Upload
rita-king
View
1.064
Download
1
Embed Size (px)
DESCRIPTION
Lone Star has gained a reputation for delivering insightful analysis, advice and support leading to improved operational performance, monetary savings and risk reduction Lone Star provides Price-to-Win solutions that are integral to your strategic capture and business development process by delivering high confidence answers at critical gate reviews. Company website: www.lone-star.com
Citation preview
Price To Win Offerings
The Right Answer When You Need Peace of Mind
About Lone Star
Lone Star was Founded in 2004 in Dallas, Texas
Clients Include Dept. of Defense, NASA, AT&T and Hewlett
Packard & Many Others
We Took Decision Analysis, Modeling and Simulation Tools to
the 4th Generation
For the Past 7 Years Our Annual Growth Rate Has Exceeded 50%
Copyright Lone Star Aerospace, Inc. 2012
Price To Win Overview
Lone Star has gained a reputation for delivering insightful analysis, advice and support leading to improved operational performance, monetary savings and risk reduction
Lone Star provides Price To Win solutions that are integral to your strategic capture and business development process by delivering high confidence answers at critical gate reviews
Value of the Lone Star Approach:- More Robust Understanding of the Competitive Environment- Improved Understanding of Customer Requirements and Risk Profile- Enhanced Win Strategy- Documented and Defensible Pricing Estimates- Improved Probability of Win (Pwin)
Copyright Lone Star Aerospace, Inc. 2012
Solution Area Example OfferingsStrategy, Planning &
Policy:Accurate insight into the impact of a new strategic or tactical mandate or how a policy may impact your organization or program
Finance and Risk Operations &
Processes:
True quantification of the financial impact and degree of risk associated with actions or events for organizations and programs
Acquisition & Procurement:
Complete awareness of the impact of contracting approach and performance tradeoffs including elements such as “should cost”, “could cost”, system performance, and other parameters
Technology & Product Lifecycle Support:
Objective presentation of expected business and technical results and risks driven by advanced requirements based market simulations, six degree of freedom (6DOF) models, and other techniques
Marketing & Business Development:
Critical awareness of essential market, segment and customer knowledge through competitive influenced uptake simulations, probability-of-win analysis and other competitive insight
Mergers & Acquisitions:
Objective competitive valuations based on individual bidding participants including “price of indifference” per bidder as well as other market and target analysisLone Star’s PTW Modeling and Simulation Capability Delivers
The Right Answer to Our Clients in Highly Competitive Environments
Conscious understanding of the true “Price To Win”, critical competitive performance thresholds, strategic execution elements and other operational choices
Program Development & Execution:
Copyright Lone Star Aerospace, Inc. 2012
Price To Win Process
This best practice process is used to narrow the playing field, identify who is
legitimately in the game, and provide a PTW in
which you can have confidence
Define RFP Requirements, Issues & Biases
Determine Most Suitable PTW Methodology
Identify, Collect and Analyze Data Needs
Develop Source Selection Scenario
Create Competitive Assessment
Refine Competitive Intelligence and Win Strategy Information
Generate Prediction for Applicable Methodologies
& Competitors
Integrate Methodologies & Create Final Prediction
Create Source Selection Evaluation Model
Determine PTW for a Desired P-win
Copyright Lone Star Aerospace, Inc. 2012 12
Price To Win Tools and Data Sets
• Lone Star has developed industry leading tools to deliver the right answer for PTW– TruNavigator ™– StraTable™
• Lone Star maintains proprietary databases on a number of topics – TRL/MRL impact– Contract approach– AUR cost histories– Component Costs
