In This Week’s Newsletter:

• Opportunity Spotlight of the Week: DOC/NOAA PROTECH 2.0
• Four To Follow: Get the lowdown on four interesting pursuits!
• AI Corner: Gen AI – A Stealth Weapon System
• Culture Corner: Small Business Event Recap
• Events Corner: Stay updated on industry events in the DMV area!

PROFESSIONAL SCIENTIFIC AND TECHNICAL SERVICES PROGRAM (PROTECH 2.0)

Contact Len: len.miller@hinzconsulting.com

Professional Scientific and Technical Services Program 2 Weather Domain (PROTECH 2.0)

The Department of Commerce (DOC) and the National Oceanic and Atmospheric Administration (NOAA) are expected to release the final Request for Proposal (RFP) for the PROTECH 2.0 contract in late September or October. Since the draft RFP has been available since May, no Pre-solicitation is anticipated before the final RFP is issued.

This $8 billion Multiple Award (MA) Indefinite Delivery/Indefinite Quantity (IDIQ) contract is exclusively for Small Businesses, making it a significant Small Business Set-Aside (SBSA) opportunity. With 22 incumbent contracts set to expire in mid-January 2025, there are excellent chances to secure a spot on this contract vehicle. NOAA aims to stay on schedule with awards before the current contracts expire, barring any delays due to government funding issues.

Stay vigilant on your opportunity feeds for updates on this recompete. For proposal support, contact Hinz Consulting to enhance your chances of winning a spot on this critical contract vehicle

Four to Follow:

1.  Passport Headquarters Program Support Services (PHPSS): The Department of State’s Bureau of Consular Affairs is planning to recompete its existing contract for onsite program and administrative support for the Passport HQ Office and four regional offices in early Q1 2025. This contract, estimated at $69 million, is currently under the Small Business Set-Aside (SBSA) program. The release date and status of the acquisition package are still unknown, but the previous award was made under the 8(a) program and may follow the same path.  
2. Personnel and Pay Integration and Sustainment Contract: The Naval Information Warfare System Command issued the draft Solicitation in early August on the recompete for this estimated $416M Full & Open/Unrestricted IDIQ with a potential 8-year ordering period.  Q&A was also released via SAM.gov on 6 September.  Final Solicitation is estimated for release in early Q1 and contract award is projected by end of Q2 2025. 
3. Executive Office for Immigration Review (EOIR) Language Services: DOJ appears to have a continuing need for on-site/telephonic language interpreter services, written translator services and CART/transcription/translation services.  An RFI was issued on 21 August and responses are due NLT 11pm ET, 23 September.  It is expected that the Solicitation for this estimated $400M recompete could be issued sometime in Q2 2025 to allow for proposal development/evaluation prior to the current contract expiration of end of August 2025.
4. IT Sustainment Support (ITSS): Air Combat Command (ACC) is potentially planning a recompete of the incumbent contract in early Q1 GFY2025.  The incumbent contract is scheduled to expire on 31 March 2025 on this $21.5M contract.  Estimated solicitation release is sometime during Q1 of 2025. 

Annual Industry Benchmark Survey

Contact Josh: josh.thiel@hinzconsulting.com

AI has the power to create synergistic value for multiple companies, partnerships, and client relationships. It can enhance employee efficiency and improve overall operations. However, it’s crucial to recognize that AI is a stealth weapon. If your competitors adopt it before you do, they will gain a significant market advantage.  

Consider a proposal shop using traditional methods versus one leveraging generative AI. Currently, the best generative AI systems in the proposal industry are boosting productivity by 28%. This means your competitor can either bid on 28% more projects or enhance the quality of their existing bids, giving them a competitive edge with compelling content. They can also reduce proposal costs or streamline operations.  

If you’re a large proposal shop and haven’t yet integrated generative AI technology, you’re putting your team and company at risk. At Hinz, we understand these risks. Over the past year, we’ve integrated nine different technologies into our operations to enhance efficiency, stay competitive, and ensure our team of tech-savvy proposal practitioners is ready to give you an edge.  

