I am continually amazed at the wide variety of opinions about what Price-To-Win is and who plays what role in Price-To-Win.
I have spoken to some customers that are offended by the term Price-To-Win. They hear it as “trick the customer to win.” Of course that is not what price-to-win is all about. Price-to-Win is about choosing the most affordable alternative that fulfills the customer need and that also will be successful against competition.
Price-to-Win identifies the correct balance of capability that can be delivered to the customer at the value the customer wants. Price-to-Win provides management insight for:
This information is derived by:
Galorath and SEER primarily support the estimation and analysis of alternatives, taking inputs from engineering, marketing and others. The result of this includes cost and cost risk. Once that cost is determined, price analysis will determine the actual price to bid. This price may vary significantly from the cost based on business decisions.
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