Contractor Performance Evaluation in Government Contracting

Contractor Performance Evaluation in Government Contracting

Posted on by Neal Peters

In government contracting, ensuring the efficient and effective performance of contractors is paramount to the success of projects and the fulfillment of agency objectives. Contractor performance evaluation plays a crucial role in this process, providing valuable insights into the quality of work, adherence to contractual requirements, and overall performance of contractors. This blog aims to demystify contractor performance evaluation, offering a comprehensive understanding of its significance, key components, and implications for government agencies and contractors alike.

Understanding Contractor Performance Evaluation:

Contractor performance evaluation involves the systematic assessment of a contractor’s performance throughout the duration of a contract. It encompasses various aspects, including quality of work, timeliness, responsiveness, compliance with contract terms, and adherence to performance standards and specifications. The evaluation process serves as a mechanism for measuring contractor performance against predetermined criteria, identifying strengths, weaknesses, and areas for improvement, and providing feedback to both the contractor and the contracting agency.

Key Components of Contractor Performance Evaluation:

  1. Performance Metrics: Establishing clear and measurable performance metrics is essential for evaluating contractor performance objectively. These metrics may include quality of work, timeliness of deliverables, adherence to project milestones, responsiveness to client needs, and compliance with contractual requirements.
  2. Performance Evaluation Criteria: Contracting agencies define specific evaluation criteria based on project objectives, contractual terms, and performance standards. These criteria serve as benchmarks for assessing contractor performance and determining the level of achievement.
  3. Performance Evaluation Process: The performance evaluation process typically involves regular reviews and assessments conducted by designated personnel within the contracting agency. Evaluation criteria are applied systematically, and performance data is collected, analyzed, and documented to support objective evaluations.
  4. Performance Rating System: Contracting agencies often utilize a performance rating system to assign scores or ratings to contractors based on their performance against established criteria. These ratings may range from exceptional to unsatisfactory and are used to communicate performance feedback to contractors.
  5. Performance Improvement Plans (PIPs): In cases where contractor performance falls below expectations, contracting agencies may implement Performance Improvement Plans (PIPs) to address deficiencies and outline corrective actions necessary for improvement.
  6. Performance Evaluation Documentation: Comprehensive documentation of performance evaluations, including performance ratings, feedback, and any associated actions or decisions, is essential for maintaining transparency, accountability, and legal compliance.

Importance of Contractor Performance Evaluation:

Contractor performance evaluation serves several important purposes in government contracting:

  1. Ensuring Accountability: Performance evaluations hold contractors accountable for their performance and adherence to contractual obligations, fostering transparency and accountability in government contracting.
  2. Identifying Areas for Improvement: By highlighting strengths and weaknesses, performance evaluations enable contractors to identify areas for improvement and implement corrective actions to enhance performance.
  3. Informing Decision-Making: Performance evaluation data provides valuable insights for contracting agencies, enabling informed decision-making regarding contract renewals, modifications, terminations, and future procurements.
  4. Enhancing Contractor Relationships: Effective performance evaluations foster constructive communication and collaboration between contracting agencies and contractors, leading to stronger and more productive relationships.
  5. Improving Project Outcomes: By monitoring and assessing contractor performance, agencies can proactively address issues, mitigate risks, and ensure successful completion of projects, ultimately delivering better outcomes for stakeholders.

Conclusion:

Contractor performance evaluation is a critical aspect of government contracting, essential for ensuring accountability, driving performance improvement, and achieving project success. By establishing clear evaluation criteria, implementing robust evaluation processes, and fostering open communication, contracting agencies can effectively assess contractor performance, drive continuous improvement, and ultimately optimize the delivery of goods and services to meet the needs of government stakeholders and the public. Contact us to learn more!

FAQs about PWS Government Contracts

FAQs about PWS Government Contracts

Posted on by Neal Peters

Performance Work Statement (PWS) contracts are a fundamental aspect of government contracting, providing a framework for procuring services based on desired outcomes. However, navigating the complexities of PWS contracts can raise numerous questions for both government agencies and contractors. In this blog, we’ll address some common FAQs about PWS government contracts to provide clarity and guidance.

What is a Performance Work Statement (PWS) contract?

A PWS contract is a procurement method used by government agencies to acquire services based on performance outcomes rather than specific tasks or processes. It outlines the scope of work, objectives, deliverables, and performance standards expected from the contractor.

How is a PWS Contract Different from Other Types of Contracts?

Unlike traditional contracts that focus on prescribing methods or processes, PWS contracts emphasize the desired results or outcomes. They provide flexibility for contractors to propose innovative solutions and approaches to meet the objectives outlined in the contract.

What Should be Included in a PWS?

A comprehensive PWS should include a clear description of the scope of work, performance objectives, deliverables, performance standards or metrics, quality assurance requirements, and any other relevant terms and conditions. It should provide sufficient detail to ensure mutual understanding between the government agency and the contractor.

How Are Performance Metrics Established in a PWS Contract?

Performance metrics in a PWS contract are typically established based on the desired outcomes outlined in the contract. These metrics may include Key Performance Indicators (KPIs), quality standards, timeliness requirements, and other measurable criteria that define success and performance expectations.

How Are Disputes Resolved in PWS Contracts?

Disputes in PWS contracts are typically resolved through established procedures outlined in the contract, such as dispute resolution clauses or alternative dispute resolution mechanisms. It’s essential for both parties to adhere to the dispute resolution procedures outlined in the contract to address any disagreements or conflicts effectively.

What Role Does Contract Management Play in PWS Contracts?

Effective contract management is crucial for the successful execution of PWS contracts. Contract managers oversee the implementation of the contract, monitor contractor performance, ensure compliance with contract terms and conditions, manage risks, and facilitate communication between the government agency and the contractor.

