Our recent survey of Government contractors revealed a large increase in the use of Price to Win (PTW). Ten years ago, bidders did not use PTW techniques on even five percent of proposals. We estimate that bidders now use at least a primitive form of PTW on over 60 percent of proposals.
Our survey showed a large majority of bidders now realize PTW is necessary to win. The most successful company discovered in our survey was a large small business in Huntsville, Alabama. This company grew over 100% in the past year. An important key to their success was a capable PTW analyst who could help them repeatably win LPTA engagements.
Especially in the era of LPTA, a bidder who proceeds without PTW is courting failure.
Like to know more information about the “survey” motioned in your comment about PTW. It is my experience as a consultant for several companies competing the DoD services market that many companies of all sizes as struggling with understanding what PTW means to them and how it relates to the LPTA acquisition strategy being used by the federal government. Would like to hear a lot more on the topic of PTW beyond the little teaser you posted by Russell Smith.