325 lines
14 KiB
YAML
325 lines
14 KiB
YAML
# <!-- Powered by BMAD™ Core -->
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template:
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id: pricing-strategy-template
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name: Pricing Strategy Template
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version: 1.0
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output:
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format: markdown
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filename: docs/pricing-strategy.md
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title: "{{rfq_number}} Pricing Strategy"
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workflow:
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mode: interactive
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elicitation: advanced-elicitation
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sections:
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- id: overview
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title: Overview
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content: |
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This template provides a structured format for developing a comprehensive pricing strategy for government RFQ responses. It helps teams create competitive yet realistic pricing approaches that balance win probability with profitability.
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- id: usage-instructions
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title: Usage Instructions
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content: |
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1. Complete this template during the early proposal planning phase
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2. Involve both business development and pricing teams
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3. Align pricing strategy with technical approach and win themes
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4. Update as new information becomes available
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- id: template-structure
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title: Template Structure
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sections:
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- id: strategy-header
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title: Strategy Header
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type: code
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language: markdown
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content: |
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# [RFQ Number] Pricing Strategy
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# [Agency Name]
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# [RFQ Title]
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# [Date]
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- id: executive-summary
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title: Executive Summary
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elicit: true
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sections:
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- id: strategy-overview
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title: Strategy Overview
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template: |
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**Pricing Approach**: {{pricing_approach}}
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**Target Price Range**: ${{lower_bound}} - ${{upper_bound}}
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**Summary Strategy**:
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{{summary_strategy}}
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**Key Strategy Elements**:
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- {{element_1}}
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- {{element_2}}
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- {{element_3}}
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instruction: Provide an overview of your pricing strategy, including approach, target price range, summary, and key elements
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- id: market-analysis
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title: Market Analysis
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elicit: true
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sections:
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- id: customer-budget-analysis
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title: Customer Budget Analysis
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type: table
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columns: [Budget Factor, Assessment, Source, Impact on Strategy]
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instruction: Analyze the customer budget factors and their impact on your pricing strategy
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examples:
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- "| Published budget | $[Amount] | [Source] | [Impact] |"
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- "| Historical contract value | $[Amount] | [Source] | [Impact] |"
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- "| Market intelligence | $[Amount] | [Source] | [Impact] |"
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- "| Customer constraints | [Constraints] | [Source] | [Impact] |"
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- "| Budget cycle factors | [Factors] | [Source] | [Impact] |"
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- id: competitive-analysis
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title: Competitive Analysis
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type: table
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columns: [Competitor, Pricing Approach, Strengths, Vulnerabilities, Our Strategy]
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instruction: Analyze competitors and develop strategic responses to their pricing approaches
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examples:
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- "| [Competitor 1] | [Approach] | [Strengths] | [Vulnerabilities] | [Strategy] |"
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- "| [Competitor 2] | [Approach] | [Strengths] | [Vulnerabilities] | [Strategy] |"
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- "| [Competitor 3] | [Approach] | [Strengths] | [Vulnerabilities] | [Strategy] |"
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- "| [Competitor 4] | [Approach] | [Strengths] | [Vulnerabilities] | [Strategy] |"
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- "| [Competitor 5] | [Approach] | [Strengths] | [Vulnerabilities] | [Strategy] |"
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- id: price-sensitivity-analysis
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title: Price Sensitivity Analysis
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type: table
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columns: [Factor, Assessment, Evidence, Strategy Implication]
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instruction: Analyze factors affecting price sensitivity and their implications for your strategy
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examples:
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- "| Budget constraints | [High/Medium/Low] | [Evidence] | [Implication] |"
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- "| Technical emphasis | [High/Medium/Low] | [Evidence] | [Implication] |"
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- "| Incumbent pricing | [High/Medium/Low] | [Evidence] | [Implication] |"
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- "| Value sensitivity | [High/Medium/Low] | [Evidence] | [Implication] |"
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- "| LPTA vs. best value | [High/Medium/Low] | [Evidence] | [Implication] |"
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- id: pricing-approach
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title: Pricing Approach
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elicit: true
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sections:
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- id: contract-type-strategy
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title: Contract Type Strategy
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template: |
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**Contract Type**: {{contract_type}}
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**Rationale**:
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{{contract_rationale}}
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**Risk Considerations**:
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- {{risk_1}}
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- {{risk_2}}
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- {{risk_3}}
