Volume 40

Volume 40

Posted on by Neal Peters

In This Week’s Newsletter:

  • Culture Corner: NCA Speaker Series – An Evening with Capture Experts
  • Opportunity Spotlight of the Week: Army Contracting Commands Enterprise for Sourcing Services (ACCESS)
  • AI Corner: What is Agile?
  • Four To Follow: Get the lowdown on four interesting pursuits!

APMP-NCA Speaker Series: An Evening with Capture Experts

Join us for an intimate evening with two industry titans who have navigated the corporate world and emerged as leaders in the field.

Gerald Gaskins, a Senior VP and Strategic Capture Executive at Leidos who recently retired while simultaneously holding TWO executive titles, will share his storied career journey from the US Marine Corps to the corporate world and tell us how he became an expert in his organization.

Jennifer Namvar, CEO & Founder of The Peerless Group, with her quick rise from proposals to capture and her successful transition to running her own consulting business, will share her experience and the lessons she learned along the way.

Our conversation will cover:

  • 5 critical elements to make your capture plan a success
  • Effective communication between capture and proposal teams
  • Valuable insights into navigating career transitions

Engage in deep conversations, make solid connections, and tap into the collective wisdom of the crowd. This is more than just an event; it’s an opportunity to learn, connect, and grow. Don’t miss this chance to enhance your professional journey and make meaningful connections in the industry. Join us for an evening that promises to be as enlightening as it is inspiring.

Bid_Spotlight

Army Contracting Commands Enterprise for Sourcing Services (ACCESS)

Contact Len: len.miller@hinzconsulting.com

The Army’s Contracting Office announced on 5 August that the RS3 and ITES-4S programs will be merged into a single contract vehicle, ACCESS. They will also form a new marketplace for Professional Services procurements called the Marketplace for the Acquisition of Professional Services (MAPS).  The Army intends to host an industry day before the end of FY24 and it is not yet clear when a draft solicitation will be released.  Monitor SAM.gov and your other BD channels for updates on this opportunity.

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What is Agile?

Contact Josh: josh.thiel@hinzconsulting.com

As proposal professionals begin examining technologies and AI that claim to improve productivity, you may encounter the term “Agile.” What is Agile? Agile methodology is a project management approach that emphasizes flexibility, collaboration, and continuous improvement. Here are some key aspects:

  1. Iterative Process: Projects are broken down into smaller, manageable phases called sprints, typically lasting 2-4 weeks.
  2. Collaboration: Agile promotes close collaboration among cross-functional teams.
  3. Adaptability: One of the core principles of Agile is the ability to respond to change.

Agile is widely used in software development, but six years ago, Hinz implemented Agile approaches to proposal development, known as “the Hinz Way.” With six years of experience as a practitioner of Agile, it has been an easy pivot for Hinz to learn and integrate AI technologies in various ways across our operations. Agile is a term to understand, and it is also a method to learn and leverage.

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Four to Follow:

  1. Regional Multiple Award Constructions Contracts (RMACC) III: A bridge contract was issued for RMACC II for FY2024-FY2026.  It is now expected that the RMACC III procurement will NOT occur in FY2024 but instead will occur in the 2nd Quarter of FY2025.
  2. Command Strategic Leadership Support Services: NAVAIR released a Presolicitation Notice on SAM.gov on 6 August for the recompete of this $50M contract as an 8(a) set-aside and that the solicitation would be released in August.  Work is to be performed at NAS Patuxent River and in Arlington, VA.
  3. New Modern Software Development Multiple Award IDIQ: The Army Contracting Office released a notice on 6 August that they are expected to release the draft RFP and the draft PWS on/about 16 August.  The final RFP is anticipated to be released in October 2024.  This is a new requirement and is anticipated to be an MA/IDIQ with a 10-year POP (5-year base period and one (1) five-year option period.  The estimated contract vehicle value is $10B or more.
  4. Professional Scientific and Technical Services Program 2 – Weather Domain (PROTECH 2.0): NOAA intends to release the RFP in FY2024 and the current estimate is the end of August for this $8B SBSA MA-IDIQ. 

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 39

Volume 39

Posted on by Neal Peters

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!

Proposal_Perspectives__1_ (2)

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.

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Tom_CI (2)

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.

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Bid_Spotlight

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!

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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
Proposal Feedback: Enhancing Quality and Increasing Success Rates

Proposal Feedback: Enhancing Quality and Increasing Success Rates

Posted on by Neal Peters

In the world of competitive bidding, proposal feedback is a critical tool for improving the quality of future submissions and increasing win rates. Whether feedback comes from evaluators, internal reviews, or team debriefs, understanding and implementing constructive input is essential to refining your proposals. A systematic approach to gathering, analyzing, and applying feedback can significantly enhance your organization’s ability to win contracts. This blog explores the importance of proposal feedback, the best ways to collect it, and how to leverage it effectively to improve future submissions.

