Hope Is Not A Winning Strategy. But Price To Win (PTW) Is!

"Hope Is Not A Winning Strategy. . . But Price To Win (PTW) Is!" is written around CAI/SISCo's 3-Phase, 10-Step PTW Framework which is now used as the basis for internal PTW by a growing number of major companies. The book is a treatment of practices, problems, and practical solutions that will allow bidders to implement PTW and get on the road toward winning more opportunities for less investment. The purpose of this book is to provide a Price To Win (PTW) framework and process to help achieve win probabilities (pWins) of 100% for competitive opportunities. Not 73% or 87%, but 100%. The book's ideal readers are: all who are involved with any aspect of business development involving the pursuit of competitive contract awards; contracting business owners and their senior managers looking to take their businesses to the next level (i.e., small to mid-sized, mid-size to large-sized); and anyone else who is curious enough to want to learn about the bigger picture. The takeaway that this book strives to provide is that PTW should be embraced by firms that vie for competitive awards because it can significantly improve opportunity pursuit pWins by focusing on the competition, providing the Home Team with timely information concerning what it needs to do to overcome competitors in terms of their aggregate Evaluation Award Points (for Team, Approaches, Solutions, Past Performance, etc.) and their most likely gamed Bid Prices. It will also help the Home Team focus on preparing and pricing a bid that can beat the fiercest competitor and win!

Anthony C. (Tony) Constable is a Washington, DC-area businessman. Since 1975, Tony has focused on providing competitive analysis, Price To Win (PTW), strategic pricing, and other business development support services to companies that compete worldwide for large-scale government opportunities of all sorts. His company, CAI/SISCo (www.caisisco.com), has assisted some of the world's largest firms pursue and capture over 1,500 major competitive opportunities worth, in aggregate, well over $1 trillion. In addition, CAI/SISCo stages public and private PTW, Strategic Pricing, and other training seminars that teach and coach business developers and capture teams how to develop and price winning bids for competitive contracts.