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Federal Proposal Management Best Practices

Tuesday, May 27, 2014 | 3:50 PM - 4:50 PM
Sheraton 2

Price Strategies for Winning Proposals

Jacob George
Director of Finance,  Red Team Consulting


The recent Budget cut initiatives coupled with other additional mandatory realignments of current/future programs (de-scoping, mergers and cancellations), and an increased interest from tax-payers in procurement spending – Federal Contractors have every reason to focus on Price more than ever before. Additionally, pricing activities within the proposal life cycle have consisted of simply responding to Cost Exhibits without analyzing how those pricing requirements impact their company’s long-term financial plans. Creative pricing strategies and Price To Win (PTW) may win you the contract, but can you sustain the contract with what you have won? Red Team seeks to explore the answer to this question by using pricing as a long term sustaining activity that will provide the greatest value for both Government and contractor, as opposed to just a compliance activity or a competitive pricing activity.


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Jacob George

Mr. George is the Director of Finance at Red Team Consulting and provides pricing and program management consulting services strategies for multi-million dollar US Federal Government procurements ranging from $5 million to $20 billion dollar contracts.  He is an expert in providing a wide variety of pricing strategy, cost volume, and project management consulting services. He has a diverse background, having successfully run competitive pricing organizations and led significant price to win and cost volumes for large multi-billion dollar proposal engagements. He has captured over $75 billion in federal contracts and maintained an 90% win rate throughout his career.


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