Name: Building a Price You Can Defend
Uploaded: 2026-10-07T16:16:07.287Z
Duration: 45 min 52 s
Description: Building a Price You Can Defend

Transcript for "Building a Price You Can Defend": We got this. Alright. We are live. Hello, everyone. Happy Wednesday. Let's give couple minutes for people to join in. And in the meantime, if you guys can, open the chat and tell us where you're connecting from, we would love to hear it. Oklahoma. Alright. Nice. New York City, Falls Church, Virginia, North Carolina, Richmond. Amazing. All around. Oh, Baltimore. I'm from Baltimore. Baltimore, Washington, Maryland. Amazing. Perfect. Welcome to the session two of pricing to win. I'm Gizam Yilmaz from Gowdash, and we are excited to have you guys today with Evan. I just wanna do a quick intro of, like, what today is gonna be about. Right? Picture the last few hours before your bid is due. Your team lowers the price, and now someone has to check whether the staffing plan and the rest of the proposal still match match with each other. That moment is what today is gonna be about. How do you build a price you can actually explain, and how do you keep that explanation intact when the numbers keep changing? We'll look at real cases then spend few minutes in gov dash price. We'll start with why fixed price, like, works... Like, like, puts too much pressure on your cost estimates. Then my colleague Evan will walk us through, three ways a bid can run into trouble, a price to evaluator questions, cost that grow beyond the estimate, and proposal sections that disagree with each other. We'll turn those cases into a checklist for you guys for your next bids. Then we'll spend ten to fifteen minutes, in Godash PRICER and then take your questions. Throughout the webinar, please drop your questions in the chat. We'll be answering them. I would like to introduce you to Evan Alguerre. He leads our product and engineering for GovDASH Pricer. He'll take us through the cases and the product example. I work in product marketing at GovDASH. I will be helping, connect the pieces together and bring in your questions. If everyone is here, let's let's get started. Why this conversation matters right now. So the government is now pushing agencies to use fixed price contracts more often. That means agreeing on a price for the work up... Like, upfront. In April, gov... Like, agencies were told to make fixed price the default. There are still exceptions. They were also told to look at some existing contracts and consider moving them to fixed price. The September proposal would update the contracting rules to support that change, but those rules aren't final yet. So why does this matter to your team? If the job costs more than you planned, that extra cost can come out of your profits, as you guys might agree, today. That makes the estimate you put into the bid especially very important. So let's look at a simple example. Think about a team putting together a bid. They estimate how long the work will take and what it will cost. Then the work starts. It takes longer than expected. Who pays those extra hours? On a cost reimbursable contract, the government generally pays allowable costs within the contract's rules and limits. On the other hand, on a fixed price contract, those extra hours can eat into your team's profit. That's why the number, like, the number that you are putting needs a clear explanation behind it. How much work are we assuming? How many people will it actually take? What what happens if we are wrong on our assumptions? Those questions connect the three cases Evan is about to share. So first, let's see how much fixed price works in your pipeline. I would like to, I would like you guys to answer the poll that I just launched. Evan, can you see the poll just to confirm? Yep. Perfect. Alright. So can you guys answer, like, how much of your pipeline today is fixed price? You can choose that comes the closest, like, most of it, half, about half, less than a quarter, or you're not sure at all. Like, you don't know. Let's see. Yeah. Kim is saying on the chat about half, but it's moving to more. Yeah. You know. You know. Alright. I see most of it. Wow. K. That's what we are expecting as well. Right, Evan? Like, that's what we are hearing. Yep. Most of it and about half got the most words. K? Wow. Makes so much sense. Thank you for sharing that. Alright, Evan. You... He will now walk us through the real stories where the fixed price that we just discussed, they went wrong. Cool. Thanks, g. So we're talking about three different, stories here. First, we'll start with the bid, that had the lowest price but still got rejected. Then we'll look at what happens when cross grows, cost grows after, the price is set. And then finally, we'll look at proposals where the numbers and promises don't agree across the submitted documents. So our our first story is on criterion. They submitted the lowest price, and they also proposed more full time staff than the agency expected at that specific price. And the agency had decided that the price was too low to be real... Realistic, and it had rejected the bid. So Criterion went ahead and challenged that decision, and the GAO reviewed the protest and found that the agency hadn't fully considered criterion staffing approach. They told the agency to reevaluate and whether or not that price would hold up was still an open question. Now for pricing teams, the lesson is to make the connection between the plan and the price easy to follow. If your approach lets you do the work for less, explain how. Show the work, the people doing it, and the hours that you've allowed. Awesome. Sorry. My slide's all here. Okay. So now we'll talk about, a Boeing example. So what