Why Proposal Feedback Matters

1. Identifies Strengths and Weaknesses
Feedback provides insights into what worked well in your proposal and what fell short. Understanding these areas helps you build on your strengths and address weaknesses.

2. Improves Future Submissions
Incorporating feedback into your proposal development process ensures continuous improvement, making each subsequent submission more competitive.

3. Enhances Compliance and Quality
Feedback often highlights areas where your proposal may have lacked compliance with RFP requirements or clarity in presentation, enabling you to refine these aspects in the future.

4. Builds Relationships with Evaluators
Requesting feedback from evaluators demonstrates your commitment to improvement and can foster positive relationships with clients or agencies.

Sources of Proposal Feedback

1. Evaluator Debriefs
After a proposal decision, many organizations offer debriefs to explain why a proposal succeeded or fell short. These sessions are invaluable for understanding how your submission was perceived.

2. Internal Reviews
Internal proposal reviews conducted by team members or stakeholders provide a fresh perspective. These reviews can identify issues before submission and offer insights for improvement.

3. Win/Loss Analysis
Conduct a thorough analysis of your proposal outcomes, whether you win or lose. Compare your submission against the winning proposal (if accessible) to identify gaps.

4. Peer Feedback
Colleagues who are not directly involved in the proposal process can offer unbiased feedback on clarity, persuasiveness, and overall presentation.

Best Practices for Collecting Proposal Feedback

Proposal Feedback

1. Schedule Post-Submission Debriefs
Request debriefs from evaluators after every proposal submission, whether you win or lose. Prepare specific questions to gather actionable insights.

2. Develop an Internal Feedback Process
Establish a structured internal review process where team members assess the proposal at different stages, such as initial drafts, compliance checks, and final reviews.

3. Use Surveys or Questionnaires
Create feedback forms for internal reviewers and evaluators to provide detailed input on specific sections of the proposal, such as the technical approach, cost proposal, or executive summary.

4. Encourage Constructive Criticism
Foster an environment where team members feel comfortable offering honest and constructive feedback. Encourage discussions that focus on improvement rather than assigning blame.

How to Analyze Proposal Feedback

1. Categorize Feedback
Organize feedback into categories such as compliance, clarity, technical accuracy, persuasiveness, and design. This helps identify patterns and prioritize areas for improvement.

2. Identify Recurring Issues
Look for recurring themes in feedback, such as unclear language or non-compliance with formatting guidelines. Addressing these systemic issues can have a significant impact on future proposals.

3. Assess Relevance
Not all feedback is actionable or relevant. Focus on input aligning with goals of your proposal and the requirements of the RFP.

4. Create an Action Plan
Develop a plan to address the feedback in future submissions. Assign responsibilities to team members for implementing changes and tracking progress.

Leveraging Feedback to Improve Proposals

1. Update Templates and Processes
Incorporate lessons learned into your proposal templates, style guides, and development processes. Standardizing improvements ensures consistency across all future proposals.

2. Enhance Training and Resources
Use feedback to identify skill gaps within your proposal team. Provide training or resources to address areas such as compliance, writing, or graphic design.

3. Strengthen Compliance Checks
If feedback highlights compliance issues, refine your compliance review process. Use tools such as checklists or proposal management software to ensure all requirements are met.

4. Focus on Value Propositions
Feedback often highlights the importance of a clear and compelling value proposition. Refine how your proposals articulate the unique benefits of your solution.

5. Refine Visuals and Design
If evaluators suggest that visuals were unclear or ineffective, work with graphic designers to improve the quality and relevance of charts, diagrams, and other visuals.

Common Challenges in Implementing Proposal Feedback

1. Resistance to Change
Teams may be reluctant to alter established processes or templates. Emphasize the benefits of incorporating feedback and involve team members in the improvement process.

2. Limited Access to Evaluator Feedback
Not all evaluators provide detailed debriefs. When feedback is unavailable, rely on internal reviews and peer assessments to identify potential areas for improvement.

3. Lack of Follow-Through
Without a structured plan, feedback may not be effectively implemented. Assign clear responsibilities and set deadlines for integrating feedback into future proposals.

The Role of Hinz Consulting in Proposal Feedback Integration

Hinz Consulting specializes in guiding organizations through the proposal feedback process. Our expertise ensures that feedback is effectively analyzed and applied to improve future submissions. We provide:

  • Win/Loss Analysis: Comprehensive assessments to identify strengths and weaknesses in past proposals.
  • Feedback Workshops: Tailored sessions to help teams understand and implement feedback.
  • Process Refinement: Strategies to integrate feedback into templates, workflows, and development processes.

Conclusion

Proposal feedback is a powerful tool for continuous improvement, helping businesses enhance their submissions and increase win rates. By systematically collecting, analyzing, and implementing feedback, organizations can refine their proposal processes, address weaknesses, and build stronger, more competitive proposals.

Hinz Consulting is here to support your feedback integration efforts, ensuring that every submission reflects the highest standards of quality and professionalism. With a commitment to excellence and strategic guidance, we help you turn feedback into success. Contact us to learn more!