By augmenting your operations with our expertise, we help you stay ahead in the competitive landscape. 

AFCEA Small Business Breakfast Recap

Panel Discussion: “How to Grow and Strategize Your Business through Joint Ventures:

At the recent AFCEA NOVA Small Business Breakfast in Reston, VA, a panel of industry professionals met to discuss the benefits of small business joint ventures (JVs) and the Mentor-Protégé Program (MPP). The event highlighted the importance of these partnerships in fostering growth and strategic development for small businesses. The large audience was treated to engaging panel members Perry Kessler, CFO at Metric5, Jomar Ronquillo, President of BLN24, and Stephanie Wilson, Partner and Director of Government Contracts at Berenzweig Leonard LLP.  

The discussion kicked off with a key point by Stephanie who emphasized that “a Mentor-Protégé does not equal a JV,” underscoring the distinct nature of these relationships. Joint ventures involve two small businesses collaborating within the same NAICS code, sharing work and reporting responsibilities. The MPP relationship must be approved by the SBA and is much more restrictive with annual reporting and formal obligations to meet. 

In the Mentor-Protégé Program small businesses are allowed to partner with larger ones under specific government requirements. Mentors are expected to support their protégés with business pipelines, proposal submissions, administrative and financial tasks, and compliance. This relationship, which lasts six years and is limited to two mentors in a lifetime, offers significant benefits to small businesses. Stephanie likened these partnerships to a marriage, stating, “It’s a marriage and you’re there for six years.” 

According to the panel of experts, successful partnerships: 

• Are built on solid relationships,  
• Share a mutual understanding, and  
• Have advocates within both organizations.  

The event also addressed proposal considerations, noting that both types of relationships can cause confusing language to evaluators. Writers must find a balance between clearly explaining who each company is as well as who they are together to convey that they are a team, especially if there is an orals component. It is also crucial to clearly define roles for each deal, as they should change over time as the small business matures. In fact, Perry Kessler drove that point home by saying that protegees should “act like a mentor as soon as [they] can.”  

Speaking of great events, here’s a few more for you coming up in the next few weeks. Remember, the first time that the client sees your name should NOT be in the proposal! Check out these events online and in the DC Metro Area to network, learn, and be seen by your customers.

• Sep. 27: AFCEA Central MD Annual Fall Golf Tournament in Pasadena, MD 
• Oct 03: AFCEA Quantico-Potomac Cyber Security Event in Quantico VA 
• Oct 10: 2024 Potomac Officers Club GovCon International Summit in Alexandria VA 
• Oct 14-16: AUSA Annual Meeting & Expo in Washington DC 
• Oct 15-17: Service Academies Global Entrepreneur Summit in Washington DC 
• Oct 17: APMP Foundation Level Certification Training in Arlington VA 
• Oct. 18: Mid-Atlantic Conference 2024 in Arlington, VA 

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

In This Week’s Newsletter:

• Opportunity Spotlight of the Week: GSA ASCEND BPA
• Four To Follow: Get the lowdown on four interesting pursuits!
• AI Corner: Be Ready for the Barriers to Gen AI Initiatives
• Culture Corner: Catch Hinzers Out & About
• Events Corner: Stay updated on industry events in the DMV area!

GSA ASCEND BPA

Contact Len: len.miller@hinzconsulting.com

Have you started your capture efforts across ASCEND Pool 1, Pool 2, and Pool 3 to see where you qualify and your PWIN is the highest? Pool 1 RFP is estimated for release in late September but would not be surprised to see this slip into October/November. Pool 2 and Pool 3 RFPs are estimated for release in December. The Contracting Office just released a Pool 2 RFI and a Pool 3 RFI on 3 September and responses are due NLT 11:59 PM ET on 20 September and 5 pm ET on 20 September respectively. Contact Hinz Consulting if you are serious about winning a spot on this critical, multiple-award BPA for integrated commercial cloud service solutions and cloud-focused labor services!