• Lone Star subscribes to leading Industry databases– Deltek (Input)– Dacis– Haystack– DTIC
Copyright Lone Star Aerospace, Inc. 2012
Price To Win Offerings
Opportunity
Validation Review
Gate -1
Customer Review
(Understanding the
Customer)
Opportunity Review(Interest/
No Interest
Win Strategy Review
(Pursue/No Pursue)
Pre-Proposal
Readiness(Bid/No
Bid)
Proposal Review
(Bid Approval)
Pre–Proposal Post–ProposalActivities
Proposal Preparation
Opportunity Identification
Opportunity Pursuit
Lone Star’s cutting edge capabilities, trained personnel and SMEs
are matched to your pursuit across the entire capture cycle
Gate 0
Gate 1
Gate 2
Gate 4
Gate 3
Gate 5
Program Start-Up
(Post Submittal)
Black Hat/Win Strategy Support
Pursue/No Pursue PTW
Design To Cost Target PTW
Bid Decision PTW
Copyright Lone Star Aerospace, Inc. 2012
Black Hat/Win Strategy Support
– Lone Star’s Black Hat/Win Strategy support services focus on helping capture teams go beyond merely responding to the RFP – We Help You Win
– Our network of SMEs provides you with critical and reliable Competitive Intel
Services include:• Competitive Assessments• Black Hat/Win Strategy Workshops• Market Profiles
– Time to Deliver: Typically 4-6 weeks
Copyright Lone Star Aerospace, Inc. 2012
Pursue/No Pursue PTW Offering
— Lone Star’s Pursue/No Pursue PTW Offering provides capture teams with early price predictions to support Pursue/No Pursue decisions early in the capture process
— This is a cost-effective means that identifies legitimate competitors, saving you time, money, and valuable resources
– Time to Deliver: Typically 3-4 weeks
Copyright Lone Star Aerospace, Inc. 2012
Design To Cost Target PTW Offering
– Lone Star’s Design To Cost Target PTW Offering provides PTW predictions based on a comprehensive Competitive Intelligence and sensitivity analysis to help drive Capture teams to a Winning Solution
– This offering establishes a Design To Cost Target PTW prior to Proposal Kickoff
– Time to Deliver: Typically 4-6 weeks
Copyright Lone Star Aerospace, Inc. 2012
Bid Decision PTW Service Offering
– Lone Star’s Bid Decision PTW Offering provides a high fidelity Price To Win that fully utilizes models, gaming, and SME support
– Improved Probability of Win for Strategic and Must Win Pursuits
– Time to Deliver – Typically 6-8 weeks
Copyright Lone Star Aerospace, Inc. 2012
Customers and Results• Here are examples of how Lone Star has provided
positive, cost-saving and revenue enhancing results for our Customers:
— Should cost and business case analysis on multiple weapons platforms led to increased cost realism and forward movement by the target customers
— Development and production Price To Win for precision
guided weapons and defense electronics programs led to multiple wins on Strategic, Must Win programs
— Price To Win resulted in a contract award for systems
engineering support in pursuit of an advanced warhead design
— Price To Win in pursuit of multiple large weapons
systems programs led to multiple wins deemed strategic to the companyCopyright Lone Star Aerospace, Inc. 2012
Summary
— Lone Star’s reputation for delivering accurate analysis and strategic recommendations leads our clients to improved operational performance, monetary savings and risk reduction
— Lone Star’s Price To Win processes, tools and highly qualified personnel provide a Best-in-Class option for clients across their capture process
— Lone Star has a proven track record of improving our clients Probability of Win (Pwin) in Must Win competitive scenarios
We look forward to having a discussion about
your markets and pursuit challengesCopyright Lone Star Aerospace, Inc. 2012
14
Contact Information
HQ Address……..Lone Star 4555 Excel
Parkway Suite 500 Addison, TX 75001
Main #......……….(972) 690-9494Web Address…..www.Lone-Star.com
Price To Win Services
Pamela R. Ireland Business DevelopmentMobile. (214) 799-3836
E-mail. [email protected]
Ricardo LopezPrice To Win
Mobile. (817) 825-7802E-mail. [email protected]
Copyright Lone Star Aerospace, Inc. 2012