Volume 38

Volume 38

Posted on by Neal Peters

In This Week’s Newsletter:

  • Culture Corner: Did you know…?
  • Opportunity Spotlight of the Week: NASA SEWP VI 
  • AI Corner: Solo Vs. Team-Based Proposal Software
  • Four To Follow: Get the lowdown on four interesting pursuits!

Did you know…?

As we continue our 10th birthday celebration, we wanted to highlight some amazing statistics that shows the awesome work Hinzers have done over the years!

Did you know that…?

  • Hinzers have won a whopping $1Trillion+ for our clients!
  • Hinzers support 400-500 pursuits each year, half of which are turnkey efforts!
  • Hinzers log an impressive 100,000 billable hours each year!
  • Hinzers have an average of 17+ years of experience!
  • Hinz Consulting has been certified as a “Great Place to Work” for multipe consecutive years!

We couldn’t be prouder of our team, our company, and our success. Thank you to all the clients, consultants, and Hinzers who support us every day.

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Bid_Spotlight

NASA SEWP VI 

Contact Len: len.miller@hinzconsulting.com

If you have not been following or pursuing this opportunity, then take notice! Amendment #5 was released on 22 July with answers to questions for the RFP (although not all of ~4,400 questions were answered). There were a few small revisions to the RFP that may impact large businesses, so be sure to review the documents carefully. The updated Amendment and the Q&A document can be found at sam.gov.  Proposals are due NLT 28 August at noon ET.  

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Solo Vs. Team-Based Proposal Software

Contact Josh: josh.thiel@hinzconsulting.com

The size of your organization may influence your choice of proposal software and whether or not to use a service that is priced by the user. To evaluate whether this pricing model aligns with your needs, be sure to compare solo (individual) proposal software with team-based options.

Individual User Proposal Software

If you’re operating a small business or if you’re the Individual User responsible for proposals in your organization, proposal software can cater to your specific needs. As a single user, you can fully exploit the proposal software, optimizing the features that enable you to create, design, alter, and deliver proposals to your clients. The only drawback might be the lack of access to team collaboration tools embedded in most of the top proposal software systems, which are designed to boost collaboration and productivity.

Team-based Proposal Software

On the other hand, team-based proposal software provides a unified platform for your entire sales team, facilitating effortless performance monitoring and standardized procedures. It comes with features like interaction analytics and real-time chat that can convert your prospective clients into software users. The enhanced user experience, coupled with digital signature technology, can result in 44% of your documents being signed within an hour and a 51% higher success rate overall. The potential downside of team-based proposal software might be the time it takes to adopt across your organization compared to solo software. However, the benefits certainly outweigh this minor setback!

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Four to Follow:

  1. CECOM Consolidated Manpower for Information Technology (IT) Support Services: A modification was issued on 24 July which updated the PWS and Sources Sought Notice on this $99M 8(a) Set-Aside Agency IDIQ vehicle.  The response to the Sources Sought is due NLT 7 August at 1 pm ET.
  2. Regional Multiple Award Construction Contracts III (RMACC III): The DHS/USCG released a J&A on 23 July to award a suite of bridge contracts for USCG Region 7 and they have an aggregate capacity of $50M.  The Government is still estimating RFP release in the February 2025 timeframe and ultimate contract awards in July 2026.
  3. TRADOC Operational Environment Support Services: The draft RFP is now expected to be released in mid-November 2024 and potentially the final RFP in early/mid-December 2024.  It is anticipated that the award will be made in late June 2025. The Army may be considering a potential SBSA for this effort.  There is currently 1 incumbent contract held by the Threat TEC – Yorktown JV.  
  4. DOE CBOSS 2: The industry is still waiting on an answer from DOE if they are planning to recompete this $10B BPA held by Accenture PLC. It was estimated that an RFP would be released in September/October 2024 timeframe given the current contract expires in late November 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
Volume 37

Volume 37

Posted on by Neal Peters

In This Week’s Newsletter:

  • Culture Corner: A Company Built with Consultants in Mind
  • Opportunity Spotlight of the Week: Chief Digital and Artificial Intelligence Office (CDAO) Platforms Support
  • AI Corner: Why Proposal Technologies Are Sought After
  • Four To Follow: Get the lowdown on four interesting pursuits!

Hinz Consulting: A Company Built with Consultants in Mind

In early 2014, a trio of seasoned professionals gathered, after years of witnessing the industry’s shortcomings, and embarked on a journey to build a company that would address these issues. Their vision was to create a proposal consulting firm that would revolutionize the industry by addressing three core problems:

  1. Work-Life Balance: They observed a complete lack of work-life balance in the industry and aimed to rectify this in their company.
  2. Freedom and Choice: They believed in the freedom to choose the people they work with and for, fostering a positive and productive work environment.
  3. Service to the Gig Economy: They identified a lack of services being provided to the “gig economy” of proposal consulting, which they believed was key to growth.

