Case study · Logistics & Supply Chain
Logistics incumbent retains recompete with price-to-win strategy
An incumbent faced aggressive low-price challengers on a best-value tradeoff recompete.
The challenge
Leadership feared being undercut and was ready to slash labor rates, risking performance and a cost-realism downgrade.
What we did
- Built competitor cost models from public data and FPDS history
- Identified where the evaluation rewarded transition risk reduction and incumbent knowledge
- Priced to a target that preserved key personnel while staying in the competitive range
The result
$34MContract retained
5 yrsPeriod of performance
100%Key staff retained
“We won on value, without gutting the team that earned us the work.”
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