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How much of a factor is price? What are owners really asking for in the RFP? How do owners review responses to a solicitation? Is best value really best value?

No matter how many proposals we’ve submitted, key questions still linger.

Join Matt Handal to learn what’s really going on behind the curtains of the procurement game. You’ll explore why you need to think about proposal strategy differently, identify six strategy elements to consider with every submission, and learn the best value pricing rule to use whether the procurement is price-sensitive or “wired” for you. You’ll also answer the “million-dollar question” needed to give your firm the advantage.


  • Use four “puzzle pieces” to understand the game being played in any procurement
  • Apply the Best Value Pricing Rules to make sure your price is within reasonable competitive limits in any situation
  • Submit proposals that combat the common RFP requirements/scoring disconnect
Course Type

Online Class

Delivery Type

On Demand, Online, Self-Paced

PDH Credit


Price (Member)


Price (Non-Member)


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