CA/PTW Capability Self-Assessment – TOD Learning Center

How does your Competitive Assessment/Price to Win (CA/PTW) practice score against industries best practices?

1. Opportunity Assessment

1.01 Do you have a documented process for assessing opportunities?

No, we rely primarily on tribal knowledge

We rely on informal documentation based off of previous analysis

Documentation consists of a collection of "done right" opportunity assessments but process is not formally documented

Yes, company has a documented process but it may need a refresh

Yes, company has a well documented process that practitioners review and update periodically

1.02 Do you have a streamlined process of identifying existing opportunities?

No, opportunity identification is informal and ad hoc

Process is in place but not efficient

Yes, streamlined process for identifying existing opportunities is in place

1.03 Is there an online resource you use to identify opportunities?

No, we don't use any online resources to identify opportunities

Yes, we use a specific website with a database of open opportunities

1.04 Can you track opportunity history including previous customers, incumbents, and requirements?

No, we do not track parameters from prior opportunities

We track some limited parameters from prior opportunities

Yes, we track detailed parameters from prior opportunities

1.05 Is the strategy proactive or retroactive in identifying opportunities?

Retroactive

Proactive

1.06 Do you actively participate in RFIs and industry days for opportunities?

Never

Rarely

For select opportunities

For about half of the opportunities

For almost all opportunities

1.07 Do you have connections to relevant program offices?

We have some connections to the relevant program offices but we could use improvements

Yes, we have a rich network we can leverage into the relevant program offices

1.08 Is your opportunity identification policy complex enough to identify specific requirements?

Our opportunity identification policy at times identifies specific requirements

Yes, our opportunity identification policy identifies specific requirements

1.09 Do you have an active team of employees identifying potential opportunities?

Yes, but team members wear multiple hats

Yes, we have a dedicated team identifying potential future opportunities

1.10 Can you identify overall program values for opportunities?

Not effectively

Yes, but could use improvement in this area

Yes

1.11 Do you have specific government shaping strategies?

Shaping strategy limited to industry days and RFI responses

In addition to industry day participation and RFI responses, we leverage our network to maintain some communication with stakeholders

Yes, we are in constant communication with stakeholders in addition to participation in industry days and RFI responses

1.12 Does your strategy involve constant monitoring of opportunities and communication with stakeholders?

No monitoring or communication with stakeholders exists beyond industry days participation and RFI responses

Some monitoring and communication with stakeholders exists

We constantly monitor and communicate with stakeholders

1.13 Do you follow government policy (e.g. NSS, NDS) to stay ahead of strategic alignments?

We informally follow government policy

Yes, we continually track government policy

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CA/PTW Capability Self-Assessment

SMA Management Consulting

Take this assessment to check your implementation and execution of CA/PTW on proposal efforts. It will help you identify strengths and weaknesses in your CA/PTW implementation. There are 2 Competitive Assessment (CA) modules and 9 Price-to-Win (PTW) modules.

The 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.

Modules for this course

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?