144: Jon Barker - Crushing the pricing game in government contracting

This week’s podcast is my conversation with Jon Barker Founder at PTW (plan-position-price | target | win) Solutions Inc., he helps companies figure out the correct pricing to win government bids. He has spent the last 15 years as Contract and Consultant Administrator, Contracts Manager, Director of Contracts and Deputy Director of Contracts for a slew of companies from 2k employees up to 90K employees. Additionally Jon provided strategic support for an emerging small business that eventually went public. Pricing is more of an art than science particularly when it comes to government contracting. You think it may be simple but the truth is pricing cost-plus or T&M contracts can be a bear. “Here’s the beauty of it. When you’re talking with larger companies, those rates are set. When you’re talking to smaller companies, they have a lot more flexibility. They’re not on the radars of these agencies... The smaller you are, the more of an art it is to be able to be clever with the numbers and figure out where you can ship those costs.” – Jon Barker In this episode we discuss Jon’s Go-to’s data sources for pricing. He shares the tools and systems he used to do contract management for large firms where he provides contract administration. Let’s welcome our next Giant, Mr. Jon Barker.

Om Podcasten

After the real estate market crashed in 2007 Mr. Coffie launched a successful consulting company helping small business owners earn millions in revenues via federal small business programs. In 2012 he launched Evankoff Construction, a steel erection company building airplane hangars and metal buildings for government agencies around the country. In 2017 Mr. Coffie launched Scorecontracts @ YouTube a channel to help other small businesses achieve their revenue goals using the power of federal contracts. The podcast Govcon Giants is dedicated to showcasing the scalability of growing a business harnessing the power of federal dollars. The marketplace is wide open for all that want to gain a piece. Meet some of the world’s greatest masterminds behind the trillion-dollar behemoth. We interview small firms, large firms, past and current contract officials, government agencies and their representatives all in the name of helping the small business get a leg up in the industry. If you want to participate in this market then you are in the right place.