happens when the cost, the work costs more than you had estimated? Boeing shows how expensive that gap can be. Boeing reported $5,000,000,000 in losses across five major fixed price development programs in 2024. Its filings described technical problems, supplier, and factory issues, and higher labor costs. And on top of that, a strike had added more pressure for them. The work became expensive and the extra costs extra costs showed up as losses. Most teams in this room are working at a smaller scale, but the question is for the estimate is still familiar. What happens, what are we assuming will go to plan? What happens if our cost doesn't? Let's think about an assumption such as, how quickly you can hire. If hiring takes longer, will you need more expensive temporary help, and where have you allowed for that in the price? The useful habit is to name the assumption and test what happens if it changes. Yeah. Feel free to share your thoughts on these cakes as as we are going over them. So now we'll look at a problem that can appear before even... The the work even starts. Different parts of the proposal tell different stories, and here are three examples of that that exact problem. So first, we have we have Aspire who submitted two spreadsheets with different labor hour totals. The agency had rejected that proposal, and Aspire went to court, and the court treated the difference as a minor clerical error and required the agency to let Aspire clarify it. And Aspire got another chance only after litigation. For our next story, APLS had a different mismatch. One part of its proposal said that it would do the work itself, and another promised the work to small business contractors. And so those were two different plans for who do the work, and GAO found the proposal was ineligible for award. In the emissary protest, the requirement called for eleven months of staffing, and the and the winning proposal had priced nine. And the GAO had sustained the protest and recommended another evaluation and a new award decision. And the details differ, but each case gives the reviewer conflicting information. For the next bid, ask someone to read the staffing plan and, and the price side by side. Do the hours match? Do the months match? And does each section agree with who will do the work? And so this brings us to our our next poll here. Yeah. Crazy stories. Like, we really don't want you guys to experience any of these. Like, can you let us know, like, who checks your pricing against the technical proposal before you submit? Is it a named person on every bid, or does it depend on, like, who's available in your team? If you can choose the answer that best describes, let's see. Alright. A named person on every bin. Okay. That is good to know. I see that, like, most votes. Good. Oh, so that that is good. That is good. But what did you guys think? Kim is saying named person. Thank goodness. Exactly. Well, what did you guys think of those stories that Evan just covered? Like, it's it's really bad. Right? Like, it's really tough to be in that situation, and even, like, Boeing had experience. Like, imagine the team that they have who are working on these proposals and, pricing, and it's just it's just crazy to put everything all together and, narrate the story on the numbers. Right? Which is, like, what today's, webinar is all about. But I would love you guys to share what you thought of those stories, if possible, in the chat. Perfect. I'm also checking the votes in the meantime. Yeah. A named person, it looks like. It's good. And for, like, two people is only on large beds. Makes sense. Makes sense. Alright. Thanks for sharing that. Cool. So from these stories, three lessons really stand out from the cases. First, explain your price. Show how the work, the people, and the hours add up to the price. Make it easy for the reviewer to follow the connection between the work and your price, and make it very apparent in the proposal. Second, plan for what could make the job cost more. Bullying's losses show what can happen when cost grows on a fixed price work. Ask what happens to your profit if the work takes longer or cost more. And third, make sure your documents agree. A... APLS describe different, different plans for who would do the work. Check the, check that the hours, staffing, and schedule match across your proposal. And then we also have to check again after any price changes happen last minute. So our next slide kinda talks about a checklist, for your next bid. So, couple checklist items to add if we don't already. Set the target range first. Use award history and the incumbent's economics, before opening the workbook to make sure that that we have a a decent price range set before we go and develop and spend our time on the bid. If we can map the WBS to the PWS, make sure every task has named price elements and every element points to a requirement in the solicitation documents. Write the BOE as you build. Record the method, behind each number while your reasoning is still fresh. Price, price the risk, name the assumptions you're carrying and what cost, what it will cost if they're wrong, and share the reasoning. So let's make sure capture proposal should see why these costs sit where they do. And then, again, recheck after every cut. A late price change has to show up, in every volume and across all, functional groups. Great checklist. So with that, I'll hit it with g. Yes. Thank you, Evan. Yeah. This is a great checklist. Right? But, like, things go wrong. Right? Picture that, like, the late price cuts. Let's let's just picture it one more time. The staffing plan is in one spreadsheet. The price is in another one. The explanation of those numbers is in a separate