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Predictive Modeling During Negotiations

Predictive Modeling During Negotiations. Breakout Session # 501 Name: Joel P. McMains, CPCM , Fellow Joan F. S. Wysoske, CPCM, Fellow Date: April 6, 2009 Time: 10:30 – 12:00 noon. Topics. Collaborative Negotiations Pricing Profit Predictive Modeling. Collaborative Negotiations.

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Predictive Modeling During Negotiations

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  1. Predictive Modeling During Negotiations Breakout Session # 501 Name: Joel P. McMains, CPCM , Fellow Joan F. S. Wysoske, CPCM, Fellow Date: April 6, 2009 Time: 10:30 – 12:00 noon

  2. Topics Collaborative Negotiations Pricing Profit Predictive Modeling

  3. Collaborative Negotiations • Alpha Negotiations • Government • Industry

  4. Interest Based Bargaining Win-Win v too much information

  5. Pricing Low Price Technically Acceptable Best Value Independent Government Estimates

  6. Fair and Reasonable Pricing Rationale and analysis Adequate price competition Procurement history Commercial selling prices Analysis of other pricing info Comparison with IGCE/Market Research Cost Analysis Types of information obtained

  7. How Industry Views Pricing Market Share Profitability

  8. Profit Guiding Principles: It is in the Government’s interest to offer contractors opportunities for financial rewards sufficient to stimulate efficient contract performance. Both the Government and contractors should be concerned with profit as a motivator of efficient and effective contract performance. Weighted Guidelines

  9. Weighted Guidelines Performance Risk Contract type Facilities capital employed

  10. Predictive Modeling Impact on bottom line

  11. Exercise Starting Points Goals Impact of moves and counters

  12. Data

  13. Goals • Technical Requirements • Nice to haves (Give aways) • Price Range

  14. Impact

  15. Moving Forward Use of Model as a management tool Analyzing Change Orders Impact to total contract Assessing the impact of Operational changes

  16. Questions Joel P. McMains, jpmcmains@aol.com Joan F.S. Wysoske, wysoske@aol.com

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