Articles tagged with : pricing

Pounded by Pricing

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Dear Proposal Doctor, Please help. I am mid-way through a large and important government bid. The two or three people who have all the knowledge we need to document the solution are in pricing meetings that go on for hours, and by the time they start working on the non-price aspects of the proposal, they are exhausted and not productive. I’m worried that we are going to miss interim deadlines and have to rush through our reviews and document production cycles. I don’t know what to do because the pricing activity is like a "black box" to those of us who are not involved. How can I change the priorities of these key people? Pounded by Pricing Dear Pounded, Actually, it might be your priorities that need to change. Although proposal managers have often steered clear of pricing, it is an essential element of the proposal and one that is...

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