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Thank You for Joining Us, The Webinar Will Begin Shortly 8 a Transition – Pricing Strategies Barbara English, President, English Solutions While you are waiting please check out the Upcoming Webinars on www. giveme 5. com.
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Give Me 5 8 a Transition – Pricing Strategies Course Instructor: Barbara English President, English Solutions
Women Impacting Public Policy (WIPP) • The Voice for Women in Business in our Nation’s Capital. • National nonpartisan public policy organization that advocates for and on behalf of women and minorities in business, strengthening their voice in the legislative process, creating economic opportunities and building bridges and alliances to other small business organizations. • Representing over half a million Women Business Owners including over forty-eight business organizations. • Thirty local Instant Impact teams across the country engaging with legislative officials and the business community to advocate for Women Business Owners.
Give Me 5 • National program from WIPP & American Express OPEN designed to educate women business owners on how to apply for and secure federal procurement opportunities. • Give Me 5 works to increase the representation of Women Business Owners that win government contracts by providing resources and information to make it easier for them to register their businesses with the Central Contractor Registry (CCR). This is a requirement to gain eligibility to apply for federal contracts. • Women Business Owners could gain more than $5 billion in annual revenues if the 5% contracting goal set by Congress was reached.
Give Me 5 8 a Transition – Pricing Strategies Course Instructor: Barbara English President, English Solutions
Course Instructor Barbara English, President, English Solutions 31 W. Adams Street Suite 102 Jacksonville, FL 32202 904. 755. 2554 barbara@benglishsolutions. com www. benglishsolutions. com
Why Pricing Strategies Must Be Different v. RFP Evaluation Criteria v Lowest Price Technically Acceptable v Best Value v. How Much Do You Want to Win
MUST DO • FINE TUNE YOUR INDIRECT RATES • TEST IF THEY ARE COMPETITIVE • RECONSIDER AN ACCEPTABLE PROFIT MARGIN
PRICING HOMEWORK • Know your break-even point! • Know previous pricing • Your own historical financials and other data
PRICING ELEMENTS Elements of Cost • Labor plus • Direct Labor Overhead (40%) plus • Materials plus • Material Handling Overhead (5%)plus • G & A (10%) plus • Profit (10%) = • Total Price
SCHEDULE 5 Advanced Tank Technologies Washington DC Proposal Submitted in Response to RFP DAAH 01 -02 -R-0001 Budget for Fiscal Year 2010 G&A Actual G&A Expenses for Fiscal Years 2007 through 2009 Explanatory Notes 1. Provide account numbers in this column. 2. The projected G&A expenses are based on the company's operating budget for 2010. The operating budget supporting data is located in file "DAAH 01 -02 -R-0001, G&A Operating Budget" and is available immediately upon request. 3. Provide the prior three years’ actual G&A expenses and the allocation base in the same format as the 2010 budget. For the year 2009, actuals are provided to date. 4. Includes $665 B&P Travel ($5, 000 + $2, 835 + $665 = $8, 500). 5. Total Pool, excluding $2, 835 allocated to B&P Labor ($5, 000 x. 567) [$1, 374, 500 - $2, 835]. 6. The same rate is estimated for fiscal years 2011 and 2012. We anticipate minimal inflation and a stable business base. The data and analysis supporting this assertion is included in file "DAAH 01 -02 -R-0001, G&A" and is available immediately upon request.
QUESTIONS ? ? ? Barbara English, President, English Solutions, Inc. 31 W. Adams Street Suite 102 Jacksonville, FL 32202 904. 755. 2554 barbara@benglishsolutions. com www. benglishsolutions. com
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