Government Procurement Pricing Kite

How to Master Government Procurement Pricing Without Losing Your Margin

After spending over a decade advising small and midsize contractors on federal bids, I have watched the same pattern repeat itself. A company wins its first government contract, celebrates for about a week, and then realizes the price it quoted barely covers overhead. The culprit is almost always the same: a shallow understanding of government procurement pricing. The rules are different here. The buyer is not a private customer who will negotiate over coffee. The buyer is a