intense, you need a team that understands the entire program lifecycle, from capture through proposal, transition, delivery, and growth, because the handoff is where crucial information gets lost.
A CA/PTW from us will set lay the groundwork for long term continuity and success.
Partnering with us means you get:
- Depth of Analysis
We give you insights into your customer's motivations and competitors’ behaviors, so you understand the decision landscape in detail. - Integration of CA and PTW
PTW is only as strong as the CA behind it. We ensure our pricing recommendations are tied to customer and competitor realities, not guesses. - Accuracy Over Speed
Parametric models may be faster and cheaper, but they are rooted in comparative assumptions. We prioritizes accuracy and relevance, helping you win and deliver with confidence. - Holistic Expertise: Our CA/PTW work is done with an understanding of how it translates into proposal development, program management, and execution support, setting your program up for success from day one.
Solutions and Downloads
CA/PTW Assessment
Take this assessment to check your implementation and execution of CA/PTW on proposal efforts, and start the journey to improve your internal processes.
Black Hat Review
Using the CA results, our Black Hat approach maximizes skills and experience of review attendees, while driving toward actionable findings for the capture team.