Conclusion:

PWS contracts are an integral part of government contracting, providing a framework for acquiring services based on performance outcomes. By addressing common FAQs about PWS contracts, government agencies and contractors can gain a better understanding of the key aspects of these contracts and navigate them effectively to achieve successful outcomes. Contact us to learn more!

The Advantages of PWS Government Contracts

The Advantages of PWS Government Contracts

Posted on by Neal Peters

Performance Work Statement (PWS) contracts are a cornerstone of government contracting, providing a structured framework for procuring services from contractors. These contracts emphasize outcomes over processes, allowing for flexibility and innovation in service delivery. In this blog, we’ll delve into the myriad benefits that PWS government contracts offer to both government agencies and contractors.

Flexibility and Innovation

One of the primary advantages of PWS contracts is the flexibility they offer in how contractors fulfill the requirements. Unlike traditional contracts that may prescribe specific methods or processes, PWS contracts focus on desired outcomes, giving contractors the freedom to propose innovative solutions and approaches. This flexibility encourages creativity and allows contractors to leverage their expertise to deliver optimal results.

Clear Expectations

PWS contracts provide clear and concise descriptions of the work to be performed, including scope, objectives, deliverables, and performance standards. By outlining expectations upfront, these contracts help ensure that both parties have a shared understanding of the project requirements. Clear expectations reduce the likelihood of misunderstandings or disputes and promote effective communication throughout the contract lifecycle.

Performance-Based Criteria

Another key benefit of PWS contracts is their emphasis on performance-based criteria. Rather than focusing solely on inputs or activities, PWS contracts define success in terms of measurable outcomes and results. This approach encourages contractors to prioritize performance and accountability, as they are evaluated based on their ability to meet specific performance standards and objectives.

Quality and Accountability

PWS contracts promote quality and accountability by establishing clear performance metrics and Key Performance Indicators (KPIs). These metrics serve as benchmarks for evaluating contractor performance and measuring progress toward achieving contract objectives. By aligning incentives with performance outcomes, PWS contracts incentivize contractors to deliver high-quality services that meet or exceed expectations.

Efficient Service Delivery

By fostering innovation, clarity, and performance-based criteria, PWS contracts contribute to more efficient service delivery. Contractors are empowered to streamline processes, optimize resources, and implement best practices to achieve desired outcomes. Additionally, the emphasis on performance metrics allows government agencies to monitor progress and make data-driven decisions to ensure contract success.

Conclusion

PWS contracts offer a host of benefits for government agencies and contractors alike. From promoting flexibility and innovation to fostering clarity and accountability, PWS contracts provide a robust framework for procuring services and achieving desired outcomes. By leveraging the advantages of PWS contracts, government agencies can drive efficiency and effectiveness in service delivery, while contractors can deliver high-quality solutions that meet the needs of their clients. Contact us to learn more!

Understanding PWS Government Contracts

Understanding PWS Government Contracts

Posted on by Neal Peters

In the realm of government contracting, Performance Work Statement (PWS) contracts play a significant role in defining the scope of work, performance standards, and deliverables for contractors. If you’re new to government contracting or seeking to broaden your understanding of contract types, you may have questions about what PWS contracts entail and how they operate. This guide aims to provide clarity on PWS government contracts and their significance in the procurement process.

What is a PWS Government Contract?

A PWS government contract, also known as a Performance Work Statement contract, is a type of contract used by federal agencies to procure services from contractors. Unlike traditional contracts that specify how the work should be performed, PWS contracts focus on outlining the desired outcomes and performance standards that contractors are expected to achieve. Essentially, a PWS defines the “what” rather than the “how” of the work to be performed.

Key Features of PWS Contracts:

  1. Performance-Based: PWS contracts emphasize performance-based criteria, where contractors are evaluated based on their ability to meet specific performance standards and objectives outlined in the statement of work.
  2. Flexibility: These contracts offer flexibility in how contractors fulfill the requirements, allowing them to propose innovative solutions and methodologies to achieve the desired outcomes.
  3. Outcome-Oriented: These contracts focus on the desired outcomes or results to be achieved, rather than dictating the methods or processes for achieving them. This approach allows for greater innovation and efficiency in service delivery.
  4. Clear Expectations: These contracts clearly define the scope of work, deliverables, performance standards, quality measures, and other requirements, providing both the government agency and the contractor with clear expectations for the contract’s performance.
  5. Performance Metrics: These contracts typically include performance metrics and Key Performance Indicators (KPIs) that serve as benchmarks for evaluating contractor performance and measuring progress toward achieving contract objectives.

How Do PWS Contracts Differ from Other Contract Types?

While PWS contracts share similarities with other contract types, such as Statement of Work (SOW) contracts, they differ in several key aspects:

  • Focus on outcomes rather than processes: PWS contracts emphasize the desired outcomes or results to be achieved, while SOW contracts typically specify how the work should be performed.
  • Performance-based criteria: These contracts place greater emphasis on performance-based criteria and measurable objectives, whereas SOW contracts may be more prescriptive in detailing specific tasks and activities.
  • Flexibility and innovation: These contracts offer greater flexibility for contractors to propose innovative solutions and methodologies for achieving the desired outcomes, whereas SOW contracts may be more rigid in their requirements.

Conclusion:

Performance Work Statement (PWS) contracts are a vital component of government contracting, offering a performance-based approach to defining contract requirements and outcomes. By understanding the key features and distinctions of theese contracts, contractors can better navigate the procurement process and deliver high-quality services that meet the needs of government agencies. Whether you’re a seasoned contractor or new to government contracting, familiarizing yourself with PWS contracts is essential for success in this competitive marketplace. Contact us to learn more!

