Suzan Putman
Vice President of Pricing, CGI Federal
As industry strives to fully embrace AI in the public sector, it presents challenges for the pricing community, such as determining the pricing model for Generative AI and other related issues, according to Suzan Putman.
In federal contracting, pricing for new technologies is complex. Agencies aim to use cutting-edge technologies but must also wisely use public funds. Another challenge is guessing competitors’ prices to offer competitive bids. This is tough for current contractors because the original job descriptions may not match current service delivery or what the contractor knows about what the client expects, according to Putman.
Why Watch
In 2024, Putman and her team will build a price-to-win capability that will, in conjunction with the company’s competitive intelligence capabilities, arm internal customers — and pursuit teams — with the information they need to be strong competitors and to make it easy for government customers to pick CGI as their mission partner.
Additionally, they will build out their role as a partner to proposal teams and business by developing a roadmap for pricing strategies on proposals that ultimately lead to a better result for ultimate customers” the American people.
“I am a firm believer that a strategic pricing team that dives into a proposal and fully vests themselves with the rest of the team, can be the difference between winning and losing a proposal,” Putman said. “The more proposals teams lean on them to help develop a strategy where all parties win, the better the outcome. A pricing strategy isn’t just about winning a proposal, rather it is about delivering the best possible solution and outcome for the government customer at the most advantageous price.”