Four to Follow:

1.  Program and Staff Support (PASS): The Army’s Combat Capabilities Development Command, Chemical Biological Center (DEVCOM CBC) Contracting Office released the draft RFP including the draft PWS for the IDIQ and the draft PWS for Task Order One.  This is expected to be a SBSA Agency-IDIQ and has an estimated value of $50M for the contract vehicle. Multiple awards are anticipated. Questions on the draft RFP documents are due NLT 27 September at 5 pm ET.  The final RFP is estimated for released in late October to mid-November.  
2. PM LI2s-MC, Business and Acquisition Management: Marine Corps Systems Command is expecting to release an RFI in Q2 GY25 for this upcoming recompete currently held by DS Federal, Falconwood, and Booz Allen Hamilton.  An industry day is expected to occur in Q3 GFY25.  The final RFP is estimated for release in November 2025 as an SBSA, IDIQ vehicle.  
3. Antarctic Science and Engineering Support Contract (ASESC): NSF approved a J&A extending the incumbent’s contracts by 18 months through mid-September 2026. The RFP is now expected in late October 2024 using a multi-phased proposal approach with Phase 1 proposals having an estimated due date of mid-November 2024 and Phase 2 proposals due in mid/late April 2025.  It is also estimated that multiple site visits will occur the week of February 10, 2025.  Reach out to Hinz Consulting if you need some excellent Capture and Proposal Support if you are committed to going after this $8B takeaway effort!
4. ALLIANT 3:  The first tranche of Q&A was released by GSA on 23 August and they also extended the proposal due date to 4 pm ET on 10 January 2025.  GSA is also expected to release Q&A on 25 October and then release a pre-recorded Pre-Proposal Conference on or around 8 November.  Have you started your proposal yet to get a spot on this Full and Open/Unrestricted $75B IDIQ GWAC?    Don’t miss out on being one of the awardees on this key contract vehicle. 

Be Ready for the Barriers to Gen AI Initiatives

Contact Josh: josh.thiel@hinzconsulting.com

Gen AI sounds wonderful, but there is an enormous gap between deciding to implement gen AI capabilities and being prepared to place the business case in front of teammates and leaders. Being ready for the following mental barriers.

COST: The initial financial investment needed for introducing Gen AI into your organization can be a significant barrier, be ready to show targets, workload, and capacity as the basis for any Gen AI investment.

SKILL: Mastering the complexities of AI technology and its applications might be a daunting task, particularly for individuals who are just beginning to explore this field. Be ready to discuss the training accompanying your proposed software/Gen AI solution.

TRUST: Trust issues can also surface given the fast-paced evolution of AI, leading to doubts about the preciseness and dependability of its results. Recommend an assessment period and metrics to evaluate the Gen AI platforms.

PRIVACY: Privacy issues are another major concern. Be ready to articulate the fact that custom-gen AI Platforms are safer than employees leveraging open-source systems.

Companies shouldn’t tackle these barriers alone. Consultants offer an independent perspective and save time and money when considering Digital projects.

Catch Hinzers Out & About

It’s that time of year again when things are in full swing with heads down at work, kids back in school, and events kicking off. Buckle up for a busy end of year! Be sure to catch your favorite Hinzers in action in the next few weeks. Here’s where we will be:

At the MAC 2024

• Len Miller will deliver his presentation, “Remember, You Chose This Career,” to find out how you can use career planning tools to steer your professional future.
• Angela Marsh will present, “Servant Leadership Secrets: Elevating Proposal Teams in GovCon.” Learn how to use the Servant Leadership framework to improve team performance and enhance any relationship.

Remember, the first time that the client sees your name should NOT be in the proposal! Check out these events online and in the DC Metro Area to network, learn, and be seen by your customers.