The Benefits of Proposal Writing Courses

The Benefits of Proposal Writing Courses

Posted on by Neal Peters

In the highly competitive arena of government contracting, the ability to craft compelling and compliant proposals is paramount for success. Proposal writing courses offer invaluable training and resources to government contractors, equipping them with the skills and knowledge needed to navigate the complexities of the procurement process effectively. Let’s delve into the numerous benefits that these courses provide to contractors seeking to excel in the world of government contracting.

Enhanced Proposal Development Skills:

Proposal writing courses provide comprehensive training in all aspects of proposal development, including understanding solicitation requirements, structuring proposals, crafting persuasive narratives, and adhering to submission guidelines. By honing these skills, contractors can create high-quality proposals that stand out to government agencies and prime contractors.

Increased Competitiveness:

With the knowledge and skills gained from proposal writing courses, contractors can significantly enhance their competitiveness in the government contracting marketplace. By mastering the art of proposal writing, contractors can develop proposals that address agency needs effectively, differentiate themselves from competitors, and increase their chances of winning contracts.

Improved Proposal Quality:

Effective proposal courses teach contractors how to develop clear, concise, and compelling proposals that resonate with government evaluators. By learning best practices for proposal planning, content development, and review processes, contractors can significantly improve the quality and effectiveness of their proposals, leading to greater success in securing contracts.

Confidence in the Proposal Process:

Navigating the intricacies of the proposal development process can be daunting for many contractors. Proposal writing courses provide contractors with the knowledge and tools they need to approach the process with confidence. By understanding the key elements of successful proposal development, contractors can tackle each step of the process with assurance and clarity.

Access to Expert Guidance and Resources:

Proposal writing courses are often led by experienced instructors who offer valuable insights and guidance based on their real-world experience in government contracting. Additionally, these courses provide access to a wealth of resources, including sample proposals, templates, and best practices, which contractors can leverage to enhance their proposal development efforts.

Networking Opportunities:

Participating in proposal writing courses allows contractors to connect with other professionals in the government contracting industry. Networking with peers and instructors provides valuable opportunities to share insights, exchange best practices, and build relationships that can lead to future collaboration and partnership opportunities.

Conclusion:

Proposal writing courses offer a wide range of benefits to government contractors looking to succeed in the competitive world of government contracting. From enhancing proposal development skills to increasing competitiveness and accessing expert guidance, these courses provide invaluable training and resources that can significantly improve contractors’ success rates in securing government contracts. By investing in proposal writing courses, contractors can position themselves for long-term success and growth in the government contracting marketplace. Contact us to learn more!

Volume 26

Volume 26

Posted on by Neal Peters

In This Week’s Newsletter: 05/02/24

  • Culture Corner: APMP Military and Veterans Affinity Group
  • Competitive Intelligence & Pricing: Let’s Talk About Inflation
  • Opportunity Spotlight of the Week: SeaPort NxG On Ramp 2024
  • AI Corner: C.R.A.F.T.E.D. Prompts
  • Four To Follow: Get the lowdown on four interesting pursuits!
Culture_Corner__1_

APMP Military and Veterans Affinity Group

Contact Angela: angela.marsh@hinzconsulting.com

As part of an effort to build community in our industry, we are highlighting APMP’s Affinity Groups that hope to foster diversity, inclusion, and enhance the member experience. These groups provide supportive spaces for professionals with shared experiences in life and the industry.

The APMP Military and Veterans Affinity Group is a vital initiative founded to represent the military veterans actively involved in the bid and proposal industry. This effort is crucial to members since so many proposals are focused on developing government contract bids for the defense industry and these professionals have the real-life experience to make a significant impact.

Like other APMP Affinity Groups, the intent is to provide a supportive space where members can help each other develop professionally. The group helps participants connect with other service members who have transitioned into Proposal and Capture careers. Whether it’s discussing best practices or sharing success stories, the Affinity Group serves as a valuable resource for its members.

Leaders of the group, Mark Beha and Josh Thiel of Hinz Consulting, want to bridge the gap between military service and professional success. As a veteran himself, Beha considers “it an honor and a privilege to support the APMP Military and Veterans Affinity Group.” Thiel, also a veteran, hopes to “bring together industry-leading proposal professionals who have military backgrounds to serve as mentors and key speakers for webinars.” If you are interested in becoming a speaker or mentor, please email josh.thiel@hinzconsulting.com or click the “Contact Us’ button below.

The group is open to all APMP members who wish to honor the service of and build a supportive community for veterans.

Next meeting will be at APMP BPC NOLA 2024 on Monday, June 3rd at 3:30!

Contact Us

Tom_CI

Let’s Talk About Inflation

Contact Chris: thomas.hudgins@hinzconsulting.com

Inflation. It is a great talking point for some and for others, it is a pain point. Inflation can increase or decrease so it is in a state of constant flux. While price modeling, inflation is just one factor we use specifically for out years in a contract. Some government clients state that no prices may be increased and in some requests, they state it may be applied based on information from trusted sources, with bls.gov (Bureau of Labor Statistics) and bea.gov (Bureau of Economic Analysis).

Things to Consider

  • Use government-based sites for publicly available inflation information
  • Know historical inflation trends; it could help with proposed pricing
  • One can look at aggregate data, but remember to look at inflation data for one period to the next, assuming that aggregate data is for a current period will not be correct and inflation amounts will look inflated (excuse the pun)
Read The Full Article Here

Bid_Spotlight

SeaPort NxG On Ramp 2024

Contact Len: len.miller@hinzconsulting.com

The RFP was released back on 9 April but there has already been 3 amendments with the latest one (Amendment 3) being released on 23 April and extending the proposal submission date to 18 June. So, if you were on the fence on getting on this major IDIQ, take another look given you now have more time! If you need help, reach out to Hinz Consulting for support.

