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APMP

Using Price to Win Strategies to Grow Your Business

The use of Price-to-Win principles in opportunity assessment and pricing strategy is one of the most important elements of the capture and proposal process.  It is one of the least understood and most under utilized—resulting in bad business decisions and wasted business development capital.  It is critical especially in today’s business environment, to only bid on the jobs that can give you a good return on your investment, and where you can meet customer price points.

Find out how to use Price-To-Win strategies to ensure a healthy portfolio of business opportunities and price them to beat the competition at APMP-NCA’s September Roundtable:

Using Price-to-Win Strategies to Grow Your Business
September 15, 2010; 5:30–9:00 p.m.
Fairview Park Marriott, Falls Church, Virginia

Register now and guarantee your seat!

This is a “must attend” program for Capture Managers, Proposal Managers, Lead Executives and Business Development Professional. After attending the Roundtable…

  • Capture Managers will be prepared to decide if their company can be cost competitive before making a major investment in the process—and what a successful bid rate is after receipt of the RFP.
  • Proposal Managers will be able to accurately gauge the price sensitivity of an opportunity—which will lead to the development of better themes and discriminators, and more accurate assessments of past performance references.
  • Lead Executives will know how to decide if the opportunity they are chasing meets the financial goals of the organization and if their structure can meet the competition, and what steps to take to make the bids viable.
  • Business Developers will know how to use Price-To-Win to decide which customer sets are worth the investment of time and marketing resources.  

All of the players in the capture and proposal process will take away answers to these critical questions:

  • Who should perform the Price-To-Win analysis?
  • When should you perform a Price-To-Win analysis?
  • What types of bids lend themselves to Price-To-Win analysis?
  • How should the data be used?

Our presenters, John Boyle and Dennis Nellany, are both Price-to-Win strategists and innovators in its application across the business development landscape.

John Boyle is Vice President of Competitive Intelligence at Unisys Corporation where he actively applies Price-to-Win methodologies to all strategic opportunities. He is a key Black-Hat Facilitator for the World Wide Strategic Deal Team for Unisys in North America, Europe, Latin America and the Asian Pacific markets. Before Unisys, John was the Vice President of Corporate Competitive Intelligence and Price-to-Win Analysis for SAIC.  He also led Competitive Intelligence, Price-To-Win and Merger & Acquisitions efforts for other Blue Chip firms including EDS, ACS, and Cap Gemini. John has won many awards and is a member of the Society of Competitive Intelligence Professionals.  He has a BS in Finance from The Kremer School of Business at Emporia State University. 

Dennis Nellany is Vice President, Proposal Development for ASRC Federal, and is responsible for all elements of proposal development for the eight ASRC Federal businesses. ASRC Federal has grown from a $100M company in 2003 to its current $750M level primarily through organic growth, supported by the implementation of an effective business development process. As Vice President of Business Development at ASRC Aerospace, Dennis introduced the Price-to-Win process and currently broadened its application to the entire company. Using Price to Win has resulted in ASRC subsidiaries making the competitive range on 95% of its proposals and contributed to the organization’s 48% win rate.

Continuing Education Units (CEUs) for APMP Accreditation: 5

Corporate Partner Guest Hosts:

  • Clarus & Fidelis
  • Rainmakerz Consulting
  • Tracy Presentation Skills

Agenda

5:30 p.m. Networking
6:15 p.m. Dinner
7:15 p.m. Announcements and Program
9:00 p.m. Adjournment

Registration Options and Deadlines

  • Online with a credit card by Thursday, September 9.
  • By mail with a check received by APMP-NCA by Wednesday, September 1.
  • At the door with a check for $85 (limited seats available, so please arrive early)

Registration Fees and Policies: Payment in Advance Required

  • Members: $65
  • Non-Members: $75
  • Members and Non-Members at the door: $85

—Registrations will be confirmed after receiving payment in advance—by credit card online (September 9) or receipt of check by mail (by September 1).
—To pay the discounted member rate, please record your APMP member ID number on the online registration form. To look up your ID number, go to http://www.apmp.org/siteSpecific/customer/memberSearch.aspx. If you did not give APMP permission to display your member information, go to www.apmp.org and login as a member. Then click on “View Account Detail,” then “Edit Account Information.” Your ID number will show at the top of your account edit page.
—Corporate Partners using free passes, please use the special section of the registration form to list the names of those who will be attending.
—Cancellation requests must be made via email to rsvpme@apmp-nca.org no later than 5:00 p.m. on September 9 to receive a registration fee refund.
—Vegetarian meals (instead of the regular menu entrée) must be reserved in advance on the registration form.

Register now and guarantee your seat!

Location

Fairview Park Marriott (click for directions)
3111 Fairview Park Dr., Falls Church, VA 22042-4550
703.849.9400