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instruction: Specify the contract type, provide rationale, and list risk considerations
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- id: labor-rate-strategy
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title: Labor Rate Strategy
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type: table
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columns: [Labor Category, Market Position, Rationale, Risk Assessment]
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instruction: Detail your labor rate strategy for key categories
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examples:
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- "| [Category 1] | [Above/At/Below market] | [Rationale] | [Risk] |"
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- "| [Category 2] | [Above/At/Below market] | [Rationale] | [Risk] |"
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- "| [Category 3] | [Above/At/Below market] | [Rationale] | [Risk] |"
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- "| [Category 4] | [Above/At/Below market] | [Rationale] | [Risk] |"
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- "| [Category 5] | [Above/At/Below market] | [Rationale] | [Risk] |"
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- id: indirect-rate-strategy
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title: Indirect Rate Strategy
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type: table
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columns: [Rate Category, Rate, Market Position, Rationale, Risk Assessment]
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instruction: Detail your indirect rate strategy
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examples:
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- "| Fringe | [Rate]% | [Above/At/Below market] | [Rationale] | [Risk] |"
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- "| Overhead | [Rate]% | [Above/At/Below market] | [Rationale] | [Risk] |"
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- "| G&A | [Rate]% | [Above/At/Below market] | [Rationale] | [Risk] |"
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- "| Fee/Profit | [Rate]% | [Above/At/Below market] | [Rationale] | [Risk] |"
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- id: subcontractor-pricing-strategy
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title: Subcontractor Pricing Strategy
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type: table
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columns: [Subcontractor, Pricing Approach, Negotiation Strategy, Risk Management]
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instruction: Detail your strategy for each subcontractor
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examples:
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- "| [Subcontractor 1] | [Approach] | [Strategy] | [Risk Management] |"
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- "| [Subcontractor 2] | [Approach] | [Strategy] | [Risk Management] |"
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- "| [Subcontractor 3] | [Approach] | [Strategy] | [Risk Management] |"
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- id: cost-reduction-strategies
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title: Cost Reduction Strategies
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elicit: true
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sections:
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- id: efficiency-measures
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title: Efficiency Measures
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type: table
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columns: [Efficiency Measure, Cost Impact, Implementation Approach, Technical Risk]
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instruction: Identify efficiency measures to reduce costs
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examples:
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- "| [Measure 1] | $[Amount] | [Approach] | [Risk] |"
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- "| [Measure 2] | $[Amount] | [Approach] | [Risk] |"
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- "| [Measure 3] | $[Amount] | [Approach] | [Risk] |"
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- "| [Measure 4] | $[Amount] | [Approach] | [Risk] |"
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- "| [Measure 5] | $[Amount] | [Approach] | [Risk] |"
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- id: alternative-approaches
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title: Alternative Approaches
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type: table
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columns: [Alternative, Cost Impact, Technical Impact, Risk Assessment, Recommendation]
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instruction: Identify alternative approaches that could reduce costs
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examples:
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- "| [Alternative 1] | $[Amount] | [Impact] | [Risk] | [Recommendation] |"
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- "| [Alternative 2] | $[Amount] | [Impact] | [Risk] | [Recommendation] |"
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- "| [Alternative 3] | $[Amount] | [Impact] | [Risk] | [Recommendation] |"
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- id: pricing-scenarios
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title: Pricing Scenarios
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elicit: true
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sections:
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- id: base-case-scenario
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title: Base Case Scenario
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type: table
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columns: [Element, Approach, Price Impact, Win Probability, Profit Impact]
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instruction: Detail your base case pricing scenario
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examples:
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- "| Labor rates | [Approach] | $[Amount] | [Impact] | [Impact] |"
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- "| Staffing levels | [Approach] | $[Amount] | [Impact] | [Impact] |"
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- "| Indirect rates | [Approach] | $[Amount] | [Impact] | [Impact] |"
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- "| Subcontractors | [Approach] | $[Amount] | [Impact] | [Impact] |"
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- "| ODCs | [Approach] | $[Amount] | [Impact] | [Impact] |"
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- "| Fee/Profit | [Approach] | $[Amount] | [Impact] | [Impact] |"
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- "| **Total** | | $[Amount] | [Probability]% | [Margin]% |"
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- id: aggressive-scenario
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title: Aggressive Scenario
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type: table
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columns: [Element, Approach, Price Impact, Win Probability, Profit Impact]
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instruction: Detail your aggressive pricing scenario
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examples:
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- "| Labor rates | [Approach] | $[Amount] | [Impact] | [Impact] |"
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- "| Staffing levels | [Approach] | $[Amount] | [Impact] | [Impact] |"
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- "| Indirect rates | [Approach] | $[Amount] | [Impact] | [Impact] |"
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- "| Subcontractors | [Approach] | $[Amount] | [Impact] | [Impact] |"
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- "| ODCs | [Approach] | $[Amount] | [Impact] | [Impact] |"
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- "| Fee/Profit | [Approach] | $[Amount] | [Impact] | [Impact] |"
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- "| **Total** | | $[Amount] | [Probability]% | [Margin]% |"
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- id: conservative-scenario
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title: Conservative Scenario
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type: table
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columns: [Element, Approach, Price Impact, Win Probability, Profit Impact]
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instruction: Detail your conservative pricing scenario
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examples:
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- "| Labor rates | [Approach] | $[Amount] | [Impact] | [Impact] |"
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- "| Staffing levels | [Approach] | $[Amount] | [Impact] | [Impact] |"
