If Government contractors want to make their pricing the best it can be, then your focus must be on the value proposition you offer your customer. A strong value statement, supported by data, real savings, and important resource enhancements for the customer will resonate with your audience.
Presenting Your Value
Most Gov Cons arrive at what they believe is the right price. Too often they are aiming for basement pricing and call it good. Hoping that the right price will carry the weight they want, they move on to the next proposal. By presenting your value in a strong message in the written price proposal, you stand a better chance of convincing the reader of your worth.
Why is Value so Important?
Creating a meaningful difference for your customer, monetized, and expressed visually, right up front in your written business proposal will beat your competition every time. Why is it so important? Because your Government customer needs to be convinced that the value you bring is more than just the dollars you bid on and you want to win that award, that reader needs help concluding you want them to – that you are the best answer to their needs. Make it easy for them to draw the right decision by giving them reasons to choose your offer over your competition.
Develop Your Value
Not only do you need to discover what the customer values through repeated conversations with them, but you need to ascertain how important those differences are to them. For example, you would not want to tell them about the savings you offer if what they want is an improvement in the schedule you present. Translate that schedule improvement to dollars and time and you will have a home run. Assess the worth the importance of your strategic price in the price proposal and display it proudly in an eye-catching visual demonstration of the magnitude of what you offer. Make sure you make that visual pop with one sentence or phrase that hits the message you want to leave them with.
For more on this topic see https://growfedbiz.com/4-ways-to-show-value-in-a-winning-federal-proposal/
Social Media Info
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