• Sep. 16 – 18: Air, Space, & Cyber Conference in National Harbor, MD
• Sep. 17-18: Hypersonic Weapons Summit in Bethesda, MD
• Sep. 19: Health IT Summit in Rockville, MD
• Sep. 24 – 27: Future Force Capabilities Conference in Virginia Beach, VA
• Sep. 25: NCA Chapter Webinar – “Sales Tactics for Proposal Professionals”
• Sep. 27: AFCEA Central MD Annual Fall Golf Tournament in Pasadena, MD

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

In This Week’s Newsletter:

• Opportunity Spotlight of the Week: Opportunity Alert: Department of the Air Force Strategic Transformation Support II (DAFSTS II)
• Four To Follow: Get the lowdown on four interesting pursuits!
• AI Corner: What is the difference between AI and Gen AI?
• Culture Corner: Military, Veterans, & Spouses Affinity Group Recap 
• NEW! Events Corner: Stay Up to Date on Industry Events!

Opportunity Alert: Department of the Air Force Strategic Transformation Support II (DAFSTS II)

Contact Len: len.miller@hinzconsulting.com

The Draft RFP for this $5B recompete of the Full/Open – Unrestricted IDIQ was released on 1 August and the final RFP is estimated for release in September 2024. Awards are expected in June as incumbent contracts expire mid-June 2025.  Call Hinz Consulting for Proposal Support as we will make you proud! 

Four to Follow:

1. NAVAIR Command Strategic Leadership Support Service: The RFP for this estimated $50M recompete on the 8(a)-set-aside contract is expected in late August. However, we think it could slip slightly. Stay tuned for updates.

2. Naval Aviation Enterprise (NAE) Complex Media and Computer-Based Training Product Development: The Sources Sought for this effort were released on 23 July and responses were to have been submitted NLT 25 August. The RFP is expected in the spring of 2025.  This is believed to be an IDIQ-agency contract award, but not yet sure if it will be multiple awards or if there will be small business/socio-economic set-asides made under the IDIQ contract.

3. MDA Modeling & Simulation Contract (MASC) Small Business Set-Aside: The Missile Defense Agency (MDA) is planning a follow-on to the incumbent contract. Expect a draft RFP in Q4 GFY 2025, a Pre-solicitation Conference in Q1 GFY 2026, and a final RFP in Q2 GFY 2026.  The incumbent contract is valued at $213M and is a single award.  It’s never too early to start your planning. 

4. DHS CBP Border Enforcement Applications for Government Leading-Edge IT (BEAGLE): The recompete for this $1.9B full/open – unrestricted contract is expected sometime in GFY 2025, most likely in February/March.  DHS Acquisition Planning Forecast indicates that Alliant 2 is expected to be the contract vehicle of choice, but overall acquisition planning is underway.  We expect more information to come out in early GFY 2025. Hinz Consulting has a breadth of experience in this area that can help your Capture Plan, Proposal Development, Pricing Strategies, and Review Teams! 

What is the difference between AI and Gen AI?

Contact Josh: josh.thiel@hinzconsulting.com

The most frequently asked question of the Hinz AI Center of Excellence is “What is the difference between AI and Gen AI?”  The terms “AI” and “Generative AI” are often used interchangeably, but they refer to distinct aspects of artificial intelligence.  

Artificial Intelligence (AI) 

AI is a broad field that encompasses various technologies and methods aimed at creating machines capable of performing tasks that typically require human intelligence. These tasks include learning, reasoning, problem-solving, perception, and language understanding. AI can be divided into several subfields, such as: 

• Machine Learning (ML): Algorithms that allow computers to learn from and make predictions based on data. 
• Natural Language Processing (NLP): Techniques for understanding and generating human language. 
• Computer Vision: Methods for interpreting and understanding visual information from the world. 

Generative AI 

Generative AI is a subset of Artificial Intelligence focused on creating new content. It uses models that can generate text, images, music, and other forms of media. The most well-known examples of generative AI include: 

• GPT (Generative Pre-trained Transformer): Models like GPT-3 and GPT-4, can generate human-like text based on prompts. 
• DALL-E: An AI model that generates images from textual descriptions. 
• Music Generation: AI systems that compose music in assorted styles. 

As we journey into the era of AI and you hear the term applied to car software, logistics software, etc., always ask what kind subfield of AI it is so you can do research on the specific type and understand its advantages or risks. 