The founders sought to fill a void in the marketplace: service to the consulting community. They heard that consultants often felt pressured to market themselves, while firms merely collected a portion of their wages. The founders proposed a model that aligned with the belief that the consulting community could be better served by a firm built with their concerns at the forefront.

10 years later, this philosophy is still one of the guiding principles at Hinz Consulting!

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Bid_Spotlight

Chief Digital and Artificial Intelligence Office (CDAO) Platforms Support

Contact Len: len.miller@hinzconsulting.com

This is the potential recompete of the estimated $3.2B contract held by Booz Allen Hamilton, which is scheduled to expire in March 2026.  Planning was underway, but according to FEDSIM First Friday earlier in July all CDAO requirements are still in a “hold/pause status”.  The estimate on this recompete is $2.9B but if this stays within FEDSIM we will have to see what price range CDAO assigns.  Maybe there is still time to form a team to get a capture underway! Reach out to Hinz Consulting today for support. 

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Why Proposal Technologies Are Sought After

Contact Josh: josh.thiel@hinzconsulting.com

You understand the value of technology creating efficiencies, but do you know the efficiencies as they pertain to proposals? These tools are fundamentally designed to assist your business in crafting, correcting, and disseminating sales proposals, quotes, and responses to RFPs and tenders. The utilization of dedicated proposal management software can significantly enhance your processes, leading to a higher win rate. It is this potential for improved efficiency and win rates that is driving the demand for proposal software.

Technology Impacting the Proposal Industry buckets into 5 categories.  As you search the internet or run into software at trade shows, the technology will often fall into these categories, which makes it easier to steer towards a solution that meets your needs.

  1. Go To Market (GTM) AI and Software
  2. Proposal Management Software
  3. Gen AI Software
  4. Editing Software
  5. Pricing AI and Software

If you want to learn and discuss more about the software that is right for your organization, reach out to Hinz AI Center of Excellence.

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Four to Follow:

  1. GSA ALLIANT 3: A modification was issued on 16 July to change the date questions are due to 4 pm ET on 2 August.  GSA still intends to issue a pre-recorded Pre-Proposal Conference after the questions have all been received, but they have not yet committed to a specific date.  Q&A is expected to be released on/about 23 August. Proposals are currently due NLT 28 October via the Symphony proposal submission portal.
  2. National Education Campaign and Outreach Contract (NEC): HHS/CMS released a modification on 15 July to provide the link to the Pre-Solicitation Conference that is being held from 11 am to 12:30 pm ET on 25 July.  Additionally, questions on the draft SOW and being collected today, 18 July.
  3. Energy IDIQ III: We are now expecting this RFP to be released by USAID in early August for the recompete of this $1.5B MA/IDIQ.  It is anticipated there will be SB, Full/Open, and Partial SB awards made on this effort by the end of September 2025. There are currently 9 incumbent contracts.
  4. Comprehensive Construction and Engineering (C2E): There was a Determination and Findings (D & F) for Consolidation released by Special Notice on 15 July for this estimated $15B recompete of the MA/IDIQ vehicle.  The D & F appears to have resulted in a decision by the Air Force to plan two separate IDIQ contractors into one acquisition.  Awards are anticipated to be across an SBSA Track (15 SB awards:  3 8(a), 2 WOSB, 1 SDVOSB, and 1 HUBZone with the remaining 7 awards to SB firms) and 12 awards to Full/Open Track firms which is to also include 1 8(a) firm.  Solicitation is still estimated in late September / early October and awards sometime in the 2nd Quarter of GFY 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

Volume 36

Volume 36

Posted on by Neal Peters

In This Week’s Newsletter:

  • Proposal Perspectives: Drew Jaehnig – Sr. Capture Manager at Forrester Public Sector
  • Culture Corner: APMP-NCA’s Mid-Atlantic Conference (MAC)
  • Opportunity Spotlight of the Week: Department of the Air Force Strategic Transformation Support II (DAFSTS II)
  • AI Corner: Generative AI & Small Business Innovation
  • Four To Follow: Get the lowdown on four interesting pursuits!

Proposal_Perspectives__1_ (2)

A Journey Of Success With Drew Jaehnig

In the intricate landscape of government acquisition, few have navigated the terrain as successfully as Drew Jaehnig, a senior Capture Manager at Forrester Research. He’s a seasoned leader with an extensive career spanning over 30 years across both public and private sectors.

From Navy to GovCon

He started out studying audio engineering in Toronto and then joined the US Navy where he put his good ear to use for sound modeling work in the Minesweeper community. During his tenure, he transitioned to the Joint Staff Support Center at the Pentagon where he provided secure communications and essential IT services to the Joint Staff members. He then spent 19 years at DISA, earned his master’s degree from the National War College, became a government acquisition expert, and retired as a GS-15. Drew now works on this side of the fence helping contractors win important work.

