ProPricer Improvement Process Overview For Government Contracting

1. The Coming Of The Information Age
In Today’s Government Contracting Market Space
Presented By:
Denni Griffith
Vice President of Marketing
Executive Business Services
Makers of Industry Proven
ProPricer
Cost Proposal Applications Solutions
www.propricer.com
(800) 507-9980
Email: dgriffith@propricer.com

2. Who Is EBS
Key Facts
• Company was started in 1986 by Joseph Shurance
• EBS is a developer and distributor of innovative
technology application products and services for small to
large customers around the globe.
• The Company listens to its customers as it continues to
operationally and functionally grow with its consumer
base.
• The strength of the company comes from the services
provided by employees who understand that we need to
do whatever it takes to help our customer be successful.
Mission
To exceed the expectations of our customers by maintaining
the integrity of our strategic business focus with powerful,
flexible application solutions, growing and enhancing the
loyalty of our customers by delivering first-rate customer
care, and maximizing our product benefits and offering with
strategic partnerships and other valued added products and
services.

3. Why Are We Presenting
• Our responsibility is to stay on top and ahead of trending
IT technologies.
• We must predict and anticipate the needs of our users.
When does a proposal begin to take shape?
• In what Industries do Cost Proposal Tools Fit?
• What is ProPricer and It’s Reputation
• Our relationship and membership to SCEA/ISPA
• Our other Association Partnerships
• Can ProPricer help Estimators do their jobs better?

4. Becoming A Better Estimator
• What does that statement mean here at this
conference
• The Definition of Estimating – "Maximum
Likelihood of Success" or "100% of
Certainty" for a project
• EBS's goal is to help enhance your
performance by creating the tools that will
make your job easier and allow you and
your teams to work smarter.
• What is the difference between your
definition of Risk .. And Ours?

5. An Example – Risk Assessment
ESTIMATORS Risk Aspects - Threat, Technology, Design, WBS
Elements
• Risk from a Program Manager's Perspective
• Risk from the Compliance or management
PRICERS team Perspective
• Risk from the Marketing team Perspective
Risk from the Government's perspective
COMPLIANCE
Taking A Step Backward Before The Formula
• Bernoulli’s principle of Estimation As It
Relates To EBS’ Mission
• Limit the number of Variables and You Limit
MARKETING The Risk.
• When Does Risk Start?
• How Can We Close The Gap?
• Creating The "Maximum Likelihood
GOVERNMENT
Estimation“

6. A History of Data Generation and Storage
The Beginning of Mainframes
• The benefits of small teams
• Carbon copy forms and typewriters and White
Out!
• The mounting paper with no auditable trail
The 70’s and 80’s PC Takeover
• Green screens, dumb terminals, DOS based
programs
• Simplified reports were really, just simple
• Hidden Data Calculations
• Pasting Pictures And Still Mounds of Paper
• Unshared Data Between Teams
The Hostile Take Over Of the 1980’s and 90’s
• ProPricer in 1986
• Contractors began to split
• Hidden Unshared Data
• Remote Independent Teams

7. Today’s Technology Trends
We have learned from our mistakes
Going back slightly to where we started
The next-generation of technology
includes words like:
• Cloud Computing
• VM Ware
• Virtual Servers
• Web Centric On Demand Applications
• Google Wave
What is Cloud Computing
• Cloud Computing vs. The Mainframe
• How Will It Change The Way We Work
• Will Applications Keep Up?

8. EBS For Estimators
So What’s The Problem?
• Calculations are manually
Pricing
entered from spreadsheets or Accounting
Estimating
templates Finance
• Audit teams have inaccurate
BOE representation
Program
• Estimating teams may be Management
focused on price, not on true Procurement
cost because of dollar signs.
• Template file corruption failures
and inaccessibility to shared
EBS and ProPricer – In The Middle Of Where the magic
files during proposal generation.
happens…
• Single, simple rate updates that
cannot be updated “globally” in • Easily access and use historical and benchmarking data
minutes rather than hours. • Learning from mistakes and successes
• Rarely will a team try to create a • Growing in our expertise by having critical information
trend analysis on why certain available, real-time.
proposals win, and some do not.
Who Migrates their Proposal Process to Commercial
Software?

