Reselling parts and products is a high volume, low margin business. Fractions of a percent can make the difference between a win and loss. Strategies like Original Equipment Manufacturer (OEM) End of Life is one of numerous ways to stay thin on your approach. In this course we will build on other pricing and proposal writing strategies previously discussed. Participants will gain actionable strategies large companies use to increase their chances of winning. Mainly focused on the Information Technology Value Added Reseller (ITVAR) market, this approach can also be relevant to any other product reselling environment. Key Learning Objectives: By the end of this course, participants will be able to: • Understand the critical concept of "answering the mail" when it comes to product pricing. • Develop strategies to foster and strengthen reseller and channel partnership relationships with OEMs. • Understand the life cycle of equipment and availability of equipment after an OEM has designated End of Life. • Apply the concept of suitable substitute and how this can also be a strategic option to reduce pricing. • Manage functionality with pricing to win based on government requirements. • Evaluate the cost-benefit of saliant details of a product requirement verse assuming what the government means, i.e. reading between the lines. Who Should Attend: This course is ideal for: • Product Pricing Managers and Sales Managers responsible for request for quote and request for proposal pricing. • Business Development personnel responsible for shaping equipment requirements. • Proposal Personnel responsible for compliance and proposal development with product and material reselling. Course Highlights: • Comprehensive overview of equipment requirement definition process • Best practices for responding to equipment solicitations • Strategies for pricing and life cycle planning • Managing expectations and forecasting solicitation response and contract delivery