He believes success in our industry depends on “giving the government the best solution possible to use taxpayer’s money to solve the biggest problems of the world.” He sees GovCon as a kind of social program that’s “designed for the economic development of the community.” As a Navy man, he is still very much mission-focused.

A Leader’s Perspective

Perhaps due to his many years in government acquisition, he believes in having empathy for the other side. He urges contractors to keep in mind that training is uneven across the agencies and there is a new generation of Contracting Officers. He says that “on the other side of the fence are lots of labor gaps.”

Drew is also a servant leader and sees his role as an opportunity to give. He emphasizes that “You manage things, but you lead people.” and encourages more military service members to join the contracting industry. After all, they are the end users of the federal government customers, and describes them as “a gold mine of information.”

Interested in being a contributor to Proposal Perspectives? Contact us!

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APMP-NCA’s Mid-Atlantic Conference (MAC)

Be sure to save the date for the Mid-Atlantic Conference hosted by the National Capital Area (NCA) Chapter of APMP! Volunteers and speakers are working hard behind the scenes to pull off this awesome event. If you’d like to help with this year’s conference, send an email to kevin@apmpnca.org for more information. We can’t wait to see you there!

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Bid_Spotlight

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

Contact Len: len.miller@hinzconsulting.com

The final form of the estimated $5B US Air Force recompete is yet to be unveiled. The draft RFP documents, which were released for public comment in early June, have already sparked industry-wide discussions. A productive question and answer session was held on June 14th, providing a platform for industry experts to review and contribute to the final acquisition approach.

The deadline for submitting final comments and questions was June 17th, and the industry has been buzzing with speculation ever since. The countdown has begun, and it’s predicted that the final RFP could be launched as early as mid to late August 2024.

This is a golden opportunity to compete for this massive $5B Agency MA/IDIQ vehicle recompete. Don’t miss out! Reach out to Hinz Consulting today for expert proposal support and give your business the competitive edge it deserves!

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Generative AI & Small Business Innovation

Contact Josh: josh.thiel@hinzconsulting.com

Generative AI can be quite useful for writing Small Business Innovation Research (SBIR) proposals. Here are some ways it can help:

  1. Brainstorming and Idea Generation: Generative AI can assist in brainstorming innovative ideas and refining them to align with SBIR requirements.
  2. Drafting and Structuring: It can help draft sections of the proposal, ensuring that the content is well-organized and coherent.
  3. Editing and Proofreading: AI tools can assist in editing and proofreading to enhance clarity, grammar, and overall quality.
  4. Research Assistance: Generative AI can quickly gather and summarize relevant research, saving time and effort.
  5. Compliance Checks: It can help ensure that the proposal meets all necessary guidelines and requirements.

However, it’s important to use these tools ethically and maintain your authentic voice in the proposal. Would you like to know more about any specific aspect of using Generative AI for SBIRs? If so, contact us below.

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Four to Follow:

  1. GSA ALLIANT 3: An amendment was issued on 10 July to correct some issues with a few of the Attachments. Remember, questions are due NLT 4 pm ET on 26 July. GSA intends to issue a pre-recorded Pre-Proposal Conference after the questions have all been received, but they have not yet committed to a specific date. Q&A is expected to be released on/about 23 August. Proposals are currently due NLT 28 October via the Symphony proposal submission portal.
  2. Administrative Support Services for the Army Research Lab (ARL):The Army has a continuing requirement for support services at the ARL for this recompete of the current 5 contracts on this estimated $49.9M 8(a) Set-aside, IDIQ vehicle. This acquisition is expected to have a solicitation released later this summer, possibly mid/late August or early September.
  3. Advisory and Assistance Services Countering Weapons of Mass Destruction Office Operations Support Directorate (CWMD A&AS OSD):This single award Task/Delivery Order contract currently held by Logistics Management Institute is in its 4th/final option period which is scheduled to expire on 25 September 2025. The RFP for this estimated $70M recompete is expected to be released in the spring of 2025, possibly March 2025.
  4. DHS OCIO Architecture, Development, and Platform Technical Services (ADaPTS 2.0):The last Sources Sought Notice was released on 18 June stating that future modifications would be posted on GSA eBuy. The RFP was estimated to be released by 1 October for this $250M BPA. Watch your eBuy accounts/postings 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 35

Volume 35

Posted on by Neal Peters

In This Week’s Newsletter:

  • Opportunity Spotlight of the Week: GSA ALLIANT 3
  • AI Corner: Considerations for Free vs. Premium Proposal Software
  • Culture Corner: “The One Where [we] Take a Break”
  • Four To Follow: Get the lowdown on four interesting pursuits!

