In This Week’s Newsletter:
- Opportunity Spotlight of the Week: SEIC III
- Four To Follow: Four Interesting Pursuits
- Pricing Insights: Solution-Based Price to Win
- Capture Corner: Compliance
Opportunity Alert – SEIC III
Contact Katie: katie.clatterbuck@hinzconsulting.com
Department of the Air Force, Systems Engineering and Integration Contract (SEIC III)
The Department of the Air Force requires a contractor to support the development and maintenance of Mission Planning components, architecture design, security patches, and infrastructure improvements. This single award, $359M opportunity is anticipated for release on or around August 2026 via OASIS+ UNR, with a projected award timeframe of December 2026.
Contact Hinz Consulting today for Capture, Proposal Management, and PTW support.
Four to Follow
- US Space Force, Space Systems Command, Space Domain Awareness Novel Innovation Pipeline for Enhanced Resilience (SDA) (SNIPER). On September 13, 2025, the Contracting Office released a Sources Sought Notice for interested contractors able to perform rapid prototyping for innovative tools to improve existing (SDA) systems and capabilities. Responses are due not later than 5:00 PM MDT on October 6, 2025. The final solicitation is expected to be released around January 2026, with a projected award date of August 2026. The value and competition type are currently unknown. Continue to monitor SAM.gov for changes in the procurement timeline.
- Department of Homeland Security (DHS), Program Evaluation and Performance Management Services for the Sector Risk Management Agency (SRMA). DHS Cybersecurity and Infrastructure Security Agency (CISA) and the State and Local Cybersecurity Grant Program (SLCGP) need a contractor to provide identification and guidelines for assessing the criticality and efficiency/efficacy of the SRMA. The estimated release date for this $10-20M effort is June 2026 through the OASIS+ vehicle. While the competition type is currently unknown, awards are estimated to commence in Q4 FY 2026. Continue to monitor SAM.gov, apfs-cloud.dhs.gov, and your eBUY portal for updates.
- Department of the Air Force, US Space Force (USSF), Advanced Cyber Effects Services (ACES). USSF requires a contractor to provide cybersecurity engineering support, cyber defense engineering and training, and cyber defense operator instructor support. This $107M opportunity is estimated for release under OASIS+ UNR on or around December 2025, with a projected award timeframe of November 2026. The competition type is currently unknown. Continue to monitor your eBUY portal and SAM.gov for any further information on this opportunity.
- Department of the Navy, Joint Staff J7 Deputy Directorate for Joint Training (DDJT), Collective Joint Training Support. On August 21, 2025, the Contracting Office released a Sources Sought notice, with a Draft Performance Work Statement (PWS) and RFI. Responses to the Draft PWS and RFI are due no later than October 3, 2025. Final Solicitations are estimated for release on or around January 2026 via SeaPort NxG, with a projected award time of June 2026. The competition type for this $90M opportunity is currently unknown. Continue to monitor SAM.gov and your SeaPort portal for further information.
Solution-Based Price to Win
Contact: gerrod.anderson@hinzconsulting.com
The objective of Price to Win (PTW) analysis is to evaluate competitor pricing and technical scores to establish a winning price that maximizes return. A solution-based PTW requires technical and programmatic expertise, in-depth competitor knowledge, and a strategic understanding of customer requirements and evaluation criteria.
This approach has become even more important as DOGE drives price to be the most important factor in award. Having an independent solution-based PTW empowers pursuit leads with an alternative that can challenge their assumptions and drive a winning solution.
Competitor Solutions: The foundation of a bottom-up PTW analysis is an accurate cost estimate based on each competitor’s anticipated solution. What technologies will they employ? What tools and methods will they use? Which labor categories will they rely on? Based on the answers, a detailed Work Breakdown Structure (WBS) is created for each competitor.
Cost Estimates: From the WBS, a Basis of Estimate can be developed to estimate labor hours, material costs, and Other Direct Costs. These estimates can be based on various estimating methodologies, such as a detailed Bill of Materials, by analogy to similar systems or programs, or using parametric models. Direct labor rates and indirect rates (wrap rates) are then applied to arrive at a full-up competitor cost estimate.