9. Where Do We Fit?
We Fit In Every Size And Type – Where Are You In This List?
Company A - $500 Million Company D is $5 Million
Industry - Construction Industry - University
Number of Proposals Generated per Year – 1,000 Number of Proposals Generated per Year – 25
No. Business Divisions – 6 No. Business Divisions - 1
Avg No. of Tasks per Proposal – 500 Avg No. of Tasks per Proposal - 25
No of Estimators per Effort – 60 No of Estimators per Effort – 1
No of Pricing Analysts – 15 No of Pricing Analysts per Effort – 1
Company B - $50 Million Company E is $26 Billion
Industry - Professional Services Industry - Public Agency
Number of Proposals Generated per Year – 200 Number of Should Cost Proposals Generated per Year – 2,000,000
No. Business Divisions - 2 No. Business Divisions - 34
Avg No. of Tasks per Proposal - 80 Avg No. of Tasks per Proposal – 2,000
No of Estimators per Effort – 6 No of Estimators per Effort – 20
No of Pricing Analysts per Effort – 1 No of Pricing Analysts per Effort – 0
Company C - $5 Billion Company F is $5 Million
Industry - Aerospace Industry - IT Services
Number of Proposals Generated per Year – 6,000 Number of Proposals Generated per Year – 50
No. Business Divisions - 25 No. Business Divisions - 1
Avg No. of Tasks per Proposal – 3,000 Avg No. of Tasks per Proposal - 25
No of Estimators per Effort – 1500 No of Estimators per Effort – 1
No of Pricing Analysts – 250 No of Pricing Analysts per Effort – 1

10. ProPricer Process and Data Flow
Senior
Management
•Audits
The Best of all Worlds •Cash Flow and
where Companies can Planning
share, access, and review
data simultaneously.
Manufacturing /
Administration
Reasons to Share Supply Chain
•Pricing
•Least Cost
Reporting •Material Quality Database •Estimating
Analysis and On
Audits Demand
Knowledgebase Hybrid Cloud
Reviews Application
Changes to Standards
Cash Flow
Projections
Procurement Engineering
•Materials •Design
•Processes •Prototypes

11. ProPricer Process and Data Flow
The Best of All Worlds Prime
Companies can deliver Contractor
electronic proposals with
Agencies to improve
processes, win cycles,
and allow for multiple
Contracting Sub
reviews in less time.
Office Contractor
Reasons to Share
• Transparency
• Audit Controls
• Simplified Reporting
Requirements Source
• A Trusted Relationship DCAA
Selection
between Contractors and Analysts
Teams
Agencies

12. ProPricer Estimator Edition
ProPricer EE replaces manual, non-integrated
estimating
Proposal teams can maximize performance
improvement by:
• Allow functional groups to make estimates
with a single point of entry.
• Creating a live staging area for teams to
see how the proposal develops
• Identify and remove duplicates and
redundancy.
• Identifying all tasks with a specific basis of
estimate (BOE) that relates directly to any
WBS, CLIN, or SOW.
• Real-time cost estimating to real-time
pricing.
• Save countless hours of input, re-input,
validation, and error correction.

13. ProPricer Standard Edition
Setting the Standard
• Simplify your proposal process
• Ensure accurate RFP & FAR compliant proposals
• Maximize proposal production speed and flexibility
• Maximize the learning curve with a tool that’s easy to
learn and implement.
Key benefits:
• Match virtually any cost collection and burden application
structure.
• Maximize productivity with sophisticated in-house
parametric cost models.
• “What-if” analyses and programmatic changes are
accomplished in minutes rather than hours.
Respond to complex RFP requirements with dynamic
reporting
• ProPricer operates with open-architecture, relational
databases.
• ProPricer is used around the world for cost proposal,
tender, grant, bid, source selection, estimating,
parametric cost modeling, life cycle cost analysis, and
should-cost analysis.