Bid_Spotlight

GSA ALLIANT 3

Contact Len: len.miller@hinzconsulting.com

GSA released the final RFP for this follow-on to the ALLIANT 2 vehicle on Friday, 28 June. This is yet another self-scoring acquisition for this GWAC-IDIQ.   The ALLIANT 3 Submission Portal is already open for industry registration (http://idiq.gsa.gov/ ). An optional Pre-Proposal Conference will be recorded and released online with a date and time to be announced soon. Questions on the solicitation must be submitted using the required Google Form NLT 26 July at 4pm ET.  The current proposal submission date is 28 October at 4pm ET via the ALLIANT 3 Submission Portal.  Follow the effort at SAM.gov.   Reach out to Hinz Consulting for support on this critically important GWAC IDIQ effort!

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Considerations for Free VS Premium Proposal Software

Contact Josh: josh.thiel@hinzconsulting.com

Complimentary Proposal Software (Free OpenSource)

It’s understandable that f you’re at the beginning stages of integrating proposal software into your operations, or you don’t generate a high volume of proposals, the appeal of free software is undeniable. The primary advantage of such no-cost software is its ‘try and decide’ strategy, giving you a sneak peek into the basic features of proposal software before you invest any money. However, keep in mind that free software might not offer a wide array of features, possibly limiting the anticipated effect on your proposal process. Moreover, the completely free software could imply a risk to your data, which the software provider might use for their gain, unintentionally turning you into the ‘product’. However, it’s crucial for you to differentiate between free software and free trials, a common offering from many reputable companies.

Premium Proposal Software (Paid & Private Instance)

The strategic investments in the right tools are crucial to the growth of your business, which includes choosing premium proposal software. By opting for this type of software, you unlock a plethora of features and integration opportunities that can dramatically improve your proposal procedures. It not only guarantees regular updates and maintenance but also ensures secure data management with consistent backups and immediate product support. While you might see incorporating premium proposal software into your operational budget as a downside, it’s more cost-effective than you might think. For instance, GetAccept offers this service starting at a mere $25 per month per user.

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“The One Where [we] Take a Break”

Last week, we offered some friendly advice to give proposal teams a break when the RFP is extended. We are also pulling light duty this week while lots of folks are OOO. Apparently, it’s a thing! Someone even posted on our socials about this trend.

Companies like LinkedIn, Patagonia, Spotify, Marriott, and many others offer extended PTO during the summer. They know the great impact that a collective recharge can have on teams. Watch for more organizations to adopt similar policies. In the meantime, we hope you and yours have a great summer holiday however you can get it!

Four to Follow:

  1. Veteran/Family Member Programs (VFMP) Claims Processing, Customer Service (CS) and Centralized Authorizations for Emergency Care (CAEC) [VFMP CAEC): The Solicitation is estimated for release later this summer, most likely in the August timeframe, on this estimated $550M recompete of this Signature Choice III, LLC-held contract.  
  2. West Desert Test Center (WDTC) Mission Support Services: The Army has a continuing requirement for support services on this contract held by Jacobs Engineering Group.  This estimated $97M Agency IDIQ is expected to have a solicitation released later this fall, possibly around October.
  3. Vertical Construction MATOC ESCO Unrestricted:The Contracting Office released the solicitation on 1 July and questions are due NLT 7 calendar days before proposal submission of this Full & Open/Unrestricted effort.  Phase One submissions are due NLT than 29 July, 5 pm CT on this estimated $1.5B MA/IDIQ vehicle. The USACE expects to advertise for pools for an 8(a) set-aside and HUBZone set-aside in the future.  
  4. Facilities Acquisitions for Restoration and Modernization (FARM III): The recompete of this Full & Open/Unrestricted Air Force IDIQ vehicle for continuing support at the Air Force Test Center, Arnold Engineering Development Complex is expected in late summer of 2026.  The current estimate for this vehicle is $300M.  If you need Capture or Proposal support on any of these or other efforts, please contact us below. Hinz Consulting will make you proud!

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 34

Volume 34

Posted on by Neal Peters

In This Week’s Newsletter:

  • AI Corner: Generative AI Software Vs. Editing Software
  • Culture Corner: Give Proposal People a Break
  • Opportunity Spotlight of the Week: New Modern Software Development Multiple Award IDIQ
  • Competitive Intelligence & Pricing: When “No (Bid)” Really Means “Yes”
  • Four To Follow: Get the lowdown on four interesting pursuits!

Generative AI Software Vs. Editing Software

Contact Josh: josh.thiel@hinzconsulting.com

Determining whether you need Generative AI (Gen AI) software or editing software depends on your specific requirements and goals. Let’s break it down:

  1. Generative AI (Gen AI) Software
    • Purpose: Gen AI software leverages machine learning algorithms to create new content, generate code, or produce other creative outputs.
    • Use Cases:
      • Content Creation: Gen AI can generate text, images, and even videos.
      • Search Assistant:  Gen AI searches through your library to find relevant information to your topic.
    • Advantages:
      • Efficiency: Automates repetitive tasks.
      • Cost-Effective: Reduces time to first draft.
    • Example Tools: RohanRFP, ChatGPT, and Copilot.
  2. Editing Software
    • Purpose: Editing software is used to modify existing content.
    • Use Cases:
      • Document Editing: Edits text, formatting, one voice, and layout.
      • PowerPoint (PPT): Companies like PerfectIT are expanding their capabilities to include PPT documents.
    • Advantages:
      • Precision: Allows fine-tuning of existing content.
      • Quality Enhancement: Improves textual elements.
      • Collaboration: Enables multiple users to work on the same content.
    • Example Tools:  PerfectIt, Adobe Premiere Pro, Photoshop, Microsoft Word.

