Presented by Scott Dixon

1. JUNE 19 – 21, Bethesda, MD
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2. SCOTT DIXON, President
STRATEGIC PRICING CONSIDERATIONS FOR
EFFECTIVE TEAMING AGREEMENTS
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3. • Founded in 1987 by Catherine Downey, CEO
• A WOSB with multiple awards and accolades
• HQ in Atlanta with a federal sales office in Arlington, VA as of 2015
• Two key lines of business:
 Creative services
 Leadership training and executive coaching
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Our Journey

4. 1987 JULY, 2006 JUNE, 2015 PRESENT
COMPANY 8a ESTABLISHED 8a GRADUATED
FOUNDED
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Milestones
Recently graduated from
small size standard in more
than ½ of our NAICS codes.
We’re playing in the big pool
now, full and open more
often, and teaming
represents a logical growth
strategy

5. 5
E-BUY
C CONTRACTING VEHICLES

6. 6
SOME OF OUR FEDERAL CLIENTS

7. 7
LARGE COMPANIES SMALL COMPANIES
BOOZ ALLEN HAMILTON HUBZONE
ERNST AND YOUNG 8a
ICF VOSB AND SDVOSB
WOSB
Driver: Past performance and to
leverage relationships we did not
have
Driver: To satisfy set asides we
no longer have or never had
CATMEDIA Teaming Matrix

8. 8
The top five issues we’ve encountered, whether subbing or priming:
1. Early communication with team members about pricing
2. Competitive intelligence on win price
3. Negotiating swim lanes/work share/pricing impact
4. The role of the prime in leading pricing discussions
5. Price build up considerations
Teaming and Pricing Considerations

9. 9
• Break out into 5 teams of 10 people
• Each group will take 15 minutes to identify the best
practices to work through 1 of the top 5 issues
• Appoint a representative to do a report out to the group
• 5 minutes for each report out.
Workshop/Breakout

10. 10
Discussion Topic 1: Early communication around the topic of price.
Time: 15 min discussion / 5 min out brief
• Please discuss amongst your table/group how you tackle this issue
when identifying target opportunities in an IDIQ/LPTA environment?
• How do you select your team when considering price?
• What are your lessons learned and best practices (without giving
away your ‘secret sauce’)?
Workshop/Breakout

11. 11
Discussion Topic 2: Competitive Intelligence and Win Price.
TIME: 15 min Discussion / 5 min Out brief
• Please discuss amongst your table/group how you tackle this issue when
identifying target opportunities in an IDIQ/LPTA environment?
• How do you select your team when considering price?
• What are your lessons learned and best practices (without giving away
your ‘secret sauce’)?
• How do you determine what the “winning” price should be?
Workshop/Breakout

12. 12
Discussion Topic #3: Swim Lanes and Workshare.
Time: 15 min discussion / 5 min out brief
• Please discuss amongst your table/group how you tackle this issue when
when identifying target opportunities in an IDIQ/LPTA environment?
• How do you select your team when considering price?
• What are your lessons learned and best practices (without giving away
your ‘secret sauce’)?
Workshop/Breakout

13. 13
Discussion Topic #4: How do you as the prime, lead pricing discussions?
Time: 15 min discussion / 5 min out brief
Please discuss amongst your table/group how you tackle this issue when
identifying target opportunities in an IDIQ/LPTA environment?
How do you select your team when considering price?
What are your lessons learned and best practices (without giving away your
‘secret sauce’)?
Workshop/Breakout

14. 14
DISCUSSION TOPIC #5: Price Build Up And Considerations
TIME: 15 min discussion / 5 min out brief
• Please discuss amongst your table/group how you tackle this issue when
when identifying target opportunities in IDIQ/LPTA environment?
• How do you select your team when considering price?
• What are your lessons learned and best practices (without giving away
your ‘secret sauce’)?
Workshop/Breakout

15. 15
Wrap Up / Q & A
STRATEGIC PRICING CONSIDERATIONS FOR
EFFECTIVE TEAMING AGREEMENTS