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- "| Indirect rates | [Approach] | $[Amount] | [Impact] | [Impact] |"
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- "| Subcontractors | [Approach] | $[Amount] | [Impact] | [Impact] |"
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- "| ODCs | [Approach] | $[Amount] | [Impact] | [Impact] |"
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- "| Fee/Profit | [Approach] | $[Amount] | [Impact] | [Impact] |"
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- "| **Total** | | $[Amount] | [Probability]% | [Margin]% |"
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- id: risk-management
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title: Risk Management
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elicit: true
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sections:
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- id: pricing-risks
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title: Pricing Risks
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type: table
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columns: [Risk, Probability, Impact, Mitigation Strategy]
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instruction: Identify and analyze pricing risks
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examples:
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- "| [Risk 1] | [High/Medium/Low] | [High/Medium/Low] | [Strategy] |"
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- "| [Risk 2] | [High/Medium/Low] | [High/Medium/Low] | [Strategy] |"
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- "| [Risk 3] | [High/Medium/Low] | [High/Medium/Low] | [Strategy] |"
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- "| [Risk 4] | [High/Medium/Low] | [High/Medium/Low] | [Strategy] |"
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- "| [Risk 5] | [High/Medium/Low] | [High/Medium/Low] | [Strategy] |"
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- id: cost-realism-strategy
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title: Cost Realism Strategy
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type: table
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columns: [Element, Realism Approach, Evidence, Narrative Strategy]
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instruction: Detail your approach to ensuring cost realism
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examples:
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- "| Labor rates | [Approach] | [Evidence] | [Strategy] |"
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- "| Labor hours | [Approach] | [Evidence] | [Strategy] |"
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- "| Indirect rates | [Approach] | [Evidence] | [Strategy] |"
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- "| Subcontractors | [Approach] | [Evidence] | [Strategy] |"
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- "| ODCs | [Approach] | [Evidence] | [Strategy] |"
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- id: value-proposition
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title: Value Proposition
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elicit: true
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sections:
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- id: price-to-win-strategy
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title: Price-to-Win Strategy
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template: |
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**Target Price Point**: ${{target_price_point}}
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**Rationale**:
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{{price_rationale}}
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**Competitive Positioning**:
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{{competitive_positioning}}
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instruction: Specify the target price point, provide rationale, and explain competitive positioning
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- id: value-messaging
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title: Value Messaging
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type: table
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columns: [Value Element, Cost Impact, Customer Benefit, Messaging Approach]
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instruction: Identify and describe value elements that justify your pricing
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examples:
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- "| [Element 1] | $[Amount] | [Benefit] | [Approach] |"
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- "| [Element 2] | $[Amount] | [Benefit] | [Approach] |"
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- "| [Element 3] | $[Amount] | [Benefit] | [Approach] |"
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- "| [Element 4] | $[Amount] | [Benefit] | [Approach] |"
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- "| [Element 5] | $[Amount] | [Benefit] | [Approach] |"
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- id: implementation-plan
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title: Implementation Plan
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elicit: true
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sections:
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- id: pricing-development-timeline
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title: Pricing Development Timeline
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type: table
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columns: [Milestone, Date, Owner, Deliverables]
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instruction: Detail the timeline for developing and finalizing your pricing
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examples:
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- "| Initial strategy | [Date] | [Owner] | [Deliverables] |"
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- "| Technical alignment | [Date] | [Owner] | [Deliverables] |"
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- "| Subcontractor pricing | [Date] | [Owner] | [Deliverables] |"
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- "| Draft pricing | [Date] | [Owner] | [Deliverables] |"
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- "| Review and adjustment | [Date] | [Owner] | [Deliverables] |"
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- "| Final pricing | [Date] | [Owner] | [Deliverables] |"
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- id: pricing-team
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title: Pricing Team
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type: table
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columns: [Role, Name, Responsibilities]
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instruction: Identify team members and their responsibilities
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examples:
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- "| [Role] | [Name] | [Responsibilities] |"
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- "| [Role] | [Name] | [Responsibilities] |"
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- "| [Role] | [Name] | [Responsibilities] |"
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- "| [Role] | [Name] | [Responsibilities] |"
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- "| [Role] | [Name] | [Responsibilities] |"
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- id: pricing-strategy-best-practices
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title: Pricing Strategy Best Practices
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content: |
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- **Customer Focus**: Understand customer budget constraints and priorities
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- **Competitive Awareness**: Position pricing strategically against competitors
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- **Technical Alignment**: Ensure pricing strategy aligns with technical approach
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- **Risk Balance**: Balance competitive pricing with appropriate risk management
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- **Value Emphasis**: Emphasize value over lowest price when appropriate
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- **Cost Realism**: Ensure pricing is realistic and defensible
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- **Scenario Planning**: Develop multiple pricing scenarios for flexibility
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- **Win Theme Integration**: Align pricing strategy with overall win themes
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- **Data-Driven**: Base pricing decisions on market data and intelligence
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- **Strategic Flexibility**: Build in flexibility to adjust as new information emerges
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