Consider your specific needs: if you want to create content from scratch or automate code generation, Gen AI software may be more suitable. If you need to modify existing content, editing software is the way to go. If you want to learn more about these technologies, attend APMP’s AI Online Conference: August 19-23, 2024.

Give Proposal People a Break

As most of our readers know, NASA SEWP was extended until 12:00pm EST on July 25th (see Amendment 3 on sam.gov). Phew! Most of the proposal peeps we know have been heads on this RFP for a while now and they need a minute to catch their breath. In order to get the most from your team, resist the urge to continue working through the holiday. Give them a break for best results! Here’s why:

  • Fresh Perspective: Stepping away allows them to gain a fresh perspective. Upon returning, they see the proposal with new eyes, which can help identify areas for improvement or innovative solutions.
  • Reduced Stress: Proposal writing can be intense and stressful. A break provides mental relief, reduces burnout, and allows them to recharge. Stress negatively impacts decision-making and creativity, so taking time off enhances overall quality of work.
  • Document Refinement: The extension offers an opportunity to strategically refine the proposal. They can revisit their approach, review feedback, and adjust their strategy. Sometimes, a delay leads to better insights and more effective content.
  • Additional Research: Extensions allow for additional research. They can explore case studies, gather more data, or analyze competitors’ proposals. This extra information strengthens the proposal.

Keep in mind that balance is key. While a restful moment is valuable, be sure to allocate enough time to meet the revised deadline. Here’s to a Happy 4th of July!

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Bid_Spotlight

New Modern Software Development Multiple Award IDIQ

Contact Len: len.miller@hinzconsulting.com

This federal procurement opportunity “NEW MODERN SOFTWARE DEVELOPMENT MULTIPLE AWARD IDIQ” has a status of Pre-RFP and a value of TBD, but in the RFI released on 5/23/2024, the Army’s ACC Aberdeen Proving Ground said they expect this M/A IDIQ to be in excess of $1B.   The Army did release a modification on 6/26/2024 to ask some follow-up questions and industry’s responses are due NLT 7/1/2024 at 4pm ET.   The Solicitation Date is estimated to be 08/2024, and the Award Date is estimated to be 11/2024.  This is a new a requirement for a new MA/IDIQ for Modern Software Development for which task orders will be issued for software enablement efforts in support of Army systems. The competition type is Undetermined. The contract type is Indefinite Delivery Indefinite Quantity. Please contact Hinz Consulting for your proposal support needs!

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CI

When “No (Bid)” Really Means “Yes”

Strategic pricing is crucial for making a “no-bid” decision on public sector procurements. Companies need to analyze competitive dynamics, internal costs, alignment with strategic goals, risks, opportunity costs, and ability to deliver. By carefully evaluating these factors, they can make informed no-bid decisions, ensuring profitability, strategic alignment, and maintaining quality and reputation.

Key Takeaways

  • Competitive and Cost Analysis: 
    • Assessing competitor pricing and internal cost structures helps determine if a bid can be financially viable, preventing unsustainable price wars and protecting profit margins.
  • Risk and Opportunity Cost Evaluation: 
    • Evaluating the risks and comparing potential returns against other opportunities ensures resources are allocated to opportunities that maximize profitability and strategic value.
  • Strategic Alignment: 
    • Ensuring the opportunity aligns with the company’s strategic goals and current delivery capability helps maintain focus on projects that support long-term growth and operational stability.

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Four to Follow:

  1. DOE CIO Business Operations Support Services 2 (CBOSS 2): The Solicitation is estimated for release this summer on this recompete of this $10B BPA with Accenture, however the spend to date is approximately $1.7B and the contract is set to expire end of August 2027, so there is some uncertainty on RFP release timing.  Never too early to start your capture effort.  Call Hinz Consulting for capture and support!
  2. Capabilities for Cyber Advancement BAA: This Air Force (AFRL) BAA is open through FY26 and they just issued a modification (Amendment 8) to update elements of the BAA.  White Papers for FY26 funding are due NLT 4/5/2025 and all White Papers against this BAA are due NLT 12/1/2025, which at that time the BAA will be closed.  There are currently 17 incumbents on this BAA.  Call Hinz Consulting for your Proposal support!
  3. .Vertical Construction MATOC ESCO Unrestricted: The Contracting Office released a Pre-solicitation notice on SAM.gov on 6/25/2024 and the Solicitation is now expected to be released during July.  It is also expected that a virtual pre-proposal conference will be hosted by the Army Corps of Engineers, Fort Worth District about 2 weeks after the RFP is posted.  Proposals are anticipated to be due within 30 days of RFP release on this $1.5B MA/IDIQ vehicle.  Expect a Two-Phase Design-Build Selection Procedure with Best Value Trade Off.  5 contracts are expected to be awarded as fully open and the USACE expects to advertise for pools for an 8(a) set-aside and HUBZone set-aside in the future.  Reach out to Hinz Consulting for support on this effort! 
  4. DOS INL Office of Western Hemisphere Programs FA4 Operations Logistics and Facilities Support Services (INL WHP FA4): The recompete of this HUBZone set-aside/MA IDIQ vehicle is expected late summer / early fall with awards in the summer of 2025.  The current estimate for this vehicle is $625M.  If you need Proposal Support, Hinz Consulting will do you proud!

