Hinz Sight Volume 9

2024 Bids to keep an eye on

New Feature For 2024

“Through 2024 we will regularly feature various large and exciting bids. Over the next months, you’ll see insights and information about pursuits from the list below.”

Dan Marsh ~ Co-Chairman, Hinz Consulting

2024 Opportunities

1. VA – CCN NEXT GEN
2. NASA – SEWP VI
3. GSA – ALLIANT 3
4. Energy – ORNL M&O
5. HHS – CIO-CS
6. Energy – M&O LBNL
7. Air Force – C2E
8. Army – ITES-4S
9. Transportation – FAA SAVES
10. Energy – CBOSS 2
11. Defense/ Transportation Cmd – CRAF
12. Energy – M&O FNAL
13. Commerce – PROTECH 2.0 Weather Domain
14. Navy – DB DBB MACC
15. Air Force – CFT
16. MDA – MIOES
17. DHS – PACTS III
18. Air Force – DAFSTS II
19. Army – PD Aerostats MATOC IDIQ
20. Defense/ Transportation Cmd – USC
21. USAID – PSA HIV
22. HHS – NEC
23. VA – DB Services Eastern Region
24. VA – DB Services Western Region
25. VA – DB Services Central Region
26. Justice – FBI RMACC 2
27. Army – Vertical Const MATOC ECSO
28. State – ACCESS
29. Army – D3I2 D2
30. Defense/DLA – Chem/POL
31. EPA – GLNPO-RRS-II
32. Army – CoMSupCen
33. State – INL WHP FA4
34. Navy – IT Enterprise Eng Ops & Hosting Services
35. HUD – IT Infrastructure Operations and Maintenance Services

Competitive Intelligence and Pricing

What Has a Bigger Impact on pWin – Customer Relationship or Strategic Pricing?

“In complex procurements, having a strong customer relationship and utilizing strategic pricing are both critical to increasing pWin. While customer relationships build trust and cater to long-term goals through deep client insights, strategic pricing offers an immediate competitive edge and clear value propositions. Their relative importance varies with industry dynamics and specific procurement characteristics, ultimately requiring a balanced approach.”

Chris Placzek ~ SVP, Pricing Services, Hinz Consulting

Key Takeaways

1. Balanced Approach:

In complex procurements, a balanced approach that leverages both customer relationship management and strategic pricing is often the most effective strategy for improving win probability.

2. Role of Industry and Procurement Nature:

The importance of customer relationships versus strategic pricing varies depending on the industry and the specific nature of the procurement, with customer relationships being crucial in high-value, service-focused industries and strategic pricing in cost-sensitive markets.

3. Short-term vs. Long-term Focus

While strategic pricing can provide a significant short-term competitive edge, especially in budget-driven decisions, strong customer relationships play a vital role in building long-term trust and understanding, which is essential for sustainable business growth and repeat business.

AI Corner

2024 will be a year of ‘AI action’

“2024 is forming into a year of AI action, rather than observation.  More companies have reached out for AI tool selection discussion in January than all of 2023.”

Josh Thiel ~ SVP, Hinz AI COE, Hinz Consulting

Benefits of an AI Proposal Tool

Time Efficiency:

The AI Proposal tool revolutionizes the proposal creation process by significantly reducing the time investment. Streamlining traditionally laborious tasks, such as content generation and formatting, allows organizations to accomplish in minutes what would typically take hours or days. This newfound efficiency empowers teams to respond swiftly to proposal requirements, enhancing overall productivity.

Consistency and Standardization:

A key advantage of the AI Proposal tool is its ability to ensure consistency and adherence to predefined standards. By automating language, style, and formatting, organizations present polished and error-free proposals. This commitment to standardization not only elevates the quality of submissions but also reinforces a professional and cohesive image.

Culture Corner

To achieve your goals in 2024, be sure to keep a few things in mind:

1. Have a Clear Vision:Define your destination clearly. A clear vision serves as your compass, guiding every step of your journey. It’s the foundation upon which successful endeavors are built.
2. Speak It into the Universe: Articulate your goals boldly. Speaking your aspirations out loud not only reinforces your commitment but also sends a powerful message to the universe. Your words have the potential to shape your reality.
3. Take Small, Daily Actions Towards Your Goals: Progress is a series of small steps. Break down your ambitions into manageable, daily actions. These consistent efforts, though seemingly minor, accumulate into significant strides, propelling you steadily toward your larger goals.

Success Stories

ESS VII for U.S. Army Corps of Engineers – Huntsville Engineering and Support Center

“At Hinz Consulting, we thrive on turning challenges into successes. Our support for the ESS VII bid for the U.S. Army Corps of Engineers exemplifies this commitment. Despite navigating evolving scopes, holiday constraints, and tight timelines, our team ensured not just timely submission but a proposal that truly represented the client’s qualifications.”

~Hinz Consulting

Overview

• Dynamic Scope Expansion: Our involvement evolved from initial support for Proposal Management to comprehensive proposal development, including technical writing. Adapting to this dynamic expansion, we seamlessly integrated technical content across all bid sections.
• Strategic Time Management: The proposal period coincided with the December holidays, posing challenges with staff availability. Our team strategically managed progress by maintaining open communication, rescheduling milestones, and providing continuous technical writing support, ensuring productivity during the festive season.
• Client Satisfaction and Timely Submission: Despite the complexities, we met the challenge head-on. The proposal was submitted on time, exceeding the client’s expectations. The feedback received affirmed not just satisfaction but gratitude for our support in representing their qualifications effectively.

As we wrap up this edition of ‘Hinz Sight,’ we thank you for joining us on this journey through the intricacies of government contracting. Remember, hindsight is not about looking back—it’s about moving forward with the clarity and confidence gained from our shared insights.

Warm regards,

The Hinz Consulting Team