The seminar is usually presented by CAI/SISCo's President, Tony Constable, arguably the world's most experienced PTW and Strategic Pricing practitioner. He is also the architect of CAI/SISCo's 3-phase, 10-step PTW framework and the author of two valuable “how to” business books, including a recently published fable on the promise of ‘Infocentricity’ (the fuel that drives PTW). The other, which was published in September 2011, is a detailed guide on 'How to Do PTW'. Collectively, these books have sold over 7,500 copies in addition to the copies that are given to attendees of this seminar - please click the "hot spots" on this page for more information on these publications.
Tony will explain in detail how to interpret and use Competitive Intelligence (CI) ‘snowflakes’ to qualify and quantify the solutions and pricing ascribed to competing bid teams, and how to utilize the 3-phase, 10-step PTW framework (a pioneering set of processes, tools and models, refined over 30 years of practical application) to conduct rapid and accurate studies. This process leads to a determination of the Home Team's price needed to win. He covers what is needed to establish an internal PTW capability, and also imparts the strategies that help capture teams build price-driven solutions and avoid the cost plus mentality.
With over 35 years’ experience and having delivered over 2,000 PTW and Strategic Pricing studies for major, complex opportunities with an aggregate value approaching $1T, Tony is equipped with numerous war stories and real life experiences to support the material in this valuable day of learning. Seminar attendees will also receive a copy of our progressive PTW class problem which drives home seminar lessons and explains how PTW results improve win rates. All attendees receive seminar materials in both hard and soft copies. This includes a memory stick containing soft copies of all slides, the progressive class problem's worksheets, gaming models used, and other information.
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