Military, Veterans, & Spouses Affinity Group Meeting Recap 

Contact Angela: angela.marsh@hinzconsulting.com

Hinz Consulting had the recent pleasure of hosting the APMP Military, Veterans, & Spouses Affinity Group meeting and, WOW, it was awesome! We had 23 engaging participants representing 5 branches of service. Their combined experience – averaging 10 years in the military and 23 years in civilian careers – brought a wealth of knowledge and insights to the discussion. 

This month’s Spotlight Speaker was the group’s chair, Josh Thiel of Hinz Consulting, who shared his remarkable career story. After 20+ years in the US Army, he was struck by how much more freedom he had in defining his path and his professional presentation – from his haircut to his communication style. Josh discussed different “access points” into proposals and how a military background provides a unique perspective to government contractors.  

Audience members joined in the conversation to talk about familiar challenges facing those in career transition: 

• Lack of training or on-the-job training (OJT) 
• Learning “the language of business” and proposal speak, specifically 
• Civilian workplace dynamics and how it differs from the military environment 

The group went a bit further than laying out the challenges, though. Many of them offered solutions that anyone transitioning to a career in the bid and proposal industry can use: 

• Use Educational Resources: Government programs, industry organizations, and professional associations offer excellent training opportunities. 
• APMP Certification: This certification is crucial for mastering industry-specific language. 
• Focus on Organizational Culture: Targeting the right work environment is key to a successful transition. 

This meeting was a wealth of insights and practical advice for navigating professional transitions and career growth. A huge thank you to all participants for their contributions and engagement that made this session such a tremendous success! 

Remember, the first time that the client sees your name should NOT be in the proposal! Check out these events online and in the DC Metro Area to network, learn, and be seen by your customers.

• Sep 03-06: Billington CyberSecurity Summit 
• Sep 04: Defense News Conference 2024 
• Sep 06: Wash. Tech. Power Breakfast-Doing Business with NASA  
• Sep 11-12: DSI’s AI For Defense Summit 

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

In This Week’s Newsletter:

• Opportunity Spotlight of the Week: Marketplace for the Acquisition of Professional Services (MAPS)
• Culture Corner: A Shared Sense of Purpose
• AI Corner: Training Employees on New Technology
• Four To Follow: Get the lowdown on four interesting pursuits!

Marketplace for the Acquisition of Professional Services (MAPS)

Contact Len: len.miller@hinzconsulting.com

A lot of you all have been following the potential merger of the ITES-3S and RS3 contract vehicles closely.  This was originally envisioned to be called ACCESS. However, there was some confusion with the cancellations in SAM.gov late last week.  The great news is that Army PEO ESI and ACC-APG officially announced on 13 August that MAPS will be the merger of the follow-on acquisition of the RS3 and ITES-3S contract vehicles.  ACC-APG  plans to have a MAPS Industry Day by the end of FY2024. We recommend that you continue to monitor your SAM.gov feed on this program.

A Shared Sense of Purpose

Contact Angela: angela.marsh@hinzconsulting.com

I had the privilege of speaking with some of the industry’s most respected figures today. Their insights and experiences are not just inspiring, but they also remind me that we have a shared sense of purpose because we do work that shapes the world.

So, who was I lucky enough to hear from?

• The Keynote presenter for this year’s Mid-Atlantic Conference (MAC 2024) on October 18th. Of course, I’m keeping them under wraps until the big reveal!
• Jennifer Namvar, one of the capture experts for the Speaker Series on August 20th. She will join Gerald Gaskins for an intimate discussion about their career journeys and will share their top tips for making your capture plans a success.
• Exciting panelists members for our upcoming webinar on September 25th. Shanitra Davis-Howard, Ashley Floro, Anatalia Macik, Xander Brown, and Victoria Lord are ready to engage in a lively discussion that promises to be both informative and enlightening.
• TWO proposal legends and APMP Fellowes, Beth Wingate, and Eric Gregory. Beth will host a webinar on November 20th and Eric will host a fireside chat for the holidays on December 10th. These folks are part of the crew who built this city and are a wealth of knowledge!

