Price to Win as a number, is the bid price needed to win a competitive procurement. Price to Win as a process, is an iterative effort to model the competitions’ solution, build up and forecast their bid prices, and assess how they will likely score on non-price items. Equipped with this insight, capture and pricing teams can confidently dial in their bid price, increasing the probability of winning.
This white paper provides an overview of the modern practice of Price to Win. The paper explores:
Competition and Competitive Analysis
Top Down Price to Win Analysis
Bottom Up Price to Win Analysis