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Winning in the Cost Volume Course Overview
Gain a strategic advantage by enhancing the skills of your proposal professionals who manage and prepare cost volumes by providing techniques and tools that support your claim to offer best value. Learn how to enhance your win probability, improve profit margins, reduce financial risk, and minimize cost decrements during contract negotiations with properly developed cost volumes. • Accurate, acceptable, and clearly described pricing methodology and pricing techniques • Consistency between the cost and non-cost volumes • Supportable Basis of Estimates (BOEs) • Narrative that includes strategic messaging that goes beyond simply explaining the numbers • Including overall and cost volume executive summaries To best meet the specific needs of each client, this modular workshop may be tailored to a specific audience. For example, managers may want to focus on developing the cost volume and cost volume summary, while contributors may need to focus primarily on how to prepare BOEs, select estimating techniques, and justify the resulting estimates.
Workshop Description This interactive workshop delivered in-person or online builds practical skills through lecture, discussion, and issues-focused exercises. The training addresses critical issues needed to gain a
strategic advantage by enhancing the skills of the people who manage and prepare cost volumes: • Understand typical cost volume content and organization • Understand how cost volumes are evaluated and what increases cost in evaluation
Who Should Attend • Account Managers • Sales Professionals • Proposal Writers • Capture Managers • Anyone who contributes to Cost Volumes
Workshop Length • 2 or 3 Days • 2 Shipley Certification Units Workshop Material • Workshop Slides and reference materials • Shipley Proposal Guide™
Shipley Proposal Guide ™
The Shipley Proposal Guide™ contains over 50 topics and model documents. Each topic section provides a summary of key points.
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Shipley Training Catalog 29
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