Pricing plays a key role in government RFP responses. You need to balance your internal costs, your risks, your profit margin and the government agency’s budget to figure out the right price to include in your winning response.
Research current market trends, the winning awards during the agency’s previous procurement cycle, typical competitor pricing ranges and the influence of discounts on the bids. Government proposal pricing may be tricky, but extensive research will give you a solid foundation in finding the reasonable winning price.
The proposal gives you the opportunity to prove that your company offers the best solution for the government agency’s RFP. You relay your benefits, explain how you solve their problem, offer a competitive price and align your response with their needs. Once the Proposal Manager finishes the reviewing process, the response heads off to the Capture Executive for the submission stage.
