I was proud to be on a recent podcast and wanted to share. One aspect that I should have mentioned during my conversation https://impactpricing.com/podcast/ep171-position-plan-and-price-to-win-government-contract-with-jon-barker/with Mark Stiving of Impact Pricing is how much the contract type impacts the pricing approach and evulation criteria.
Every opportunity will have a unique competitive range and you need to ensure that your company is position for the succuss in your given industry. Plan to target the agencies and large companies had are currently doing the work. When you find optimal opportunities, price smartly to ensure that you are maximizing your margins and probability of win!