14. ProPricer Government Edition
Government Agencies chose ProPricer GE to
handle mission critical of the Source Selection
process:
• What-if Rate and Technical analysis
• Normalization of Bidders’ Direct and
Indirect Cost Elements
• Most Probable Cost Analysis
• Preparation of briefing reports
Cost Data Collection and Management
• Import of contractor estimates, rate extensions and basis of estimate
text and backup files.
• Incorporate the new data and report the changes in minutes, rather
than days.
• Most Probable Cost and Independent Cost Analysis
Apply government recommended forward pricing rates
• Formulate the Government’s independent cost positions.
• Normalized Bidder Data
• Create comparative analysis reports at summary or detailed levels of the
WBS.
• Briefing Reports, Procurement File Reports, and Comparison Reports

15. ProPricer Audit Edition
ProPricer, AE was evolved from the standard
commercial edition of ProPricer, and includes
the utilities and features used by industry,
Government auditors, and analysts.
Evaluate contractor cost proposal data
• Apply rate and technical analysis
• Create most probable cost and negotiation
positions
• Perform sophisticated project what-if
analyses
• Prepare briefing reports.
Key Benefits
• Powerful What-if Capabilities: Analyze
alternate project scenarios
• Improve Acquisition Workforce Productivity
• Version Tracking: Create Iterations Cost
positions
• Prepare Briefing Reports:
• Automate Data Transfer in Minutes

16. The Benefits Are Everywhere For Everyone
For Estimators
Estimating teams build proposals concurrently, no matter how
many divisions or business units work together.
Estimators
For Pricing Teams
With direct and indirect global rate tables that can be put under
lock and key by user ID, SG&A can be assigned easily for any
given proposal. Program
Pricing Teams
Management
For Contract Managers
Past and current proposal data can be “normalized” side by side
with limited effort for future accuracy.
Proposal
Data
For Accounting
With a dynamic report generator and export tool, Accounting
teams can import data accounting programs to generate the
Direct Cost P&L. Contract
Procurement
Managers
For Procurement
By maintaining a clean materials library and catalog,
procurement can access proposal information as well after the Accounting
win. Teams
For Program Management
Understand schedules, timelines, the needed workforce, and
assigned roles.

17. The Benefits Are Everywhere For Everyone
The next generation of APIs and Data Sharing
• What is an API?
• Data Mapping Principles
• What does it mean for Software Users?
The Results of Open Source API Software:
• Estimating teams focus on delivering accurate Estimates based
on the BOE, not solely on the Price
• Pricing teams focus on a series of global rate structures from a
variety of data sources
• Audits run smoothly and easily with transparent data that can be
shared and reviewed by a variety of approved onlookers and
tools
• Improved communication with external tools such as Risk,
Parametric tools, Contract Management Software, Accounting
Programs, and Project Scheduling Software.

18. For The Sake Of Arguing
Common Feedback We Receive During the Initial Introduction
We have unique reporting requirements – our customers like their proposals submitted in a unique way.
Our answer? We have a dynamic reporting tool. If you can dream it up, you can create it from your data set In minutes, not
weeks.
We don’t compete for Defense Contracts.
Well… it’s true that a large number of ProPricer customers compete in the Defense space. However, we also have
customers that compete for contracts out of the following Agencies:
National Institute of Health
Federal Communications Commission
Department of Energy
Department of Labor
Department of Homeland Security
Department of Education
We have templates that our people feel comfortable using.
By using a commercial product, companies now have a set of standards for their employees and an application that is used
worldwide.
We use too many other outside programs.
That includes all of us! When we find what we love, we hold onto it. Almost every company has some tool structure that
was purchased by the primary user who absolutely “had to have it”. And for sure it will work for them. In today’s age
however, the ability to share data and migrate information across platforms, applications, and people eliminates the excuse
for coveting a process or setup that may need improvement.

19. THANK YOU
The Coming Of The Information Age
In Today’s Government Contracting Market Space
Presented By:
Denni Griffith
Vice President of Marketing
Executive Business Services
Makers of Industry Proven
ProPricer Cost Proposal Applications Solutions