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Much as our training helps our customers understand what is involved in establishing an internal Price To Win (PTW) capability, CAI/SISCo also makes our PTW tools and templates available to customers wishing to improve or develop their internal capabilities.
As competition intensifies and price looms larger as the key determinant of competitive awards, information, not just technology, becomes more critical. Over the years, CAI/SISCo has developed both an infostructure and a culture that supports enhanced capture processes such as competitive analysis, PTW and Strategic Pricing. As more and more firms focus on building their internal capabilities in these areas, CAI/SISCo has begun to offer consulting services, training, products and capabilities to help establish modern knowledge worker support systems. The graphic to the right shows how some of the information sets that are central to PTW can be fused by means of tagging to form a well-developed infocenter yielding hundreds of views (e.g., people by project, etc.) and millions of intersections. With the right infostructure foundation (we use IBM's Lotus Notes) these intersections can be easily mined to yield critical competitive and quantitative information and knowledge.
CAI/SISCo can also assist customers by developing custom bid price books based on our Price Book Template. This template is driven by tools that tie together the pricing requirements as expressed in acquisition documents, the pricing strategy based on Price To Win (PTW) results, and the costing and pricing data collected by the solution and pricing teams. Our Price Book Template and the customized price books they can generate are highly interactive, enabling the pricing team and management to consider numerous "what if" scenarios that arise as a bid and gaming strategy is refined.
As another example we offer The Function Point Estimator, our J2EE implementation of the IFPUG Function Point software development estimation methodology. This product generates credible and internationally acceptable estimates of complex software development projects by describing the attributes of the:
  • software development environment including, for example, objective language and productivity potential;
  • customer's and the developer team's personality/ies; and
  • characteristics of the applications (or modules) to be developed and other key aspects of the work to be accomplished such as the potential for code reuse.
The Function Point Estimator outputs include man months of effort and KSLOC of executable code that will need to be developed.
Other PTW assists include bases of estimates (BOE) model frameworks, bill of materials (BOM) pricing, discounting and deflating model frameworks, and various contact and government site detail databases that are generated on demand from our corporate memory bank. Our model frameworks are fully integrated and there is a direct feed from The Function Point Estimator to our bases of estimates (BOE) model framework.
Consulting is available to help customers use, re-purpose and enhance our tools, frameworks and databases and integrate them into the larger opportunity capture process.
To request a proposal or more information about any of our services, books or
products, please e-mail Tony Constable or call him at (301) 807-8171.
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