Price, Price Baby! (11/05/2018)
November 5, 2018 - Does it all really come down to price? Or is it relationships, best value or past performance? It's usually a combination of these components, and should you win, without profitable rates, you are essentially buying a contract and possibly leaving money on the table. This is why PRICING is so important -- and it's a piece of every proposal. Knowing how the government evaluates price is essential as you develop and incorporate wrap rates and multipliers into your strategy. For GSA Schedule holders, exercising rate increases as it relates to your EPA (Economic Price Adjustment) is equally important. These GSA increases are either dictated by Department of Labor (Table 5) if you use market rates or by your Commercial Price List.
Are you priced to win?