Presentation given by Amplio Director, Alex King at the Association for Proposal Management Professionals (APMP) Annual Conference in Heathrow, UK. The presentation discusses how Price to Win should be performed as a predictable, repeatable and transparent methodology. By doing so, Price to Win will become its own source of Competitive Intelligence by validating predictions and assumptions about competitor and customer behaviour.
12. Transport for
London (TfL) is
investing in several
major projects
including HS2,
Crossrail &
Northern Line
Extension
What job are they
trying to get
done?
12
TfL Jobs-to-be-done
example
14. Customer buying trends
Research
shows that
some
organisations
have processes
that make it
very difficult not
to accept the
lowest price
4 Bids & Proposals Customer Survey (2014). Amplio Software
14
23. PTW Myth 3: Your customer
knows the Price to Win
If customers
knew what
prices bidders
would submit
then they
wouldn’t need
the expense of
running a
competition.
They are not
there to do your
job for you! 23