Keeping track of competitor product price points,
while constantly managing your own, is crucial for continued well-being
in the fiercely competitive government marketplace. The government customers'
bandwidth for discrimination between bids for commodity items is limited
- price of life cycle ownership;
- past performance, to some extent; and
- "best value," which relates to value-added activities and service.
The Freedom of Information Act (FOIA) serves to provide information
on successful bidder product prices. Prices produced by government-wide
acquisition contract (GWAC) IDIQ and other FOIAs are gamed and devoid
of uplift detail. Accordingly, they are little short of useless for
divining a company's or division's likely product pricing for future
opportunities. In short, they may as well be encrypted with the incumbent's
view of reality demand being the key.