document. One person updates the hours. Someone else changes the total. Then the team has to find, like, every place, the old numbers still appear. Like, that's where a consistency problem can creep in. Right? This is the part of the workflow, gov dash price is actually designed to help with. Keeping the work, the cost, the explanation, like, all of them together, and it makes the review way easier to follow. Here's what that looks like. You start with a piece of work the government has asked for. You connect it to the people and hours you think it needs, then record it, like, why you chose those numbers. You include other costs such as travel or materials, like, each where they belong. That's the idea behind the view of godash price. Someone reviewing the price can also review the reasoning behind it. So let's follow that path in an example. So it starts with government's requirement, then comes the work needed to meet it, then the people, time, and other costs you allow for. And at the end, you should be able to explain how that work became the actual price. So, Evan, I'm gonna turn to Evan one more time, and he's gonna walk us through all these within Gov dash price. Cool. Thanks, g. Let me set up the screen share. Great. So, this is, kind of a peek into the product and and GOVESH price itself. First, I wanna talk about a little bit how, GOVESH price was built. So I'm the lead engineer in GOVESH price, and so we had started this. It's our newest product area, really. And within this, it's really built on customer conversations. So, since February, I've had, about a 180 to a 190, conversations with customers and government contractors about how they do pricing, how pricing, ends up for them, and, what makes it easier, to... And how we can make that process easier. So it's a very customer driven, product and and, lots of things are involved as we know across, pricing in general. So a few things in here. So, different ways to manage your your, your cost elements. Right here, we have our our... All labor categories associated with, our unmanned maritime system support opportunity, all our ODCs, and a work breakdown structure as as we described. What's great about gov dash pricing here is that we're going to be extracting these and really managing these for you. If I take a peek into our labor category section, we'll see all our labor categories, so our key personnel and non key personnel, way to assign different rates, and as well as ways to assign, different hours as well. And so we can assign these hours to work packages, and these work packages then, are connected to the document itself. And that way I can trace a position and their hours to a specific work package themselves. If I go back to the overview, we can see a little bit about our ODCs. And so these ODCs are going to be grabbed straight from the solicitation document and then also paired, with a work package in our our WBS. So if I scroll down a little bit, we'll see all of our work packages. And so of going... Again, this is more of a summary card. But given we've extracted and we kind of have our our labor categories, I'll kinda go in again. These labor categories have a description and as well as some type of reference to the document itself of where we found this and what's related to it. We can place these onto work packages. In that way, we kind of can start that connection between the labor category, the work it's doing, and each position, to the document and and where we're doing our work. We'll do the same thing for ODCs given where we extracted it, what the, labor will be doing, what they'll be using, and then where in our work package they'll... They will be executing work under, we're able to place those as well. So it's kind of great here. I'll kind of explain, what's... It's it's nice to have all of these different pieces connected. So within Govindash itself, all of our different workflows here are going to be connected. So information from our discovery page flows to our capture phase, capture phase then, you can see this here too for this opportunity. All of our information here will flow, down into pricing and all of our pricing information and our solicitation information flows down into our proposal generation where we can then also modify, the generation, go into our outline and, kind of keep everything tightly knit. So with that, I'll explain a little bit about work packages and how we really connect these items and the work being done to the document. So, there's a lot of information on this page. And, to kind of help simplify a mental model that we have here, I'll click actions and go to view coverage. And what it's going to show us is all of our work packages on the left and then all the sentence... All the sentences that make up our work packages on the right. So I think... I don't know which one we're on, but if I click onto 3.3, we'll see all these sentences connect to 3.3. If I click to 3.2, these are all of the sentences that that denote the work being done, that the contractor's doing, within this solicitation. So within this, kind of... We'll we'll, again, create these work work practices for you. Again, trust but verify is really good notion to have when working with AI especially. We can see here all the information is brought to us. We can see linkage from, you know, what we have in the, screen here to the document itself. I can view this one exactly just 3.3 and all of its sentences down here. And I can also manage the sentences as well. So if I wanna change anything here, I can go ahead and and change things in here just to kind of demonstrate the trust, but verify notion in here. But what the system's really looking for is some description