COST PRICE PROPOSAL TRAINING
1 Day, Thursday, June 26, 2014
8:00AM - 4:00PM
The Sheraton Tysons Corner 

Early Bird Registration Ends Friday, June 13, 2014

Register Now! 

ABOUT THIS CLASS
"Develop Winning Price Proposals"

Most competitive cost/price proposal volumes miss playing a significant role in improving an offerer’s probability of winning. In fact, many times, when the price is right, there are still losses which can be attributed to poor preparation of the price proposal. Companies who attend this session will learn new ways to gain advantage over the competition and win more opportunities. You will learn new winning approaches to preparing the cost/price volume.  

There has been a major paradigm shift in what is expected and needed to win contracts in today’s competitive business environment. Unfortunately, the cost/price submissions are not keeping up. They are usually dry, confusing, poorly organized and do not sell. Consistently winning requires a cost/price volume submission inclusive of more than the required numbers. The presentation must, within a convincing "texture" of new approaches, sell your proposed best value proposition(s).  

Of course, selling best-value goes hand-in-hand with having the best value, which is a combination of solution and price. To assure a winning submission, the class will also walk you through how to develop a price that is both competitive and sensible.

 This is not your past cost/price best effort. Those yesterday ways don’t work anymore for consistent winners. Learn what does work and break into the new paradigms.  

TOPICS

Detailing, Presenting and Selling Best-Value 

• Cost/Price Proposal, corporate heroes and villains
• The traditional approach and why it is no longer sufficient
• Winning by a "nose"
• Best value - you know it when you see it
• Where selling begins
• Communicating to the full brain
• Themes and substantiation
• Graphics beyond tables
• Selling convincingly
• Where's the nose
• Value propositions in drag
• The only real value proposition
• Cross dressing your cost/price volume
• Building two architectures in parallel and aligned
• Conceptual mapping your volume

What Competitive Pricing Really Is 

Opening the drivers’ kimono – what competitive pricing is all about 

PriceToWin Analysis – what numbers do you need to get to, and what are your options for getting there 

PriceToCost Development – how you get to a cost and price for winning and profiting

• Understand how cost volumes are evaluated and what/why the government makes its own adjustments to your numbers during evaluation
• What are acceptable and allowable costs
• How to develop an RFP requirements matrix pricing
• Developing a WBS and defendable BOE
• Develop appropriate and acceptable estimates
• Develop good task descriptions
• Preparing for and executing a BAFO
• Prepare for DCAA Fact Finding

ABOUT THE INSTRUCTOR

JOSEPH T. NOCERINO, LEAD INSTRUCTOR

Joseph Nocerino is a professional competitive proposal developer and trainer. For many decades he has specialized in the full lifecycle of competitive business development processes, as well as related training. He manages and participants in all aspects of competitive government and commercial proposal submissions and is wellknown for proposal industry leadership and support services.  

His activities include the assessment of competitive opportunities; critiquing submitted proposals; producing winning competitive proposals and coaching orals presentations. He has worked in support of hundreds of large and small enterprises.  

Mr. Nocerino has written books and many articles on various aspects of competitive proposal preparation including selling best value, conceptual mapping and proposal perfect. 

His experience with the federal government is extensive, having been intensely involved in all aspects of procurement responses for almost all DOD and civil agencies as well as the U.S. Postal Service and businesstobusiness opportunities. 

Mr. Nocerino’s formal training is in electrical engineering and the management sciences with degrees from The City College of New York and The Johns Hopkins University.