Strategic pricing is not a spreadsheet exercise; it is a leadership decision that affects risk, profitability, and execution long after award.

In this episode of GovCon Unscripted, Marsha Lindquist, Managing Partner/President of Granite Leadership Strategies Inc., explains why pricing must be involved early, why fixed-price contracts demand sharper strategy, and how contractors get into trouble when pricing is treated as an afterthought.

Timestamps:

00:01:00 – Why strategic pricing matters

00:05:18 – The danger of “average pricing.”

00:08:34 – Pricing is not something you slap together

00:12:58 – Fixed price vs cost-plus risk

00:16:45 – Inflation, escalation, and long-term risk

00:24:45 – LPTA realities and race-to-the-bottom traps

Resources:

• Secrets of Strategic Pricing for Government Contractors
• Granite Leadership Strategies
• Marsha Lindquist's LinkedIn profile
• Chelsea Robert's LinkedIn profile

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