Recommendation: Build 15% bench buffer into pricing. Propose offshore/nearshore flex model for Workstreams 1–2.
HL7 FHIR Data Layer
Low Risk
Well-defined interoperability standard. 6 FHIR implementations delivered in the last 18 months. Strong bench depth.
✅ Proof Points — Past Engagement Matches
Baylor Scott & White (2024)
180-app Azure migration, $8.2M TCV, delivered 2 months early. Factory model reference — directly applicable to Workstream 1.
HCA Healthcare (2023–2025)
.NET modernization program, 45 applications, staff aug model with 92% retention over 24 months. Maps to Workstreams 2 & 4.
Texas Children's Hospital (2024)
HL7 FHIR integration layer + real-time analytics. Won innovation award from client CIO. Direct proof for Workstream 3.
Anthem BCBS (2023)
HIPAA compliance modernization + identity platform. SOC 2 Type II acceleration — 6 weeks ahead of schedule. Maps to Workstream 6.
🎯 Win Strategy — Key Differentiators
🏥
Healthcare Pedigree
4 Texas-based health system references in last 24 months. Evaluation weights experience at 20% — these references are gold.
🏭
Factory Model for Migration
Baylor Scott & White case study directly addresses their biggest scope item. Show tooling, show velocity metrics.
💰
Hybrid Pricing as Risk Management
Position pricing model as protecting Meridian from cost overruns. Frame as fiduciary responsibility, not self-protection.
📍
Local Dallas Bench
Reduces travel costs, improves retention. Critical for 36-month engagement where continuity is weighted at 10%.
💵 Pricing Model Recommendation
✓ Recommended
Hybrid Model
T&M for Workstreams 1, 2, 4 (migration, modernization, staff aug) — scope variability too high for fixed-fee. Fixed-fee for Workstreams 3, 5, 6 (data platform, PMO, security) — proven delivery patterns.
Blended Effective Rate$185 – $210/hr
Target Margin32 – 36%
Cobol Risk ContingencyBuilt into T&M
✗ Not Recommended
Full Fixed-Fee
RFP hints at client preference — "budget certainty" mentioned 7 times. However, Cobol integration risk and migration scale make full fixed-fee a margin trap.
If Client Insists+20% risk contingency
Change Order ProvisionsRequired for Cobol findings
⚠️ The Cobol integration alone has a 40% variance range. Full fixed-fee without contingency provisions could erode 8–12 points of margin.
🚩 Competitive Landscape
ACN
Accenture
Incumbent on ERP. Will likely bid. Strong brand but client fatigue on current engagement (referenced in RFP appendix).