Proposal Pricing FAQ
Proposal Pricing FAQ
Many organizations are reluctant to engage external resources to construct a price proposal beyond the "Price to Win" analysis. However, many companies can benefit from proposal pricing support throughout the development of the cost proposal.
The components of our cost and pricing are our "crown jewels" and we can't disclose that proprietary information to an external party.
This is a common thought among companies that should be engaging external pricing support, but they create barriers to obtaining that support. The reality is that reputable Consulting Firms, such as Garnet Springs Group, safeguard proprietary information and never disclose trade secrets of any kind, much in the same way an organization engages an external accounting firm to audit and certify financial statements without fear of disclosure of internal financial information. A reputable consulting firm should have no qualms about entering into a Non-disclosure agreement and openly declaring conflicts of interest.
If you've done one proposal, you've done them all.
This is rarely the case. The differences in cost and pricing requirements across various contracting officers, government agencies, contract types, and service offerings adds a unique scope to nearly every government proposal. In addition, the FAR (and DFAR, DSSR, AIDAR, etc.) continue to be updated, requiring time to research the proposal requirements and develop a price proposal and supporting information that meets all of the solicitation requirements.
We have a Pricing Analyst on staff and they are more than capable to handle all of our pricing needs.
This may be the case, but frequently the lone Pricing Analyst is juggling numerous proposals and is doing just enough to develop a compliant proposal. While there are frequently teams of staff working on the technical and past performance volumes, the Pricing Analyst is typically flying solo across multiple proposal efforts, building very complex deliverables. Most organizations underestimate the effort that must be put forth to build not only a compliant price proposal, but also a compelling price proposal. A good external consultant can alleviate the work on in-house Pricing Analyst staff, integrating into the effort and raising the quality of the deliverable.