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Federal Proposal Management Best Practices

Tuesday, May 27, 2014 | 10:00 AM - 11:30 AM
Sheraton 2

Ready…Aim…Win! – Developing Discriminating Bid Prices and Post-Award Performance Strategies

Marsha Lindquist, CF APMP
President, Granite Leadership Strategies, Inc.

Gary Lyles
Founder and Managing Principal, n8 Consulting

Randy Richter
President, Richter & Company

In a world where winning contracts is critical to your company’s life, you are not only faced with dealing with low price technically acceptable bids but how you perform them profitably.  The good news is you won!  The bad news is you won…..Now what? This session will get you ready to win, aim correctly at your target, perform successfully, and yes….achieve your business goals.  You know today’s Federal contract bidding landscape means you must get your price right – you must be lower than your competitors. We will address the dynamics of customer intelligence gathering, developing a discerning pricing strategy, understanding and proving your price, and developing your performance plan BEFORE you even decide to bid.  We’ll examine the differences between evaluated price and your performance price and what it takes to make a profit.



Marsha Lindquist
, President of Granite Leadership Strategies, focuses on internal pricing proposal and grant strategy and profitable contract performance solutions. Her creative approach to developing winning pricing strategies has helped her clients win over $25 billion in competitive contracts and grants.   Marsha has achieved the distinguished title of National Contract Management Association Fellow.  She receives high marks in her presentations, including APMP international and regional conferences.


Gary Lyles is the founder and Managing Principal of n8 Consulting, a Virginia-based proposal consulting company specializing in cost estimation and price model solutions and tools. He is a seasoned consultant and entrepreneur having been involved in all aspects of business acquisition life-cycle including proposal development and cost estimation for over 30 years. His accomplishments include design, development, and delivery of processes, tools, templates, and training materials used for cost estimation, BOE development, price models, and/or cost volume management.

Randy Richter is President of Richter & Company, a Frederick, Maryland based competitive analysis and pricing strategy firm.  His knowledge and experience – combined with outstanding analytical and presentation skills and and an enthusiastic "can do” approach to business – have helped clients gain more than $30 Billion in awards in the highly competitive Federal marketplace over the last three years alone.  He is a highly-rated speaker and very entertaining speaker that you won’t want to miss!

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Marsha Lindquist
Marsha Lindquist
Gary Lyles
Gary Lyles
Randy Richter
Randy Richter


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