How to Win Lowest Priced Technically Acceptable (LPTA) Bids

This full-day course prepares you to bid and win Lowest Priced Technically Acceptable (LPTA) opportunities. We quickly cover the basics of LPTA, why this evaluation model is increasingly used (especially within DoD) and how it can be expected to become even more common in the near future. Then we dive deep into the Technical, Contract, and Pricing methods and strategies to employ to maximize your Win Probability.

This professional development training seminar is led by Collins Consulting Pricing SME John Zettler and Industry Operations and Contracts SME Martin Lefcowitz. Mr. Zettler has over 25 years’ experience supporting captures in the federal marketplace, concentrated on large opportunities in the Intelligence Community, DoD, DHS and Civilian Agencies. John has served as Director of Pricing, Senior Manager of Strategic Pricing, Program Controller, Divisional Finance Director and Director of Business Operations. His pricing strategies have helped Oracle, Xerox, Verizon Federal, Informix Federal, and Unisys Federal Systems & Global Public Sector win over $10B in government business.

Mr. Lefcowitz has over 30 years of experience as an Attorney, Contracts Director, and Chief Operations Officer in the Government Contracting Industry. As an independent consultant, Mr. Lefcowitz helps companies develop proposals and participates in executive level and strategic reviews. Mr. Lefcowitz holds a Juris Doctor Degree (JD) from the George Washington University Law Center, and a Bachelor of Science Degree (BS) in Industrial Management from Carnegie Mellon University. He is a member of the District of Columbia Bar. 

Our class Agenda is as follows:

This 5-segment, one-day seminar starts at 8:30 AM and concludes at 4:30 PM

Segment 1: Introduction, LPTA Basics, and Goal Setting for Class

Segment 2: Technical Approaches

  • SOW Interpretation
  • Resourcing in an LPTA Manner
  • Estimating Based on LPTA Resourcing

Segment 3: Pricing to LPTA Resourcing

  • Establishing a Price Baseline
  • Realizing if LPTA Helps or Hinders your Win Probability (and How Much)
  • SOW Holes and Overlaps (how to Price)
  • Alternatives, Add-ons, and Assumptions and How to Handle
  • Direct Cost Actions
  • Indirect Cost Strategies

Segment 4: Contract Strategy and Execution

Segment 5: Seminar Wrap Up

To receive a seminar outline and registration form or to schedule a private seminar at your corporate location, contact David Collins, Director Business Development at (301) 254 3560 or email