Class 05 Bid Preparation and Pricing

Terry A. Lucas | Character. Grit. Ingenuity. Class 5 | 1 CLASS 05 | PLAYBOOK AND WORKSHEET Government Bid Preparation & Contract Pricing 75-minute class companion | November 6, 2026 edition Existing lesson text and worksheet prompts, packaged for individual use. This playbook is separate from the reviewed AI transcript produced after a live class. Use this lesson, calculator and worksheet now. Live workshop dates and enrollment are still being finalized; this page does not reserve a seat. LESSON 05 · BID & BOOGIE Know the cost. Know the commitment. When you say you can deliver, know what delivering actually requires. An order for 40,000 reams of printing paper or 25,000 sandbags is more than a quantity on a page. What exactly is the product? How much does it weigh? How will it be packed, moved, stored and unloaded? What will you need to pay before the customer pays you? Answer those questions before committing to a price. The 101 class introduces the decisions; the practical workshop gives us time to work through the numbers. Workshop dates, duration and pricing must be confirmed before purchase. 01 · COUNT THE COST You pay for what you don’t bid. Count product, materials, labor and time - including your own. Add packaging, transportation, loading, unloading, storage, insurance, fees and overhead. Cost any backup arrangement you promise. Include a reasoned contingency for uncertainty; do not confuse that allowance with your profit margin. Do not build a bid on the expectation that the buyer will increase the price later to cover an estimating mistake. Read the actual pricing and change provisions. Find the missing facts before you commit. You have to love to be a nerd. Love finding the answers. Use appropriate calls, emails, written quotes and clarifications to replace assumptions with facts. Follow the opportunity’s communication instructions and keep the records. FICTIONAL FULFILLMENT EXERCISE · 25,000 SANDBAGS Before the bid: how does it get there? - Are the bags empty or filled? What dimensions, material and fill requirements apply? Educational use only; not legal, tax, financial or medical advice. Verify requirements and consult qualified advisers. No outcomes guaranteed. Personal learning and internal application allowed; redistribution, resale or teaching from these materials requires written permission, except as law permits. Rights reserved in Aegis Bellator LLC-owned original expression; third-party and public-domain rights remain unaffected. © 2026 Aegis Bellator LLC and respective rights holders. All rights reserved. Educational use only; not legal advice. WinGovCon Government Contracting Education & Consulting for Small Businesses

Terry A. Lucas | Character. Grit. Ingenuity. Class 5 | 2 - What is the verified weight of each unit, including the relevant packaging? What are the total weight and volume? - What usable payload, loading space, route and unloading conditions has the carrier confirmed? - How many loads, trucks or trips does the schedule require? How far is each trip? - Will storage, weather protection, handling equipment or additional labor be needed? - What are the written product, carrier and handling quotes - and how long are they valid? Use verified unit weight and packaging to calculate total shipment weight. Compare both weight and volume against confirmed usable capacity. A weight-only calculation is a starting point; verify the full load plan and delivery schedule with the carrier. These are research questions, not supplied product weights or a transport plan. Missing values stay unknown until verified. 02 · MONEY OR MIRAGE? A mountain of receipts. What remains? A large award can distract you from a thin return. If you price so low that the work barely supports itself, one delay or missed cost can remove the surplus you expected. Be respectful at the bid table and firm about the arithmetic. Know the price at which you can responsibly perform. Wanting the award cannot replace knowing how you will fulfill it. An impressive contract does not supply its own people, equipment, inventory or funding. If you plan to subcontract, establish the scope, availability, cost and responsibilities before relying on that plan. Finding somebody later is a risk to examine, not a fulfillment strategy to assume. Money or mirage? Math is king. Keep the terms straight. Revenue is the sale amount before expenses. Gross profit subtracts cost of goods or services sold; gross margin expresses that amount as a percentage of revenue. Net profit accounts for all business expenses. Cleared cash available after obligations and fulfillment reserves is another question again. With $100 of cost of goods sold and a $200 selling price, markup is 100% and gross margin is 50%. That $100 gross profit still has to cover expenses outside that cost figure. A rough idea is not enough when you are putting your business behind the price. HYPOTHETICAL ARITHMETIC · TIME CHANGES THE PICTURE $180,000 over five years. Spread $180,000 evenly over a five-year contract and it averages $36,000 a year, or $3,000 a month. That is an arithmetic average, not a promise of monthly payment. For many people, that’s barely covering the bare necessities. What once appeared to be the windfall of a lifetime can turn into five years’ worth of rent payments. Ask what costs were included, how much owner time it requires, what capital is tied up and what risk remains. Whether that return serves your goals depends on those answers. This five-year example is separate from © 2026 Aegis Bellator LLC and respective rights holders. All rights reserved. Educational use only; not legal advice. WinGovCon Government Contracting Education & Consulting for Small Businesses