Contact Us

AI_Corner

C.R.A.F.T.E.D. Prompts

Contact Josh: josh.thiel@hinzconsulting.com

Do you find prompting with Generative AI intimidating? The Hinz AI Center of Excellence uses the following acronym to guide effective prompting:

CRAFTED

  • Clear – Ensure the prompt is clear & unambiguous, like speaking to a new employee.
  • Relevant – Keep prompts relevant to the task or information sought.
  • Adaptable – Design prompts that can adapt to various user inputs and scenarios.
  • Focused – Keep prompts focused on a specific goal or outcome.
  • Tailored – Customize prompts to suit the context and user needs.
  • Engaging – Craft prompts that capture user interest and encourage interaction.
  • Dynamic – Create prompts that can evolve and improve over time based on feedback.

You may not get the perfect output from Gen AI the first time, like the first product from a new employee.  As such iterate with the AI and tweak your prompt to generate the great first draft.

Contact Us

Opportunities

Four to Follow:

  1. OUSDIS Technical Administrative and Professional Support Services: The latest Sources Sought was amended in Dec 2023 so we believe the Government is still finalizing the acquisition strategy for this $1B MA/IDIQ recompete of the 23 incumbent contracts. The current estimate is for RFP release in June 2024 with contract awards in September 2024. Monitor this one closely folks!
  2. Vertical Construction MATOC ESCO Unrestricted: The Army Corps of Engineers, Fort Worth District, anticipates releasing the RFP for this new MA/IDIQ via SAM.gov on/about late May 2024. The Army Corps of Engineers anticipates potentially awarding 5 contracts for this estimated $1.5B program. Awards are expected by the end of December 2024.
  3. Antarctic Science and Engineering Support Contract (ASESC): The National Science Foundation (NSF) is still working on the recompete of this $2.7B program that supports the US Antarctic Program. NSF intends to release the draft RFP via SAM.gov as soon as it is ready and a final RFP is expected sometime in the Q3 of GFY24 with contract award occurring in March 2025.
  4. Special Operations Command Central Command (SOCCENT) Joint Operations Group-Central (JOG-C) Intelligence Services Contract: SOCCENT released a Source Sought notice on 23 April requesting capabilities statements from interested parties, NLT 30 April along with an estimated transition time required to obtain all qualified personnel after contract award. SOCCENT stated there are currently 39 FTEs supporting the mission. It is estimated that a final RFP could be released in August 2024 and a contract award made in January 2025. Given the NAICS code of 541990, and the number of FTEs required, we believe this may become an SBSA contract. Follow this one closely!!!

About Hinz Consulting

Hinz Consulting provides services across the full business development cycle:

  • Proposal Consulting
  • AI Services
  • Strategic Pricing
  • Training
  • Capture
  • Competitive Intelligence
  • BD Transformation Consulting
  • Process/Methodology Consulting
  • Tools and Templates
  • Production Services
  • Small Business
Volume 25

Volume 25

Posted on by Neal Peters

In This Week’s Newsletter: 04/26/24

  • Proposal Perspectives: Interviewwith Rachel Wyatt
  • Opportunity Spotlight of the Week: GSA ASCEND BPA
  • AI Corner: Using Generative AI to Write a Professional Journal Article
  • Competitive Intelligence & Pricing: Price-to-Win is Not the Only Tool in the Pricing Toolkit
  • Culture Corner: APMP Mental Health Affinity Group
  • Four To Follow: Get the lowdown on four interesting pursuits!
Proposal_Perspectives__1_

Interview with Rachel Wyatt, Director of Captures and Proposals

Welcome to the latest installment of Proposal Perspectives, where we explore the multifaceted world of proposal writing and procurement strategies. In today’s edition, we turn our attention to two pivotal elements that can make or break a bid: pricing strategies and the integration of artificial intelligence (AI) into job functions. Rachel Wyatt answers our questions below!

Interview Excerpts:

“How critical do you think pricing and competitive intelligence are to winning bids?”

“It is extremely critical to our success rate for our proposals. Understanding the government budget, independent cost estimates, and knowing where your competition will likely price gives you that added benefit and assurance that you can price your bid correctly and ultimately win the bid.”

“In what areas have you implemented AI into your job function?”

“I’ve found it helpful to create draft language using AI to reach a red team much quicker. This then allows the actual writers more time to incorporate their inflection and the necessary technical data for the customer.”

– Rachel Wyatt, Director of Captures and Proposals

Dive into the depths of proposal strategy as we glean insights from industry experts and practitioners. Discover innovative approaches to crafting winning proposals and harnessing the power of technology to streamline the process. Stay tuned for an enriching journey through the world of proposal writing in Proposal Perspectives.

Contact Us

Bid_Spotlight

GSA ASCEND Blanket Purchase Agreement (BPA) 

Contact Len: len.miller@hinzconsulting.com

This Blanket Purchase Agreement is divided into 3 Pools:

BPA Pool 1 – this pool will cover Infrastructure as a Service (IaaS) and Platform as a Service (PaaS). Multiple awards across Small Business, Unrestricted, and Partial SBSA are expected. POP is anticipated to be a 3-year Base Contract with 1, 3-year options, and 2, 1-year options for a total POP of 8 years. The final RFP is anticipated to be released sometime this summer (estimated July).