of work in an output or deliverable. So if I can have these cost elements attached to, this description of work, and the exact sentences in the document, then I know exactly where this work is going, what the reasoning behind the hours of these labor categories are in the positions, as well as why we need these specific, other direct costs. On top of this, our work packages have a little bit more information in them. We talked about assumptions a lot. If I go into the basis of estimate readiness tab, we can see a lot of different information about these work packages. And so I kind of equate this to the thinking mode whenever we're using AI, but it gives you a peek into the system and and how we're really defining these and scoping these different work packages. We have inclusions and exclusions within the scope of work as they pertain to the solicitation and the other work packages. We have estimating assumptions, so any estimating assumptions that the system had decided were necessary. And these are normally where you can go ahead and read these and say, hey. We might wanna ask this specific question, because it only says there's, you know, for example, I'll just pick one, one pre installation site survey and one field installation, which in in my opinion, there might be more. So it's a good question to kind of have. And then double a little bit more the the rationale behind why this work package needs to exist, and why these different, why the amount of labor is necessary. And there's a bunch of different estimating methods that we can use and kind of regenerate on using any of these. Oh, I clicked off. Show that again. So with that, this is kind of an area where we can manage those resources and really decide and get down to the the details of of how many hours are allotted out with each of our cost... Our our labor categories, how many of our OTCs are used. And with that, that kinda brings us to, after we're done reconciling there, to our our BOE. The BOE is really the the cost centric version of our our work breakdown structure. If I click on the 3.3 again, there's a bit of a Swiss army knife within the product as well, but, we can see each of our positions here, our hours allotted, for each position, and then a kind of price building out into here. Same thing for ODCs. If all the ODCs being used, the quantity, and the unit prices involved. In here, I can add add labor categories, kind of if I need a reviewer to go in and say that they want more labor or a different type of labor, we can add a kind of an unassigned row to be determined, and as well with our ODCs here. So with that, kinda wanna talk about a little bit of how we can get to the prices for labor categories and and, ODCs here. And so what's great about GovDash is, we have a fully connected product. So, if I open our AI assistant over here, we can go ahead and I can ask questions about our pricing structure. I can, as he's omnipresent of not only the solicitation, but also our work our workbook here. I could ask him to do any type of of manipulation on labor category, create new labor categories. Let's say I had, let's say the solicitation did not come with a, any type of, labor category, descriptions. And I can have, Dash go ahead and... I gave him an internal rate card, some agency listing, or just any list of labor categories they normally use with or without rates. I can go ahead and ask him to create a staffing matrix in here, and we'll go ahead and see these appear if I need him. If I don't have rates, I can ask him to do market research doing a web search. He'll... He can check any source that I I would I would like that's publicly available. And so this exists throughout Pricer where I can change, just about anything within Pricer without having to use the UI here. I can kind of just type that to him, and what we'll see is kind of some blue highlights of things change. Same thing for ODCs. Let's say I had some type of list of... Maybe I have a common material a lot. I can go ahead and ask Dash to go and, use that list and input those, unit prices. Maybe I had a previous, bid that I had I worked up and I had entered that into gov dash or maybe it's another workbook that I created, and it's relevant enough where I can still use the same unit prices, I can go ahead and have those be entered and just kind of ask them to do that. So with that, I'll jump into our kind of indirect rates here. So, I'd like to start by saying I did not... I kinda just entered these rates in, for demo purposes, so I wouldn't take these as as anything we want to use, nor exposing information. Ava, Yep. You know what my favorite, functionality is? Like, Yep. under actions, like, filling in with the market price, can, we. also show that? Yep. Yeah. So. I had... I... I'd already run that with this, and that's how we got these. numbers here. Amazing. If I go through, Dash, I'd go... Gone through, but let's show a little bit more on, the senior program manager market research. So each. of these, labor categories has some type of rate source involved, and then we can also link the source references in here. So if I open up, edit rate here, we can see a little bit more in kind of editing the rate. If I need to change from our indirect rates, I can, you know, turn off auto type play and enter in one of these. But I can also see here that the... Here are the source references for the rates involved and kinda draw the connection. So that way everything's really all in one and we have all the connections we need to go from the requirement to the number of hours and the effort being put in to where we're getting our numbers. Yeah. This was, like, one of those, like, favorite things we got from the customers. They