Pricing Strategies that Win Government Contracts with John Peacock

<p><strong>John Peacock</strong> is a Senior Vice President at ASRC Federal.</p> <p>In this episode, John shares how building up great relationships ultimately paves the way to your success rate in a government setting as in any other. It’s also a matter of triangulating these three essentials of pricing, price to win, and competitive intelligence, and all other data points to reach your pricing point.</p> <p> </p> <p><strong>Why you have to check out today’s podcast:</strong></p> <ul> <li>Learn how to do competitive intelligence and price to win  </li> <li>Find out how to show value in a government setting and have a good win rate </li> <li>Learn how to shape opportunity so that government RFPs comes out more in your favor </li> </ul> <p>         </p> <p><strong>“You’ve got to have really good relationships across all the different functional and organizational teams within your company. At the end of the day, my ability to get to the right price and help the company get to the right price is all driven off of the teams of people that you work with to get there.”</strong> </p> <p><strong> </strong><em>– John Peacock</em> </p> <p><strong>      </strong></p> <p><strong>Topics Covered:</strong></p> <p>01:16 – How one thing led to another and finally into pricing </p> <p>02:23 – What got him to stick with pricing all these years </p> <p>04:06 – Working through the pricing ranks </p> <p>04:57 – What is ASRC, what does it do, is it government-focused primarily </p> <p>07:09 – Pricing for value in a government setting </p> <p>09:01 – A multi-step process in government bidding </p> <p>10:38 – Talking about sole source contract award </p> <p>12:03 – What’s a good win rate </p> <p>16:58 – Taking a look at win rates early and late in the process </p> <p>19:06 – Increasing win rate at the time the RFP comes out </p> <p>21:46 – Factoring in competitive intelligence in the price to win </p> <p>23:56 – The key to do competitive intelligence and price to win </p> <p>28:21 – Margin requirements for bidding </p> <p>30:31 – John’s