Assess whether to price to win or walk from a buy-in after a government

SITUATION Capture manager owns this Performance and Teaming review in an incumbent defending a recompete with thin past performance. A government estimate that is 30% below your floor is the triggering event; SBIR Phase II commercialization appendix is the evidence for whether to price to win or walk from a buy-in.

DECISION Capture manager in an incumbent defending a recompete with thin past performance must choose To price to win / Walk from a buy-in using SBIR Phase II commercialization appendix after a government estimate that is 30% below your floor.

HYPOTHESES TO TEST 1. A government estimate that is 30% below your floor is noise around an already-controlled Performance and Teaming process in an incumbent defending a recompete with thin past performance, given SBIR Phase II commercialization appendix. 2. A government estimate that is 30% below your floor is the event in SBIR Phase II commercialization appendix that forces To price to win for capture manager under Government RFP. 3. SBIR Phase II commercialization appendix shows a one-file miss after a government estimate that is 30% below your floor, not a Performance and Teaming program failure. 4. SBIR Phase II commercialization appendix cannot decide to price to win or walk yet after a government estimate that is 30% below your floor; hold is the only Government RFP close an incumbent defending a recompete with thin past performance can defend.

ANALYSIS REQUIRED 1. Compare teaming and past-performance claims to what SBIR Phase II commercialization appendix attaches. 2. Normalize pricing and exceptions against the solicitation that governs to price to win or walk. 3. Score competitive posture if capture manager pursues, partners, or no-bids. 4. For this Government RFP Performance and Teaming file, read SBIR Phase II commercialization appendix against a government estimate that is 30% below your floor and write the one fact that would move to price to win or walk for capture manager.

RECOMMENDATION Choose To price to win / Walk from a buy-in on this Government RFP / Performance and Teaming packet (SBIR Phase II commercialization appendix after a government estimate that is 30% below your floor). The follow-on Performance and Teaming action is what capture manager does next: implement the option, assign an owner, and log the missing fact.

COMMAND RETURNS - Bottom-line Government RFP option on to price to win or walk, then the evidence in SBIR Phase II commercialization appendix, then the action for capture manager - Hypothesis scorecard against SBIR Phase II commercialization appendix: supported / rejected / untestable - What changes to price to win or walk if a government estimate that is 30% below your floor is later withdrawn - Named option among To price to win, Walk from a buy-in and the fact that kills the others