BPA Pool 2 – this pool will cover Office Productivity, CRM, and ITSM/ITAM. Multiple awards across Small Business, Unrestricted, and Partial SBSA are expected. POP is anticipated to be a 3-year Base Contract with 1, 3-year options, and 2, 1-year options for a total POP of 8 years. RFI responses were collected on 29 March. The final RFP is currently expected by the end of CY2024.

BPA Pool 3- this pool will cover Cloud-related IT professional services. Multiple awards across Small Businesses, Unrestricted, and Partial SBSA are expected. POP is anticipated to be a 3-year Base Contract with 1, 3-year options, and 2, 1-year options for a total POP of 8 years. The final RFP is currently expected by the end of CY2024.

Contact Us

AI_Corner

Using Generative AI to Write a Professional Journal Article

Contact Josh: josh.thiel@hinzconsulting.com

Generative AI holds significant promise for the creation of professional journal articles. It is a tool that, when accessing a writer’s notes and background work, can generate new content that closely mirrors the style and tone of the original text. This automation of the drafting process saves time and effort, allowing for more focus on creative tasks like editing and refining.

Here’s how to leverage generative AI to write a professional journal article:
  1. Upload research notes, drafts, papers, lecture notes, slide decks, or voice transcriptions in your Domain Aware (Secure) Gen AI Tool.
  2. Input your article’s topic and notes on the subject matter into the AI model. The model will then generate a first draft of the article based on its understanding of the topic and the style of writing it has been trained on.
  3. Review and edit the AI-generated draft. While AI can generate a good first draft, human intervention is always needed to ensure the article’s quality and relevance.
  4. Use the AI to find relevant information to support your article. Generative AI can sift through large amounts of data to quickly retrieve the information you need. Check the sources cited for more information.
  5. Fine-tune the AI model to your specific writing style. By tweaking the AI model, you can ensure that the final article aligns with your unique brand voice, tone, and writing style.

Ultimately, the use of generative AI in writing professional journal articles presents an innovative approach that combines the efficiency of AI with the creativity and expertise of humans.

Contact Us

CI

Price-to-Win is Not the Only Tool in the Pricing Toolkit

Contact Chris: chris.placzek@hinzconsulting.com

Price-to-win (PTW) is an often-used strategy in public sector procurements to create a competitive bid. However, it isn’t a silver bullet solution. Relying solely on PTW risks quality reduction, decreased profit margins, and limited flexibility. A broader approach incorporating value-based pricing, compliance, and relationship-building is crucial for success in public sector procurements.

Three Key Takeaways

1. Beyond Price: Success with public sector procurements requires more than just competitive pricing; it demands a comprehensive approach that includes quality, value-added services, and compliance.

2. Risks of PTW: Relying solely on price-to-win (PTW) can lead to quality compromises, reduced profit margins, and limited flexibility, affecting the sustainability and adaptability of a business.

3. Holistic Approach: A successful procurement strategy incorporates value-based pricing, strong compliance, risk management, customer-centricity, and innovation, providing a well-rounded bid that meets public sector needs.

Learn More

Culture_Corner__1_

APMP Mental Health Affinity Group

Contact Angela: angela.marsh@hinzconsulting.com

As part of an effort to build community in our industry, we are highlighting APMP’s Affinity Groups that hope to foster diversity, inclusion, and enhance the membership experience. These groups provide supportive spaces for professionals with shared experiences in life and the industry. 

The APMP Mental Health Affinity Group provides a safe space for members to engage in meaningful discussions related to mental health in the bid and proposal industry. The group shares strategies, discusses work-life balance, and addresses challenges related to mental health by fostering open conversations. All APMP members interested in mental health discussions are welcome to participate.

The group is led by Tori Bunk, CF APMP who hopes to “provide a space to discuss important topics relating to mental health in the bid and proposal industry such as imposter syndrome, work boundaries, and burnout, as well as making tools and resources available to our members.” Mairi Morrison, CPP CAP APMP, is Vice Chair of the group and conducted the first research on mental health in the proposal industry. She believes that “offering this safe space for members will go a long way to tackling this ever-presenting issue within the bid and proposal profession.”

Learn more about Mairi’s 2019 study and how to implement best practices in the workplace at APMP-TV. Free for APMP Members!

Watch The Webinar Here

Opportunities

Four to Follow

  1. Comprehensive Construction and Engineering (C2E): The final RFP on the recompete of this $15B MA/IDIQ is still anticipated by the end of April.  There is expected to be 27 or so contracts awarded to cover the Regional and Worldwide Construction and Engineering requirements for the Air Force. Monitor this one closely folks!
  2. Dugway Proving Ground West Desert Test Center Mission Support Services (WDTC): The incumbent contracts held by Jacobs Engineering Group are expected to expire before the end of 2025. The RFP for this estimated $62M contract is expected to be released in the fall of 2024.   
  3. FBI Regional Multiple Award Construction Contracts 2 (RMACC2): The recompete for these multiple, regional $600M contracts is expected to see an RFP released by the end of April 2024. This MA/IDIQ will be competed across SBSA, Unrestricted, and Partial SBSA areas.  We expect the FBI to use a two-phase Design/Build procedure with Phase 1 using an RFQ and Phase 2 using an RFP. Awards are expected by January 2025 Stay focused on communications from the FBI.
  4. Army Language and Culture Services for FORSCOM: The incumbent $29M contract held by Chi-Chack, LLC is expected to expire in May of 2025. This is a 5-year (Base year plus 4, 1-year options). Draft SOW was released for review in Sept 2023, and it is estimated a final RFP will be released by the end of June 2024.  Not sure when the draft RFP will be released.  This is expected to remain a SBSA contract with an award estimated to occur by April 2025.  The solicitation should be posted to SAM.gov.   

