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HIMSS 2013 - Price To Win

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HIMSS 2013 - Price To Win

  1. 1. Top 10 Signs You Are AlreadyUsing a Price to Win Strategy! –Top 10 ListMarch 3rd, 2013 CEO: Naveen Krishnamurthy I Email: naveen@rivasolutionsinc.com I Phone: 202.262.5358
  2. 2. 2#10 – You Determine the Contract Type.• Firm Fixed Price• Time & Materials• Cost Plus Fixed Fee• Single vs. Multiple Award• GWAC; IDIQ; BPA• GSA ScheduleRIVA Solutions Inc. www.rivasolutionsinc.com | March 3, 2012
  3. 3. 3#9 – You Define the Nature of the Work. • Product vs. Services • SCA • Offsite vs. Onsite • Full vs. Part Time • Short vs. Long Term • New or Re-compete • Cleared WorkRIVA Solutions Inc. www.rivasolutionsinc.com | March 3, 2012
  4. 4. 4#8 – You Try to Find Out Exactly How Much $$$ They Have! • IGCE • OMB 300 • Previous Contract Award • Historical Spend • Q&A • Fiscal Year program impacts RIVA Solutions Inc. www.rivasolutionsinc.com | March 3, 2012
  5. 5. 5#7 – You Are Doing a Cost Buildup. • Direct Cost • Overhead • G&A • Fringe • FeeRIVA Solutions Inc. www.rivasolutionsinc.com | March 3, 2012
  6. 6. 6#6 – You Realize the Importance of the Details. • # of hours per year • Staffing Levels • Previous employees • Job postings • Salary Surveys • Labor Category Analysis • ODCs • FOIA Documents • Protest MaterialRIVA Solutions Inc. www.rivasolutionsinc.com | March 3, 2012
  7. 7. 7#5 – You Recognize the Impact of Building GreatTeams. • Target Rates • Exhibit A • Markup • Negotiate Early • Existing RelationshipRIVA Solutions Inc. www.rivasolutionsinc.com | March 3, 2012
  8. 8. 8#4 – You have Smart People Assigned to this Task. • Higher Cost Drivers • Competitive Pricing • Hedging Risk • Forward Pricing • Incumbent Staff impact • Pricing Scenarios • BAFORIVA Solutions Inc. www.rivasolutionsinc.com | March 3, 2012
  9. 9. 9#3 – You Know that Information = Advantage.• Best Value• LPTA• Wrap Rate analysis• Related Contracts• Competition GSA SchedulesRIVA Solutions Inc. www.rivasolutionsinc.com | March 3, 2012
  10. 10. 10#2 – You Recognize the Overhead Impact on the Full Effort. • B&P Costs • Travel • Corporate Oversight • Recruitment • Employee Retention RIVA Solutions Inc. www.rivasolutionsinc.com | March 3, 2012
  11. 11. 11#1 – You Are Winning!• Start Early• Resource Expertise• Organization Advantages & Limitations• Strategic Planning• Subject Matter ExpertiseRIVA Solutions Inc. www.rivasolutionsinc.com | March 3, 2012
  12. 12. Q&A 3.03.13

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