What the bid team was asking to be blessed amounted to the sound of one hand clapping - not a whiff of an independent cost estimate (ICE) was in evidence. What the senior manager wanted was what the bid team thought the competition's likely proposals (solutions, teams, etc.) would look like and how their offerings (and the bid team's) would likely be evaluated/priced, and why. As is better known in the US, a robust PTW process provides:
- all of this information while developing hands against which a bid team can clap its solution and its bid pricing request; and
- information that management can use to assess the win probability (pWin) of a given price point.