About Hinz Consulting

Hinz Consulting provides services across the full business development cycle:

  • Proposal Consulting
  • AI Services
  • Strategic Pricing
  • Training
  • Capture
  • Competitive Intelligence
  • BD Transformation Consulting
  • Process/Methodology Consulting
  • Tools and Templates
  • Production Services
  • Small Business
Proposal Writing Courses: A Guide for Government Contractors

Proposal Writing Courses: A Guide for Government Contractors

Posted on by Neal Peters

Proposal writing is a critical skill for success in government contracting. taking a proposal writing course can provide valuable training and insights for contractors looking to improve their capabilities in this area. In this blog, we’ll explore the basics of proposal writing courses, including what they entail, their benefits, and how they can help government contractors succeed.

Understanding Proposal Writing Courses:

Proposal writing courses are designed to equip participants with the knowledge, skills, and strategies needed to effectively prepare and submit winning proposals in response to government solicitations. These courses typically cover various aspects of the proposal development process, including understanding solicitation requirements, conducting research, developing compelling content, and adhering to proposal submission guidelines.

Key Components of Proposal Writing Courses:

A typical proposal writing course may include modules or sessions on topics such as:

  • Introduction to government contracting and the procurement process
  • Understanding different types of solicitations and their requirements
  • Proposal planning and preparation
  • Writing clear and concise proposal narratives
  • Developing win themes and value propositions
  • Creating compliant proposal outlines and formats
  • Reviewing and editing proposals for clarity, consistency, and compliance
  • Best practices for proposal submission and follow-up

Benefits of Taking a Proposal Writing Course:

  • Participating in a proposal writing course offers several benefits for government contractors, including:
  • Enhanced understanding of the government contracting process and solicitation requirements
  • Improved ability to develop persuasive and competitive proposals that address agency needs
  • Strengthened writing and communication skills, including the ability to craft compelling narratives and messages
  • Increased confidence in navigating proposal development and submission processes
  • Access to expert guidance, tips, and resources from experienced instructors or industry professionals
  • Opportunities to network with other government contractors and share insights and best practices

How Proposal Writing Courses Can Help Government Contractors:

  • Proposal writing courses provide practical training and knowledge that can help government contractors:
  • Increase their competitiveness and win rates in government contracting opportunities
  • Improve their overall proposal quality and effectiveness
  • Enhance their professional development and career advancement prospects
  • Build relationships with government agencies and prime contractors through successful proposal submissions
  • Adapt to changes in procurement regulations, trends, and best practices

Conclusion:

In summary, proposal writing courses offer valuable training and resources for government contractors seeking to improve their proposal development skills and succeed in the competitive government contracting marketplace. By investing in a proposal writing course, contractors can enhance their capabilities, increase their competitiveness, and position themselves for success in pursuing government contract opportunities. Contact us to learn more!

Volume 24

Volume 24

Posted on by Neal Peters

In This Week’s Newsletter: 04/19/24

  • AI Corner: Can Generative AI be used for Grant Writing?
  • Culture Corner: APMP Pride Affinity Group
  • Competitive Intelligence & Pricing: Helping David Compete Against Goliath
  • Opportunity Spotlight of the Week: Seaport NxG On Ramp 2024
  • Four To Follow: Get the lowdown on four interesting pursuits!
AI_Corner

Can Generative AI be used for Grant Writing?

Contact Josh: josh.thiel@hinzconsulting.com

Grant writing is a time-consuming and challenging task, requiring careful attention to detail and persuasive writing skills. Generative AI can streamline the grant writing process by using its advanced natural language processing capabilities to generate templates, generate content, edit, and format for writing clear and compelling proposals.

Templates:  With Generative AI, grant writers can access a wide range of pre-written templates tailored to different types of grants and funding opportunities. These templates can provide valuable guidance on structuring the proposal, including sections such as the executive summary, project description, budget, and evaluation plan. Generative AI can also suggest key points to include in each section, ensuring that the proposal is comprehensive and convincing.

Content: Generative AI revolutionizes grant writing by saving time to draft and improving effectiveness through its advanced language processing capabilities. Users can focus on adding empathy and unique selling points to create persuasive grants.

Editing & Formatting: Generative AI can quickly and accurately review the grant for spelling, grammar, and punctuation errors. Additionally, generative AI can also help to identify any inconsistencies or logical flaws in the grant.

Generative AI has the potential to revolutionize the grant writing process by ensuring compliance with formatting requirements and generating high-quality templates, thus increasing the likelihood of securing project funding. It aids in creating persuasive narratives through advanced data analysis and language processing capabilities. Hence, Gen AI is a significant tool for anyone seeking financial support for their initiatives, making grant applications more efficient and effective.

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APMP Pride Affinity Group

Contact Angela: angela.marsh@hinzconsulting.com

As part of an effort to build community in our industry, we are highlighting APMP’s Affinity Groups that hope to foster diversity, inclusion, and enhance the membership experience. These groups provide supportive spaces for professionals with shared experiences in life and the proposal industry.

The PRIDE Affinity Group was founded to provide members with a community within their professional world where they can be themselves openly and unreservedly and connect about shared experiences of being LGBTQIA+. It offers the 10% of APMP members identifying as such, and their allies, a safe space to talk, learn and advocate for APMP members. The PRIDE Affinity Group is currently chaired by Heather Finch, CP APMP. She is “someone that seeks collaboration, community, and helping people feel welcome and heard in professional spaces.” Her goal is to foster a place “where we can discuss matters that impact our community.”

The APMP PRIDE Affinity Group is open to all APMP members as a positive and safe space, with monthly meetings to give participants a chance to talk, learn, and ask for advice on issues of importance to the community.