Terry A. Lucas | Character. Grit. Ingenuity. Class 5 | 3 the three-year example in Search & Rescue. 03 · FUND THE FULFILLMENT The award can arrive before the money does. Build the cash timeline alongside the cost estimate. When are supplier deposits, payroll, freight and other bills due? What has to happen before you can invoice, and when is customer payment expected? Read the actual terms behind a net-45 account: establish what starts the payment period and which acceptance or invoice conditions apply. Include any financing fees and interest in your estimate using the actual terms and expected borrowing period. Test what a payment delay would do to your ability to finish. Distinguish money you have from money you expect, an unapproved financing request and cash already committed elsewhere. Ring-fence the resources required for fulfillment in your plan. A profitable estimate can still leave a cash gap that prevents you from performing. If the funding gap remains unresolved, investigate a feasible change in scope, verified supplier terms or another supportable approach before deciding whether to bid. Keep the decision connected to facts. 04 · PRICE THE PROMISE This is the work. This is what it requires. Match the quote to the requested quantities, units, specifications, destination and delivery conditions. Explain what the price includes, any permitted exclusions, its validity and the assumptions you must disclose. Verify supplier quote validity, lead times and backup arrangements. Identify what your safeguards protect against and what could still go wrong. Price a plan you can support rather than promise a problem-free result. Character keeps the quote honest. Grit gets the costing and verification finished. Ingenuity investigates a more efficient way to deliver while honoring the requirements. Your assignment: work the order before you quote it. Choose a hypothetical or appropriately shareable order. Define the exact unit, map the physical fulfillment, collect supporting prices and list every cost. Calculate the return, build the cash timeline and identify the assumptions still needing evidence. Then write the price you could responsibly stand behind and explain why. If the facts are incomplete, say what must be resolved before you can commit. Once the plan becomes a commitment. Carry the quote into coordinated performance, accurate records and a useful review of the result. PUT THE TOPICS TOGETHER © 2026 Aegis Bellator LLC and respective rights holders. All rights reserved. Educational use only; not legal advice. WinGovCon Government Contracting Education & Consulting for Small Businesses

Terry A. Lucas | Character. Grit. Ingenuity. Class 5 | 4 From the Driver’s Seat to the Bid Sheet Follow a fictional fuel-supply business from recognizing demand through scope, supply verification, funding multiple deliveries and tracking payment. Use the case worksheet to identify the facts needed before a commitment. Let’s work the numbers. Use this to practice with one clearly defined order. It calculates from what you enter; it does not create a quote or forecast. Find the missing costs before relying on the answer. Bid response and submission checklist Begin with the solicitation type and its instructions: Request for Quotation (RFQ), Request for Proposal (RFP) or Invitation for Bids (IFB). Quotes, proposals and sealed bids follow different procedures. Locate the required response format and evaluation criteria rather than treating every notice as a lowest-price contest. 1. Record the solicitation number, issuing office, question deadline, submission deadline and time zone, and authorized submission method. 2. Extract scope, specifications, quantities, units, locations, delivery dates and acceptance requirements. Match each requirement to the evidence or response needed. 3. Verify supplier quotations, validity periods, lead times and freight. Complete the required pricing schedule in its stated units. Reconcile totals to your cost, margin and cash plan. 4. List all required forms, signatures, technical responses, experience information and other attachments. Review amendments and acknowledge them as instructed. 5. Check every required item against the instructions, evaluation criteria and applicable qualifications. Resolve uncertainty through the authorized question process before its deadline. 6. Prepare the classroom response and pre-submission check. For a real pursuit, use the designated method before the deadline and retain evidence of submission or receipt as applicable. Our classroom exercise is a practice response reviewed in class. It does not submit a live offer, bind your business or establish that an agency will accept or award it. What remains is the surplus over the costs you entered. Call it net profit only after accounting for every relevant expense. Taxes, capital recovery and cash timing still need their own attention. PRINCIPLES IN PRACTICE · FICTIONAL EXAMPLE The lowest price can be an expensive promise. A quote looks competitive only because you left delivery labor out of the cost. Character: Include the work needed to fulfill. Be clear about the scope and price you can stand behind. Grit: Do the full costing even when the result is less attractive. A responsible pass is better than an unsupported promise. Ingenuity: Investigate a more efficient delivery sequence or a verified supplier alternative. Recalculate and check requirements before using it. © 2026 Aegis Bellator LLC and respective rights holders. All rights reserved. Educational use only; not legal advice. WinGovCon Government Contracting Education & Consulting for Small Businesses

Terry A. Lucas | Character. Grit. Ingenuity. Class 5 | 5 Class 05 Worksheet Government Bid Preparation & Contract Pricing Name or classroom ID: ____________________________________ Use these pages for your own planning. Keep passwords, bank details and confidential information out of your class notes. Physical fulfillment · unit specification, verified weight/volume, packaging, loads/trips, storage and unloading Evidence · written supplier/carrier prices, dates, validity and unresolved assumptions Cash timeline · payment conditions, costs due before payment, available cash and funding gap Financing · verified rate/fees, borrowing period and payment-delay scenario © 2026 Aegis Bellator LLC and respective rights holders. All rights reserved. Educational use only; not legal advice. WinGovCon Government Contracting Education & Consulting for Small Businesses

Terry A. Lucas | Character. Grit. Ingenuity. Class 5 | 6 Class 05 Worksheet - continued Return over time · included/omitted costs, owner hours, capital at risk and contract duration My supportable price · exact scope, safeguards, limits and facts needed before commitment Exact scope, units, quantities and delivery conditions Costs, including owner time, fulfillment and overhead Supplier deposits, payment dates and buyer acceptance/payment terms © 2026 Aegis Bellator LLC and respective rights holders. All rights reserved. Educational use only; not legal advice. WinGovCon Government Contracting Education & Consulting for Small Businesses

Terry A. Lucas | Character. Grit. Ingenuity. Class 5 | 7 Class 05 Worksheet - continued Required fulfillment reserves and the funding gap What must the quote include - and what remains unverified? Character · What commitment must I keep, clarify or correct? Grit · What action will I follow through on, and when will I check it? Ingenuity · What alternative can I verify while honoring the requirements? © 2026 Aegis Bellator LLC and respective rights holders. All rights reserved. Educational use only; not legal advice. WinGovCon Government Contracting Education & Consulting for Small Businesses