This resource is a Team Pricing Strategy spreadsheet specifically designed for prime contractors to streamline subcontractor pricing negotiations on government contracts. The template enables prime contractors to provide clear target rates to their subcontractor teammates, eliminating the guesswork and extensive back-and-forth negotiations that typically occur during proposal development. Many prime contractors struggle with managing subcontractor pricing discussions, and this tool solves that challenge by establishing transparent rate expectations upfront, reducing confusion and accelerating the proposal timeline for winning government contracts.
Use this guide to master efficient team assembly by learning how to communicate pricing expectations clearly to subcontractors while maintaining control over your overall pricing strategy. The spreadsheet shows how to structure target rates across multiple labor categories and contract years, incorporating annual escalation rates and off-site premiums that align with federal contracting standards. Furthermore, this resource demonstrates how prime contractors can adapt the template for direct proposal use by removing team-specific columns, creating a ready-to-import pricing table that streamlines government sales proposal development.
The RSM Federal Sales Training Center provides this pricing template as part of a proven methodology for managing successful government contracting teams. By implementing systematic target pricing communication, prime contractors can build more competitive teams faster, reduce proposal development time, and increase their chances of winning government contracts through improved team coordination and pricing discipline.