Pricing Strategy: After estimating costs, each competitor’s approach to pricing is evaluated based on factors such as contract type, strategic importance of the program, incumbency, investment strategy, profitability goals, and recent wins and losses. Equally important is an understanding of the customer evaluation approach, such as being willing to pay a premium for higher capability or preferring the lowest-cost compliant offer.
In addition to defining a PTW target, the bottom-up solution-based analysis provides independent insights into competitor technical approaches and associated impact on cost and price. These insights can highlight areas where small changes can significantly lower prices as well as provide opportunities to ghost competitor strategies. Instead of just setting a target price, solution-based PTW informs design, teaming, and bid strategy decisions. The result is an offer shaped around what will win, not just what it will cost.
Hinz has PTW experts who are well-versed in different types of PTW analysis. Reach out today!
Capture Corner: Compliance
Contact Nick: nick.mccauley@hinzconsulting.com
In the high-stakes world of public sector contracting—whether federal, state, local, or education (SLED)—capture management isn’t just about identifying opportunities and assembling a winning team. It’s also about navigating the labyrinth of compliance requirements that can make or break a bid. Too often, compliance is treated as a last-minute checkbox during proposal development, leading to rushed efforts, costly revisions, or even disqualification. But by integrating compliance early in the capture process, you can turn potential pitfalls into strategic advantages. Here’s how to do it effectively, with real-world insights from solicitations like the Missile Defense Agency’s (MDA) HQ085925RE001 for the SHIELD Multiple Award IDIQ Contract.
Why Early Integration Matters
Public sector procurements are laden with regulations, from FAR/DFARS clauses in federal contracts to state-specific rules in SLED markets. Evolving mandates like cybersecurity standards (e.g., NIST SP 800-171 Rev 2 for CUI handling) or diversity goals under small business set-asides are becoming more stringent. Delaying compliance checks can result in surprises, such as discovering your team lacks the necessary certifications or that your solution doesn’t meet accessibility requirements under Section 508.
For instance, in MDA SHIELD, Section C explicitly requires cybersecurity compliance with DFARS 252.204-7012, including an Information Management Control Plan (IMCP) for CUI flow down to subs and CMMC Level 1 self-certification for all primes and team members. The solicitation also references FOCI disclosures (SF-328) and minimization of data rights. Ignoring these early could derail a bid, as they tie directly to evaluation factors and post-award obligations.
Starting compliance integration during opportunity qualification—months before an RFP drops—allows you to:
Assess Risks Upfront: Use tools like GovWin or internal checklists to scan solicitations for key compliance triggers, such as OCI (Organizational Conflicts of Interest) or export controls. Following the MDA SHIELD example, an early review of Section H would identify the need for OCI mitigation plans and insurance, as per FAR 28.307-2.
Align with Customer Needs: Engage agency stakeholders early through RFIs or industry days to clarify compliance expectations, ensuring your capture plan incorporates them from day one. For the MDA opportunity, pre-RFP questions could probe CMMC implementation, as seen in industry queries about DFARS Case 2019-D041.
Key Steps to Integrate Compliance Early
1. Build a Compliance Framework in Your Capture Plan: During the initial pursuit phase, create a dedicated section in your capture strategy for compliance mapping. Identify must-have requirements (e.g., CMMC Level 1) and assign owners. For SLED, consider local preferences such as prevailing wage laws or environmental standards.
2. Conduct a Compliance Gap Analysis: Evaluate your organization’s readiness against the opportunity’s likely requirements. For example, if the contract involves data security, audit your systems against NIST guidelines. Involve legal and compliance teams to spot gaps.
3. Incorporate Compliance into Teaming Decisions: When selecting partners, prioritize those who complement your compliance profile. A small business teammate can help meet set-aside goals, while a certified cybersecurity firm can bolster your CMMC posture. Use NDAs and teaming agreements to ensure shared compliance responsibilities, especially for multi-year IDIQs.
In conclusion, treating compliance as a core capture element—not an afterthought—positions your bids as reliable and ready to execute. Start early, stay vigilant, and watch your public sector pursuits thrive.
What’s your biggest compliance challenge in capture? Share in the comments!
- October 2nd: 2025 Intel Summit in McClean, VA
- October 16: 2025 GovCon International Summit in McClean, VA
- November 5-6th: GovAI Coalition Summit in San Jose, CA