The monthly APMP PRIDE meetings are open to all APMP members and are free to attend.

The next meeting is in person at the APMP Bid & Proposal Conference in New Orleans on Monday, June 2 at 9:45 am. Stop by for more information if you’re there!

BPC Agenda

Join the Hinz Consulting team and the National Capital Area (NCA) Chapter of APMP on April 25th for an intimate and engaging conversation about “The Next Generation of Capture!” In the fast-paced and ever-evolving world of government contracting, staying ahead of the curve is crucial. Capture management, the strategic process of pursuing and winning government contracts, is adapting to meet these challenges. Let’s delve into the transforming landscape of capture management and explore its implications for government contractors, capture managers, proposal managers, and aspiring industry professionals.

  • Linwood Walton, Sr. Capture Manager at CACI International
  • Heidi Lawrence, Dir. of Professional and Technical Writing Graduate Programs and Associate Professor at George Mason University
  • David Seibert, Proposal and BD Trainer and author of “The Sales Manager’s Guide to RFPs”
  • Tom Hudgins, Senior Pricing Director at Hinz Consulting
  • Danny Murawinski, CEO at Exit Built

Helping David Compete Against Goliath

Contact Chris: chris.placzek@hinzconsulting.com

Small businesses can successfully compete against larger companies in public sector procurements by understanding costs, leveraging unique values, building strong relationships, and maintaining flexible pricing strategies. Emphasizing compliance and risk mitigation further strengthens their competitive edge, showcasing their capability and value in fulfilling public sector needs.

Three Key Takeaways

1. Thorough Cost Understanding: Small businesses must understand their current, and potential future, cost structures to price their offerings competitively and profitably in public sector procurements.

2. Unique Value Propositions: Leveraging inherent advantages like flexibility, innovation, and personalized service can differentiate small businesses from larger competitors and justify their pricing strategies.

3. Adaptive Pricing: Small businesses should adopt flexible pricing strategies that can adjust quickly to market changes, customer feedback, and competitive dynamics, ensuring responsiveness and competitiveness.

Learn More

Bid_Spotlight

Seaport NxG On Ramp 2024

Contact Len: len.miller@hinzconsulting.com

SeaPort-NxG is the Navy’s electronic platform for acquiring support services in 23 functional areas including Engineering, Financial Management, and Program Management. The Navy Systems Commands (NAVSEA, NAVAIR, NAVWAR, NAVFAC, and NAVSUP), the Office of Naval Research (ONR), Military Sealift Command (MSC), and the United States Marine Corps (USMC) compete their service requirements amongst 2400+ SeaPort-NxG Indefinite Delivery Indefinite Quantity (IDIQ) multiple award contract holders. 

Simply stated, SeaPort-NxG provides an efficient and effective means of contracting for professional support services and enhancing small business participation.  The Navy conducts Rolling Admissions to allow new industry partners the opportunity to participate. 

Rolling Admissions Solicitation Number N00178-24-R-7000 was released on SAM.gov on 9 April 2024. Questions are due NLT 1 May, and proposal submissions are due NLT 16 May.  Clarifications to the above were provided in Amendments 1 and 2 issued 10 April.  

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Opportunities

Four to Follow:

  1. MDA Integration and Operations for Enterprise Solutions (MIOES):MDA posted a special notice via SAM.gov on 9 April releasing the current IRES PWSs and slides from the February and April MIOES Weekly Exchanges with Industry Meetings.  See the SAM.gov posting for a complete description of scope updates.  Monitor this one closely folks!
  2. INL Office of Western Hemisphere Programs FA4 Operations Logistics and Facilities Support Services (INL WHP FA4): The incumbent contracts held by Kira, Inc.; Alutiiq Essential Services, LLC; Olgoonik Corp, and Perkin GPS, LLC are set to expire in June 2025.  This HUBZone Set-Aside is expected to remain an Agency MA/IDIQ valued at $625M total contract value. The RFP is estimated for release in August 2024.
  3. Air and Marine Operations IDIQ Aircraft Support Services:The last update from DHS CBP was when they released the Q&A from the last RFI response on 7 Dec 2023.  Not yet clear when a draft RFP might be released for this new requirement or the potential value of this planned MA/IDIQ effort.  Stay focused on communications from DHS CBP via SAM.gov and other channels.
  4. Antarctica Science and Engineering Support Contract (ASESC):The incumbent $2.78B contract held by Leidos is expected to expire in March of 2025.  This is a 10-year contract (5-year Base Period with estimated 5, 1-year Options. Draft SOW was released for review in Sept 2023 and it is estimated a final RFP will be released by the end of June 2024.  Not sure when the draft RFP will be released but the National Science Foundation has stated when the draft SOW is ready, it will be posted to SAM.gov.   

About Hinz Consulting

Hinz Consulting provides services across the full business development cycle:

  • Proposal Consulting
  • AI Services
  • Strategic Pricing
  • Training
  • Capture
  • Competitive Intelligence
  • BD Transformation Consulting
  • Process/Methodology Consulting
  • Tools and Templates
  • Production Services
  • Small Business
Volume 23

Volume 23

Posted on by Neal Peters

In This Week’s Newsletter: 04/11/24

  • Culture Corner: APMP Professionals of Color Affinity Group
  • Competitive Intelligence & Pricing: What are Indirect Rates?
  • Opportunity Spotlight of the Week: NAWCAD Communication Systems Integration Support (CSIS)
  • AI Corner: The Benefits of AI Integration Consultants
  • Four To Follow: Get the lowdown on four interesting pursuits!
Culture_Corner__1_

APMP Professionals of Color Affinity Group

Contact Angela: angela.marsh@hinzconsulting.com

As part of an effort to build community in our industry, we are highlighting APMP’s Affinity Groups that hope to foster diversity, inclusion, and enhance the membership experience. These groups provide supportive spaces for professionals with shared experiences in life and the industry.

