Price to Win Case Study - Client Awarded $12 Billion Contract
The Issue
The client was the incumbent facing a significant competitive threat for a $12 billion contract. They lacked confidence that internal resources could adequately deliver intelligence on their new competition. Additionally, our customer was asked to rewrite their proposal as parameters had changed significantly. Though they were the incumbent, our customer was in danger of being thrown out of the competition.
Solution
Lone Star® was contracted to perform a comprehensive Price-to-Win (PTW) Analysis. Lone Star delivered the PTW using multiple methods, including a competitive analysis to showcase their competition and provide numerous what-if scenarios, performed a partial Red Team analysis, and provided updates beginning to end with full spectrum support. Additionally, TruPredict® was deployed, running more than 50 scenarios that became a large part of the solution.
Results
The customer utilized the intelligence and strategic guidance from Lone Star’s Price to Win to rewrite their proposal, ultimately leading to a contract win of $12 Billion. Our competitive analytics and pricing solution support helped the customer regain the high ground that usually accompanies incumbency and shape their winning approach, as demonstrated by the massive contract award.