In Government contracting, the foremost pricing strategy is to remain concentrated on your long game.  What does that mean?  If your company leaders have committed to being in the Federal Government contracting marketplace, then you must adopt an infinite focus. There are no wins or losses in that mindset but rather a constant emphasis on planned procurements. Not pop-up procurements that are not part of your planning process and your stable of strategic opportunities that you KNOW you will pursue.  They must be part of your list of priorities. And too, you must make pricing strategy key in that process.

Timely Strategic Pricing®
Early pricing strategy must be a main ingredient in the bid process. Furthermore, the prospects you choose to compose that list, must not be a few with low chances of winning.  There must be a calculated high probability of winning or why chase them?

Budgets vs Priorities
People often confuse budget setting with priority setting. However, the concepts should remain separate. When you tie your priorities to your budget, people end up worried about numbers and not thinking about the impact of their actions on the organization. Keep in mind, setting priorities is not about budgeting; setting priorities is strategically planning your actions. Sometimes you win, and sometimes you lose.  Make your priority list of pursuits those that you feel truly confident (rather than saying you are confident) that you can win.  The best solution is fewer, but select bids.

Business Development Language
Keep your language simple so everyone can understand it. For example, pursuing these twenty new opportunities that we have a very high probability of winning is more easily understood than sustaining customer growth and ensuring a ten percent growth. When your language is simple, your list of opportunities can be focused on the pricing strategy long game, and your budgets do not get in the way of your priorities, no one will doubt what you mean.

Marsha Lindquist