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

<p><strong>Jon Barker</strong> has been involved in managing government contracts from the supplier side his entire career. He started a company called <a href="https://price-to-win.com/">PTW Solutions</a>, 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.</p> <p>In this episode, Jon talks about government contracting as he puts emphasis on why the government’s focus is set on cost-plus.</p> <p> </p> <p><strong>Why you have to check out today’s podcast:</strong></p> <ul> <li>Learn how pricing runs in government contracting</li> <li>Discover what a “probability of win” means and why you should focus on deals with higher “probability of win”</li> <li>Find out resources you can visit as you look for data of your competitors’ prices</li> </ul> <p> </p> <p align="center"><strong>“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.”</strong></p> <p align="center"><em>– Jon Barker</em></p> <p> </p> <p><strong>Topics Covered:</strong></p> <p>01:36 – The start of Jon’s pricing journey for government contractors</p> <p>04:39 – Small businesses having more volatility with government contracting if compared to large companies</p> <p>08:10 – What’s a P-win + what Jon loves about the field he’s in</p> <p>09:23 – Best value tradeoffs; putting energy into writing proposals for deals of higher p wins</p> <p>14:23 – Position, Plan, and Price to Win; Government contracting as an interesting field</p> <p>17:37 – Go-to’s of a data guy: GSA price list, GSA Calc, STARS III, SAM, USA Spending</p> <p>22:25 – Jon’s passion for government contracting</p> <p>24:44 – Jon’s piece of pricing advice for today’s listeners</p> <p> </p> <p><strong