specifically requested us to put that button over there to make it easier to fill the market rates. Let us know how you think about it. Mhmm. Yeah. Thanks, Drew. That's good. That was a good good point. I don't think I I pointed that button out. So with our our our indirect rates here, there's a a lot of things that indirect rates can do. We can really apply them in any any general type of way, but we've really set up gov dash pricing to be as flexible as possible. Adding a new rate is as simple as pressing add rate, entering in some type of title, and what we applies... What that rate will apply to. And the other kind of added effort in here, I'll kinda use a slider here to demonstrate, but, we have our total price build up and the, and the... Sorry. The build up on the right. And I can go through and I can change the slide, and we'll see everything change, as I make these changes here. So any type of change I make here will be reflected as is, and I can hit save or reset given everything really propagates out. I have to press save here, and if I don't, it'll only change for the screen. Once I press save, it'll go ahead and go out. But on top of showing all of how the price builds up here, I can separate by rate pool, kind of give a combined effort in here, as well as view some cost levers in here, which kinda brings us to our what if scenarios where I'm able to, kind of spin up different scenarios and see, how price change if some other element or variable changes within pricing. So one of the next questions in here might be, so this is great, Evan, but I have to then submit a government pricing sheet. And so, one of the the, more valuable things in here is that I can actually open up Dash in Excel. So if I have an Excel document and I open up, let's say, the government pricing sheet, I open that up, and I have this workbook completed. And and got Dash had kinda helped me, you know, create this workbook. I really like how it looks. But now I need to go put it into my government pricing sheet. The UI for that looks exactly like this where I kind of log in. I'm in the screen, and I can turn on price here. And once I have done that, I can ask Dash and say, hey. Could you fill out this government pricing sheet, with the unmanned maritime system support web, workbook that I created in gov dash? And so Dash kind of having the, omnipresence of the solicitation in this workbook. He's able to kind of enter that in. If he has any questions, he'll go ahead and ask you, as those pricing sheets can virtually be infinite in what they look like, although it's always focused on pricing. We're able to kind of put that in there. And that doesn't apply only to pricing sheets, but I can make that any type of template. So let's say I had my own template for internal use versus the external one I give out. We can go ahead and and fill those both out just with the information here. And that really makes that export feature, pretty interested in what we can export to. Evan, we are getting great questions. So. I have to... can. I ask one of them? Yeah. Aviso has this question on the chat. For market pricing, will the tool show which percentile within the market direct labor range range it selected. Yes. So if I were in labor categories here, let's see if the... This one this one is giving a median in here. And so what's the added benefit of saying... So I can, one, press this market data button, and we'll go ahead and fill these out. This will use kind of the, medium averages in here. But if I were to ask Dash to do the exact same thing, so that ability is the same as if I typed a prompt in here or filled with market data. But if I use Dash, I can hone that in a little bit more. So if I have a number I want to use or I can ask him to say, hey. Given my black hat analysis of the solicitation, I think a percentile of labor for x y z labor categories should fit between here. Could you go ahead and find that out for me? And he can run that. He'll he'll take it and run and and input that here, and we'll kind of see the... That add up. So... Yes. Perfect. And one more is coming. Donna has a great question. Like, are there integrations to paid sources such as comp analyst? Not with comp analyst. I can give, information on ERI where I did have a conversation with them, but... So... And they didn't allow any any, connection between there even if it's a a paid source, not by us. But with that, you can always export that information and and and, drop that into the chat here and say, hey, Dash. Could you go ahead and fill in the data using this export that I have? And so we'll see that run out here and and get get that done. Yeah. Which is still a great way around it, I feel. Like, still very fast. Perfect. Donna has one more question, which is a great question to have, and it's, on our road map. Right? I'll let you speak about it, Evan. Oh, what... What's the... I can't do that question. Oh, Sorry. you can't read it? Okay. Yeah. Does PRICER take into account specific competitor intelligence, which we know you guys carry a lot? If so, how is that in... Incorporated? PTW. Yep. Yeah. So, competitor intelligence at the moment, works through Dash. If I turn a web search here and I were to ask Dash to go ahead and look at some competitors' job postings, and maybe they... We know that they're going for some type of solicitation, and I ask them to go look for the job posting. If it's a if it's a publicly available, link, he can go ahead and view that. If I were to go... I... Dash has access to USA spending here. If I want to look at more information there, I can. And so that's currently, at the moment, kind of the the the state that we're at for, that more competitive analysis