“Create your own internal models of the data that you use a lot to make those decisions, and have the ability to make the levers change easily. I think as a government contracting pricer, it would be extremely beneficial.”

– Jon Barker

Jon Barker has been involved in managing government contracts from the supplier side his entire career. He started a company called PTW Solutions, where PTW means Price To Win, and they help companies win government contracts. Jon is an avid coach and he’s coached both lacrosse and soccer. When coaching, Jon fosters a team environment, while learning the strengths and weaknesses of each individual to build up skills and confidence.

In this episode, Jon talks about government contracting as he puts emphasis on why the government’s focus is set on cost-plus.

Why you have to check out today’s podcast:

  • Learn how pricing runs in government contracting
  • Discover what a “probability of win” means and why you should focus on deals with higher “probability of win”
  • Find out resources you can visit as you look for data of your competitors’ prices


Ep171: Position, Plan, and Price to Win Government Contract with Jon Barker

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