The Professionals of Color Affinity Group acknowledges the unique experiences of professionals from diverse racial and ethnic backgrounds. They offer networking opportunities, cultural exchange, and a sense of belonging. The group is currently co-chaired by Jeremiah Walker and Morgan Anderson, CF-APMP who describes it as “a safe space for people that don’t have peers in their industry to talk about issues they face, such as race or discrimination.”

Check out all their current news:

  • April 18, 2024 at 1:00 PM ET – APMP Micro-Certifications Study Group: the session will cover the certifications themselves and how they can be leveraged for the APMP Proposal Foundations Exam.
  • April 26, 2024 at 12:00 PM ET –APMP POC Affinity Group Meeting: this month the group will feature a special DEI Experts Panel. The event is an invaluable opportunity to engage with leading voices in the field of diversity, equity, and inclusion, offering insights that are crucial to professional and personal growth. Register Here!
  • Applications Open Now – 2024 APMP POC Affinity Group Scholarships: six scholarships are available for professional development for eligible members (APMP members active in the POC Affinity Group). Awards will be announced at the May 2024 APMP POC Affinity Group Meeting. Apply via this link! 
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Tom_CI

What are Indirect Rates?

Contact Tom: Tom.hudgins@hinzconsulting.com

The short answer is that “indirect rates” are costs that are indirectly related to costs in a contract. Is that too short? One could also say that indirect rates are essentially the cost of doing business; but let’s take this further and identify indirect rates and how they are used.  Indirect rates include Fringe, Overhead (OH), General & Administrative (G&A), and Materials & Subcontract Handling (M&S).   

Application of the correct indirect rates is pricing’s responsibility on all cost/pricing activities; however, pricing should confirm with the Accounting and Finance Department that they are using the most current indirect rates. If a competitive proposal requires creating new indirect pools and rates, modeling the new indirect pools and rates is the responsibility of the Accounting and Finance Department. The Accounting and Finance Department will work with the capture manager to model the new indirect rate pool directly. 

Learn More

Bid_Spotlight

NAWCAD Communication Systems Integration Support (CSIS)

Contact Len: len.miller@hinzconsulting.com

This estimated $100M recompete of BAE Systems’ contract is expected to have a final solicitation released in May 2024.  The draft RFP was released on 12 March and comments were due NLT 25 March. However, the NAWCAD Contracting Office has not provided any updates as of 3 April as to when the final RFP will be released.  

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AI_Corner

The Benefits of AI Integration Consultants

Contact Josh: josh.thiel@hinzconsulting.com

AI Integration Consultants play a pivotal role in the journey of integrating artificial intelligence into everyday proposal processes and workflows. Their work begins with identifying areas and opportunities where AI can potentially add value to a business operation, including the identification of tasks that can be automated or improved with AI.

Three Benefits

Efficiency

AI Integration Consultants analyze the existing setup, understand the operational bottlenecks, and suggest AI solutions that can enhance efficiency and productivity. The recommendation could be an AI technology like neural networks, machine learning algorithms, or natural language processing, depending on the nature of the identified problem.

Expertise

While implementing these AI solutions, their expertise helps solution around any issues with the system, use, or processes.  With their problem-solving skills, AI Integration Consultants analyze the situation, identify the issue at hand, and propose efficient solutions to rectify the problem. They have an in-depth understanding of AI technologies and the methods to troubleshoot any challenges that may arise with AI systems.

Real World Experience

To effectively perform these activities, apart from the technical knowledge, AI consultants need to have real-world experience working with AI systems. They also need to have excellent communication, teamwork, and analytical skills to liaise with various stakeholders keeping everyone on the same page, and to ensure that the AI solutions work in favor of the organization’s business objectives.

Opportunities

Four to Follow:

  1. DLNSEO Language Instruction Services:  This estimated $9.5M recompete of the Multilingual Solutions contract for support to the DHRA for Defense Language and National Security Education Office (DLNSEO) language instruction services is expected to see an RFP toward the end of April or early May 2024.  The current contract is expected to expire by the end of August, so this could make for a tight procurement this summer unless a bridge contract is issued. Monitor this one closely folks!
  2.  SeaPort NxG On-Ramp 2024: This opportunity is being followed closely by many in the industry.  The Rolling Admissions II RFP had been expected by the end of March. There have not been any updates on the SAM.gov site since early Feb 2024. Let’s see if NAVSEA releases the RFP no later than the end of April.  
  3. NGA LUNO B:This effort is currently in the pre-solicitation stage and is expected to be released on the NRO ARC with notifications on SAM.gov as well.  Release is expected sometime in GFY24, Q3. It is anticipated this will be an MA/IDIQ with one small business reserve award.  Please monitor both SAM.gov and the NRO ARC for updates.
  4. Air Force Technical Applications Center Nuclear Data Evaluation Services IV (NDES IV):The pre-solicitation notice for the recompete of the contract held by Space Coast Intelligent Solutions was issued back in March 2024.  This small business set-aside contract is expected to have a value of around $3.6M.  A potential RFP is expected in May 2024 with the new contract awarded in Sept 2024.

About Hinz Consulting

Hinz Consulting provides services across the full business development cycle:

  • Proposal Consulting
  • AI Services
  • Strategic Pricing
  • Training
  • Capture
  • Competitive Intelligence
  • BD Transformation Consulting
  • Process/Methodology Consulting
  • Tools and Templates
  • Production Services
  • Small Business