look. But in the future, where we're really going with that is a little more robust, solution within price itself, where at any moment, if I'm looking at some type of cost element, I'm I'm always going to be focused on, competitors and then the general market as well. So having those both views is really what's gonna be helpful, but I'll leave that kind of more to the the... Once we get into that project a little bit more, we'll see some some things turn up on the the gov dash marketing pages. Exactly. And when we say in the future, like, we mean within months because we are really fast, on launching products. So... Perfect. Sorry, Evan. I'll let. you continue. No. No. Good. And there are a couple more questions, but, yeah, I'll let you continue. the demo first. Yeah. I I just had one last thing as well. So within Pircher itself, you know, one thing I didn't mention, I didn't even scroll down this page all the way, but we have a... What what we call the strategy narrative in here. If I open this up, it's a little bit of a a supplemental information about, if I were to give information out to, proposal or capture teams, what would I want to share? And so, of course, I did not fill this, this pricing workbook all the way, so we'll see some of these writer's notes in here. But I can edit this and kinda write whatever I would like in here. But this is supplemental really to what the the... How this system connects to our proposal. So if I open up a proposal in in gov dash or that has this this pricing workbook that's ran, and I have those cost elements or those those, of each section of the proposal and then we have our cost volume. And so Devash will go ahead and and kind of run that that, generation of a proposal for you. And in that, the sections that are able to cost volume, will have the information of this workbook as well as the information, from our strategy narrative in here. So a little bit more of influence from our pricing analyst that's that's writing all this. Let's say the the teams need to be a little more separate. People only have access to certain items. You know, we can kind of create that filter here and help drive that system a little bit more. But with that, we'll go ahead and write those cost volumes. In that way, the connection between our hours, how we're staffing, and pricing, all line up with the proposal as our side by side and always connected. Yeah. It's like the story was... Yeah. behind the number. Right? One. of the learnings from the case studies is that, like, this is the story that all your team can agree on, and it's it's there, like, for anyone's view, between your proposal team. Perfect. So, Evan, one more question. Julie asks, can you ask, Pricer to give you the LPTA to get your bottom range? Mhmm. Yeah. So I wanna make sure I answered this correctly too. So with this, what's really great about Pricer is that I can really... When I'm setting up that bid and I'm really setting up the initial pricing structure, there's a lot that I can continue to build off of that if I have the right data. So in the beginning, let's say I have previous, maybe, you know, all those labor categories are... I'm not grabbing rates from market research or or I'm not grabbing that from, some type of listing, but I'm grabbing that from people salary that I have. And so with that, you know, at that point, that... That's really set in stone. If they have the amount of hours able to work for these certain periods, and I'm going to kind of plug them in and use them, you know, I kind of get to that final price with some... The risks involved. And so I can ask a lot of that... Those questions, if I have the correct data. Mhmm. I see Karen has a question as well. Can. you find a costed bill of material with line item detail that rolls into a single... Yes. So, that's actually the one tab I didn't press on was line item tab. If you want, we have time. We can go back. However... It's okay. It's a... I can I can kinda describe it out? So. that that line item tab, works the same as as... I find it to look pretty similar to if I was just kind of writing them into Excel. But with that, every single one of those line items is connected. Let's say it was all about our ODCs or or some materials. All the line items are connected to whichever cost element we have. So if I make a change for a labor category and a labor category page, we'll see that reflected in line items. We have our our our... Can set up in there, all these different type of item number, configurations where you can then also select that schema that we identify. But we'll identify the line items in the solicitation if they're present, put them in there, and then I can ask Dash again, say, hey. Could you now enter in my cost elements, into line items there? If, the same way around, if I had a bill of materials, I could go put the bill of materials into Dash and say, hey. Could you enter in our, all these materials? And then can you enter them into our line items? If he has any questions about how you would like your line items set up, he'll ask you, and we can then execute on that. Exactly. Alright. We are... The floor is now open for all questions. If there's anything you have in your mind about the demo, about the cases we covered where government contractors, like, messing up their pricing submissions. Please go ahead. Ask ask us anything. Great great questions so far, though. I really like the questions Donna asked because, like, we get those from customers a lot. Right? Integrations to paid sources, competitor intelligence, which is... We are working towards. Alright. Questions. Alright. We have one. Yeah. If the... share it. Includes a, price number to complete. Yes. So, RFQ includes