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Product ID: 392032EAU

Updated Pricing Strategies to Win Government Contracts

OnDemand Webinar (96 minutes)

Successfully pricing products and services for the government marketplace requires adapting strategies and tactics to address the dynamic market rules, regulations and requirements. Every year the federal government awards over $500 billion for services and products to large and small businesses nationwide. Only those companies actively addressing new profit models, cost structures and pricing strategies will see growth in the government marketplace. Learn what changes affect existing pricing strategies, new developments that demand profit margins revisions, how "best-value" is being eclipsed by the trend of "lowest-price technically acceptable (LPTA)" and what it takes to price services and products to win government contracts by ordering this OnDemand Webinar.

Learning Objectives:

  • You will be able to explain large business vs. small business pricing issues.
  • You will be able to identify government perspective regarding pricing objectives.
  • You will be able to describe pricing strategies based on contract vehicle.
  • You will be able to review contractor pricing objectives.


Gloria Larkin, TargetGov


Pricing Strategies for Profitability by Perspective

  • Private Sector vs. Public Sector Pricing Issues
  • Large Business vs. Small Business Pricing Issues
  • Customer-Centric Pricing Issues
  • as a Prime Contractor, Subcontractor, Teaming Partner

Contractor Pricing Objectives

  • Cover Costs
  • Contribute to Attaining Corporate Operational Objectives, Including Profit
  • Win Bids

Typical Government Market Pricing Approaches

  • Cost-Based
  • Value-Based
  • Activity Based
  • Competitor Based

Contract Pricing Strategies

  • Low-Price
  • Lowest-Price Technically Acceptable
  • Best-Value

The Government Perspective Regarding Pricing Objectives

  • Acquire Supplies and Services From Responsible Sources at Fair and Reasonable Prices

- What Constitutes Fair

- What Constitutes Reasonable

  • Price Each Contract Separately
  • Exclude Contingencies

Pricing Strategies Based on Contract Vehicle

  • Competitive Bids
  • Multiple Award Contracts, GSA Schedules, IDIQs and Other Multiple-Award Contracts
  • Set-Aside Contracts
  • Transactional Sales
  • Sole-Source Contracts