Price-to-Win (PTW)
Effective Price-to-Win is where mission need, budget constraints, competitive behavior, and evaluation criteria converge. It’s not just about the lowest price — it’s about the most compelling price within the rules of the game and the shape of the field.
At BlackFlag Advisors, Price-to-Win is more than a number — it’s a strategic tool that shapes how you price, propose, and posture your solution. We deliver analytically grounded PTW recommendations that align with the procurement’s scoring mechanics, reflect market dynamics, and are calibrated to the risk appetite of your competitors.
Our approach is disciplined, structured, and multi-dimensional — combining Top Down Analysis (budget visibility, funding paths, and prior awards), Comparable Transactions (market benchmarks, IDIQ pricing, and historical trends), and Bottoms Up Analysis (detailed competitor BOEs based on engineering tradecraft and delivery assumptions). It’s this third pillar — the engineering-grade bottoms-up — that sets BlackFlag Advisors apart. We don’t guess what your competitors will bid; we model it.
Whether the opportunity is driven by innovation and architecture or dictated by hours and labor rates, our PTW process adapts to the procurement type and the reality of the competition. From shaping early-stage bid strategy to final price reviews before submission, our PTW support helps you bid with confidence — and win with precision.
Explore how our PTW methodology supports both solution-based and service-based procurements below — or contact us to scope a PTW engagement tailored to your pursuit.
Price-to-Win
Approach
Effective PTW is not guesswork — it’s disciplined, data-driven analysis tailored to each procurement’s unique dynamics. At BlackFlag Advisors, we approach PTW as both an art and a science: combining structured financial modeling, engineering rigor, and strategic intelligence to determine how competitors will position, price, and propose.
Our methodology is built on three complementary pillars — Top Down Analysis, Comparable Transactions, and Bottoms Up Analysis — that together provide a 360° view of the price envelope, market context, and competitive behaviors shaping each opportunity. Whether you're competing against an incumbent, navigating a shifting evaluation strategy, or entering a new agency domain, our PTW approach delivers actionable insight that aligns with how Government evaluators score and how competitors bid.
-
Top Down Analysis starts with the customer’s perspective — not the contractor’s. This approach dissects the Government’s likely independent government cost estimate (IGCE), budget constraints, and evaluation priorities to determine what they’re willing and able to pay. We incorporate intelligence on customer buying behaviors, historical program values, publicly stated budgets, and the structure of prior awards to reverse-engineer an awardable price envelope.
Once this customer-side analysis is complete, we shift focus — interpreting the data through a competitive lens to estimate how aggressive bidders will position themselves against that price envelope. This method is especially valuable when budget or price realism is the dominant evaluation driver. When combined with Comparable Transactions and Bottoms Up Analysis, Top Down provides both the Government’s affordability threshold and a calibrated competitive target to anchor PTW strategy.
-
We identify programs with similar scope, mission objectives, contract types, and evaluation environments, then extract key benchmarks such as price-per-FTE, average wrap rates, and cost-to-capability ratios. These comparables are then normalized for inflation, geographic differences, and shifts in market conditions. The result is a library of pricing and solution precedent that informs the price elasticity the Government has shown in prior procurements. This approach is particularly effective for shaping benchmarks for newer programs or recompetes with public price transparency.
-
The cornerstone of competitive precision, Bottoms Up Analysis starts from scratch — constructing an independent, engineering-based basis of estimate (BOE) for how each key competitor is likely to approach the work. Our team of functional and technical SMEs reverse-engineers expected level-of-effort, staffing mix, sourcing strategies, toolchains, and risk posture to create cost models unique to each competitor.
We apply company-specific wrap rate assumptions, fee strategies, and execution profiles to simulate how each firm would price the opportunity — given their technical footprint, incumbent position, and corporate priorities. This approach incorporates advanced statistical analysis to ensure pricing realism and competitive fidelity.
Bottoms Up Analysis is essential for high-stakes pursuits where the margin for error is slim, the risk exposure is high, and the difference between winning and losing may come down to a few points. It provides a rigorous foundation for scenario modeling, price target setting, and bid strategy calibration.
Solution Opportunities
Price-to-Win for
When the Government leaves the "how" up to you, the real competition begins.
Solution opportunities require offerors to define their technical approaches, staffing models, and delivery strategies — often through detailed BOEs and technical volumes. These are high-effort pursuits, and where Price-to-Win becomes not just relevant, but essential.
At BlackFlag Advisors, we leverage our engineering and architecture SMEs to reverse-engineer likely competitor solutions, build competitor-unique BOEs, and forecast pricing posture and risk appetite. Whether the opportunity calls for a full WBS down to Level 4+ or a high-level architecture, our solution-based PTW modeling brings clarity to complex pursuits. This is where we offer the most value — translating strategy, technology, and cost into a competitive price point that holds up under technical and cost evaluation.
Price-to-Win for
Service Opportunities
Defined labor. Narrow margins. Precision matters.
In service opportunities, the Government dictates the level-of-effort — often specifying labor categories and hours — which means the competition hinges on labor rates, wrap structures, and tactical pricing levers. These are typically CPFF, T&M, or LOE contracts where rate positioning is everything.
Our PTW support in these cases is focused on dissecting the pricing levers available within the structure defined by the solicitation — identifying how competitors will manipulate elements like labor category mix, wrap rate deployment, and fee strategies to gain advantage. We explore how the field is shaped and how each bidder is likely to exploit its contours. Even when technical scope is uniform, pricing outcomes are not — and our insights give clients the edge they need in tightly contested service procurements.