These events are more than just opportunities for learning; they are a chance for us to come together as a community, engage in meaningful conversations, and inspire each other. They remind us that our industry is not just about individual success, but about collective growth and shared victories.

Training Employees On New Technology

Contact Josh: josh.thiel@hinzconsulting.com

Digital transformations are critical for organizations to stay competitive and adapt to changing market dynamics. However, they often face challenges, with an alarming 85% failure rate. One of the primary reasons behind these failures is inadequate workforce training. When employees lack the necessary skills to fully leverage new technologies, the promised benefits remain elusive.

Here are some effective strategies for training employees on new technology:

1. Take a Multi-Pronged Approach:
   • Implement a range of training systems, including written instructions and live video training. Different employees have different learning preferences.
   • Encourage executives to lead by example, have them use the technology themselves and remind employees of available support and resources.
2. Implement Annual Skills Evaluation:
   • Regularly assess employees’ skill levels and identify gaps. Digital transformation demands evolving competencies.
   • Update employee skills to match the pace of innovation and ensure they stay competitive.
3. Blend Incentives with Guidance:
   • Offer a stipend or incentives for technology adoption. Combine this with clear guidance—for example, specifying which tools are relevant for specific tasks.
   • Consistency in the adoption process helps employees feel more comfortable with the change.
4. Share the ‘Why’ and ‘How,’ and Seek Input:
   • Involve employees early and often in technology changes. Explain why current platforms fall short of business needs.
   • Communicate the purpose and process to accelerate adoption.

Remember, successful technology adoption isn’t just about tools—it’s about empowering employees to embrace change and use technology effectively. 

Four to Follow:

1. USSCOCOM Intelligence Support Services Joint III (ISSJ-III): We are getting closer to the release of the recompete RFP. The SOCOM contracting office released the pre-solicitation notice on 13 August stating they intend to conduct a competitive procurement through an SDVOSB set-aside and award via Best Value procedures. The RFP is expected to be released on/about 28 August, questions are to be due about a week after the RFP release, and proposals are due around 45 days after the RFP release.  
2. Acquisition Support and Administrative Services: It is expected that the recompete of this $49M SBSA contract under GSA MAS could start in October 2026 as the incumbent’s contract does not expire until February 2027.
3. Clerical Administrative and Access Control Support for Dam Neck: NAVSEA / NSWC Dahlgren contracting office issued a Sources Sought notice on this effort on 13 August.  Responses are due NLT 9 am ET on 19 August.  They are currently expecting to release the RFP package around October 2024 and a new contract to start NLT on 12 June 2025. This synchs with the incumbent’s contract expiring on 11 June 2025. The estimated contract vehicle value is between $60M and $100M on this 8(a) set-aside.
4. Data Analytics Solution and Services: DOJ is still planning the recompete of this $500M full/open unrestricted multiple award under the GSA MAS. There are 11 active incumbent contracts with varying expiration dates. It is estimated that the recompete RFQ could be released on eBuy in September, so monitor your eBuy feeds carefully during this busy season.

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

In This Week’s Newsletter:

• Proposal Perspectives: Janelle Jeffries at ActioNet
• Competitive Intelligence & Pricing: Firm Fixed Price (FFP) Contracts
• Opportunity Spotlight of the Week: DOE CBOSS 2
• Four To Follow: Get the lowdown on four interesting pursuits!

Janelle Jeffries: A Natural Leader in the Proposal Industry

Janelle Jeffries, a dynamic professional relatively new to proposal management, is already making an impact at ActioNet, a federal contractor specializing in IT Services. Starting her career in graphics, marketing, and videos at a large church, where she led a team of 15 people, Janelle’s journey from DTP to Coordinator to Manager is a testament to her leadership abilities.

“I’ve been told I’m a natural leader. I just can’t help it,” she says, reflecting on her career trajectory. Her leadership style is rooted in the servant leadership framework which emphasizes empathy, community, and self-awareness. This approach has not only helped her succeed but also fostered a supportive and collaborative environment within her team.

