Price to Win

What is Price to Win?

Price to win is an estimated price position that may be competitive for a particular requirement. It combines market evidence, customer priorities, evaluation method, and assumptions about competing approaches. It differs from the contractor's cost to perform and the final price approved for submission.

How to use it

Build a range and document the evidence behind it. Normalize comparable work for scope, timing, location, and labor definitions. Develop the delivery estimate independently, then test whether the company can support a competitive price. Do not treat an award ceiling as a verified competitor bid.

Example

A prior contract value suggests the scale of an opportunity, but the new requirement adds sites. The team adjusts its analysis for the changed work instead of copying the historical amount into its bid.

Reference

Federal Acquisition Regulation 15.101-1.

Further reading

GovCon market research guide.