a price template to complete. Yep. Can DoorDash fill that. in? Yeah. So with this, if we have completed a workbook in there, so if you have completed our gov dash price or workbook, if I had used, you know, Dash to help me figure this out, and I... We have, Dash hooked into Excel. So it's a add on to Excel, and I can type into Dash and I can... And he'll be able to reference all of your team's items and say... For example, I could say, the... What was the solicitation called? HeyDash, could you please use the unmanned maritime system support, workbook in gov dash to fill out this template? And so with that template, I'll make sure I fully read. Say. Yeah. With the template, we'll be able to, just fill that in. And if he has any questions, we'll go ahead and then kind of ask from there. For a lot of the bids, the ability to provide the staffing, make sure plans are written by template complete, pre populated. Yes. So with that, there is a bit more on, a staffing matrix that we can use in gov dash. And so we... Dash has access to the database that is kind of lined up that way. That's actually... I didn't show this piece because it's it's in development, but we can get a little bit further into that. But he has all the the correct numbers he needs. I just need to now display it in the screen. But... Yeah. Yeah. And, Yep. Christine, I just, sent you a playbook video that actually goes over this, use case. So please, you you can watch it anytime on your free time. Yep. Perfect. Also, Julie, did I understand it correctly that AI generates your narrative? Yes. DoorDash can do that. Again, it's it's the trust but verify notion. And so the same way we have, Dash hooked into Excel, it's hooked into Word. So if I were to export our generated proposal to Word, I can then iterate on top of that, make the adjustments I need in a very quick manner, and go from there. Yeah. Yeah. Julie had this question, that, like, did I understand it correctly that AI generates your narrative? And he actually... She actually has a follow-up question. Describe the risk narrative that it might generate when you're driving FFP, LPTA, noting the translately in my market. Okay. So, Dash can... So, Dash can create custom documents for us as well. So if if we're kind of in there and I have my pricing sheet and I have all my my pricing information, supplemental information from the solicitation documents. They'll be able to kind of do a deep dive into it, especially when we have sources attached. And sources are always a big deal with AI. We want to know exactly where it's coming from. It helps reduce, issues that come out of these of these, you know, AI generations. And so that's why, GoDaddy is deeply embedded with sources. And for almost every response, we'll see sources or or some type of link to some, claim. And so with that, we can get pretty in-depth. I can run a, I don't know if you've seen, like, the, deep research button, on that, but Dash has the exact same ability where it's it's actually deep research, but now it's connected to your team. It has all your information. So it makes it a little bit better than kind of just an apparent, AI use where we have all these deeply embedded information about how your bid is built up. I can edit things in there and then also your team in general. Absolutely. Just checking. We answered all the questions in the chat. Correct? Mhmm. It looks like. Perfect. Any other questions? Let's give, like, one more minute. I know in the November 10, Oh. webinar, we'll be going. to a a very big dive in there, Oh, and. that'll be that'll be a lot of fun. Kristen says, not a question, but pretty cool stuff. Excited to try it. out. This is exactly... Yep. Thank you. You guys should join to our November 10. We are basically gonna do, like, a live session. We are gonna open accounts for you all, at GoldDash. We are gonna give you free credits to give it a try, and bring you, like, a live solicitation. So we are really excited. Please, we are now gonna drop the link, in the chat to register for this session as well. Britney, if you can get that in to the chat, it will be amazing. And then as always, you can... If you go under docs tab, you will see information about Galvestrepricer. Perfect. Thank you so much for the link. And then after this webinar, we are gonna send the recording, the slides that we covered, the checklist that we covered, tomorrow morning. So don't worry about... Along with the recording. So don't worry about it. And then the dime is anything else, anything important. Nope. You're all set. But, yeah, we are really excited for the November 10. It's basically a workshop. It's not a webinar this time. It's on hands. Yeah. You're gonna... We are gonna let you price a live solicitation using gov dash pricer. So please go ahead and register. We look forward to seeing you there. And if you're, like, really interested in gov dash price, so please book a demo with us, and then we can walk you through more in detail. Yep. You'll probably end up talking to me again, so that's good. Exactly. But this is, like... Just to emphasize one more time, like, Govdash Pricer is built based on government contracting pricing expert feedback. We worked with, like, pricing experts, proposal writers, like, everyone who was submitting bids, the night before and have experienced errors like the cases we covered. So we really, like, take your feedback, and thoughts into consideration. So please feel free to email us, reach out to us, provide feedback. We always look out for those. Thank you so much for joining and staying, forty five minutes with us. We look forward to seeing you guys on November 10. Yep. Cool. Thank you, everyone. Thank you, everyone. Cheers.