Don’t let her nurturing side fool you, though. Janelle’s competitive spirit is evident in her work and personal life. “My family doesn’t even play games at the holidays anymore and it’s all my fault!” she admits with a laugh. She thrives under pressure, dislikes boredom, and is always eager to embrace new challenges. These traits align perfectly with the fast-paced proposal industry. 

Her energetic team at ActioNet consists of supportive colleagues who are “willing to go the extra mile to help you succeed.” In leading by example and being there for others, Janelle’s greatest skill lies in her ability to “soothe the bear vs. poking the bear.” Her leadership, coupled with her passion for her work, makes her a valuable asset to ActioNet. “I’m in love with my company and our work. The people and teams work so well together,” she says.

Janelle Jeffries is a shining example of a servant leader in the proposal industry, demonstrating the power of a positive attitude, a willingness to embrace new things, and a commitment to team success.

Firm Fixed Price (FFP) Contracts: Navigating Risks & Strategies

Contact Tom: thomas.hudgins@hinzconsulting.com

Firm Fixed Price (FFP) contracts are a common yet often daunting option in government contracting. Unlike other contract types, FFP transfers the majority of financial risk to the contractor, as the firm must adhere to a fixed price regardless of any unforeseen costs. While this can create challenges, it also offers a structured framework for pricing and can be highly advantageous when executed with the right strategy. Here, we explore the unique aspects of FFP contracts and provide key insights for mastering their complexities.

Key Takeaways:

• Understanding FFP Fundamentals:
  FFP contracts are typically deliverable-based, meaning pricing is determined by tasks rather than specific labor categories. This allows for a clear, upfront definition of project costs, which can be beneficial for budgeting and financial planning.
• Strategic Pricing and Risk Management:
  To succeed with FFP contracts, firms must employ strategic pricing techniques. This includes incorporating higher profit margins to mitigate potential risks, using execution models to anticipate and manage costs, and including provisions for economic price adjustments where possible. Creative approaches, such as including learning curves and indirect pricing assumptions, can also provide flexibility and safeguard against profit erosion.
• Embracing FFP Advantages:
  Despite the inherent risks, FFP contracts offer opportunities for streamlined project management and accountability. By understanding the full scope and maintaining a proactive approach to risk mitigation, firms can effectively navigate FFP contracts and even prefer them over other types due to their potential for clear financial outcomes.

In summary, while FFP contracts can be challenging, they offer a structured and potentially lucrative option for contractors. By mastering the basics, understanding the risks, and employing strategic pricing and risk management techniques, firms can confidently approach FFP contracts and leverage their unique advantages.

DOE CBOSS 2

Contact Len: len.miller@hinzconsulting.com

Looks like the wait is almost over!  DOE released a Special Notice on 29 July stating they would be releasing the solicitation “soon” via the GSA MAS, so everyone interested in the recompete of this $10B BPA held by Accenture PLC needs to monitor their eBUY portals carefully. Call Hinz Consulting for your Proposal Support needs and let us do you proud!

Four to Follow:

1. Digitalization Transformation (DT) Integration and Innovation Support – A Sources Sought notice including a Draft Statement of Objectives was released by the IRS on 29 July. White Papers are due NLT at 3 pm ET on 8 August.  It is estimated that a solicitation could be released for this potential SBSA effort in October.
2. Command Strategic Leadership Support Services – NAVAIR is looking to release the RFP for the recompete of this $50M 8(a) Set-Aside contract around mid/late August.  Work is to be performed at NAS Patuxent River and in Arlington, VA.  
3. FAA Combined Hardware Software SAVES – The incumbent contracts were extended via a bridge contract and are now expected to expire in January 2025.  The recompete RFP for this $10B contract vehicle is expected to be issued in September with awards in December.
4. CECOM Consolidated Manpower for Information Technology (IT) Support Services – CECOM issued a modification to the draft PWS and Sources Sought notice on 26 July.  Responses are now due NLT 1 pm ET on 7 August.  It is estimated that an RFP for this $99M 8(a) Set-Aside recompete will be released in October and the award made in March 2025.

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