How does your Competitive Assessment/Price to Win (CA/PTW) practice score against industries best practices?
CA/PTW Capability Self-Assessment
SMA Management Consulting
Take this survey to assess your implementation and execution of CA/PTW on proposal efforts. Through the survey, you will identify strengths and weaknesses in your CA/PTW implementation. There are 2 Competitive Assessment (CA) modules and 9 Price-to-Win (PTW) modules.
The assessment questions look for objective evidence that your CA/PTW implementation and execution aligns with industry best practices in each of the 11 modules. Given the assessment covers both CA and PTW, you may need to solicit inputs from others in your firm to complete the assessment.
Please note that if you are a visitor to this site, you can only take the first two assessment modules. You will need to create a free SMA Talent On Demand (TOD)® Client account for access to all of the assessment modules.
1. Opportunity Assessment
How do you assess opportunities?
2. Customer Assessment
How well do you know your customer?
3. Competitor Assessment
How well do you know your competitors?
4. Transitioning from CA to PTW
How do you use your competitive assessment data in your PTW?
5. Customer Funding Analysis
How do you know how much your customer has to spend?
6. Competitor Bid Tendency Analysis
Do you know how your competitors usually bid?
7. Top-Down Bid Envelope & ROM PTW
How do you calculate your ROM PTW?
8. Parametric Cost Analysis
How do you calculate your parametric cost?
9. Bottom-Up: RFP Analysis
Do you know how to analyze the RFP for pricing data?
10. Bottom-Up: Programmatic Labor (Hours and Labor Categories)
How do you calculate your program labor?
11. Bottom-Up: Engineering Labor (Hours and Labor Categories)
How do you calculate your engineering labor?
12. Bottom-Up: Direct Production Costs (Labor and Materials)
How do you calculate your production costs?
13. Bottom-Up: Labor Category Rates
How do you calculate your labor category rates?
14. Bottom-Up: Wrap Rate Estimating
How do you estimate your wrap rates?
15. Determining a Winning Bid
How do you determine your winning bid price?