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 33

Volume 33

Posted on by Neal Peters

In This Week’s Newsletter:

  • Culture Corner: Proposal Perspectives
  • Competitive Intelligence & Pricing: The Incumbent Pricing Challenge of LPTA Recompetes
  • Opportunity Spotlight of the Week: Vertical Construction Services Multiple Award Task Order Contracts (MATOC)
  • AI Corner: Why Companies Approach Us for AI Tool Selection
  • Four To Follow: Get the lowdown on four interesting pursuits!

Proposal Perspectives:

Scott Whitney, Sr. Capture Director at Peraton

In a candid interview with Peraton’s Senior Capture Director, Scott Whitney, we discussed effective leadership within the federal contracting space. Drawing from years of experience in the intelligence community and the United States Marine Corps, Scott shared practical wisdom that transcends industry boundaries.

  • Leading by ExampleScott’s career path was unconventional beginning in the military service where he skipped ranks and was detailed to a government agency while still on active duty. From there, he cut his teeth as a Program Manager on smaller bids and worked his way up to his role today by not being afraid to afraid to roll up his sleeves. In fact, he says that “I won’t ask someone to do something I wouldn’t do myself.”
  • “It’s better to seek forgiveness, rather than permission”Scott believes it’s often best to act decisively and it’s worked out for him about 95% of the time. He emphasized the importance of taking initiative. In a dynamic environment, boldness can lead to success.
  • Herding Cats: A Necessary SkillMr. Whitney likes to say that, as a proposal or capture manager, “you’ve got to be good at herding cats!” Set expectations and hold people accountable. Proposals are about facilitating the success of your people and processes.

In the Government Contracting space, these principles resonate beyond titles and industries. Whether herding cats or complex deals, “it’s basic human leadership,” according to Scott.

Remember, it’s not about rank — it’s about impact.

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CI

The Incumbent Pricing Challenge of Lowest Price Technically Acceptable Recompetes

A client recently asked me to provide some strategic pricing guidance for one of the opportunities they currently hold as a prime contractor that is up for recompete. Their challenge is the recompete is being evaluated as a firm fixed price (FFP) lowest price technically acceptable (LPTA) opportunity. This presents enormous challenges for several reasons. 

The incumbent knows that the competition will offer cut-rate pricing without the same depth of experience or understanding of the current project. Any inherent technical knowledge gained over the past few years is irrelevant. The customer is signaling that anyone can do the work. 

Incumbents tend to behave rationally, as they have been managing a set of financial and governance constraints during the current program. Their management will unlikely find the appetite to change financial and risk parameters that will be necessary to win the recompete. Competitors who choose to pursue this are under no such constraints and understand the task at hand – simply be $1 lower than what you think is the absolute lowest price someone might be willing to offer.

Finally, a “technically acceptable” evaluation model also eliminates the incumbent’s ability to propose value-added services that are not explicitly required by the solicitation. The incumbent can no longer differentiate their response based on the quality solution they have been providing or additional benefits they can bring to the table based upon inside knowledge.

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Bid_Spotlight

Vertical Construction Services Multiple Award Task Order Contracts (MATOC)

Contact Len: len.miller@hinzconsulting.com

A Modification was released by the Government on June 4, 2024. The purpose of the Modification is to announce that the Solicitation for this $1.5B MA/IDIQ with 5 awards is now anticipated to be released in early July 2024.  Please contact Hinz Consulting for your proposal support needs!

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Why Companies Approach Us for AI Tool Selection

Contact Josh: josh.thiel@hinzconsulting.com

The Hinz AI Center of Excellence is becoming a significant resource in the market as companies are consistently calling to ask for support with AI Tool Selection.  We took a poll to understand why companies are approaching us, and what value we provide. Below is a summary of the responses.

  • Expertise and Objectivity
    • Hinz brings specialized knowledge and experience in both Proposals and Technology.
    • Hinz carries the burden of staying updated on industry trends, best practices, and emerging technologies.
    • Hinz’s objective viewpoint helps avoid internal biases and ensures a thorough evaluation.
  • Needs Assessment and Customization:
    • Hinz analyzes your specific requirements, business processes, and goals.
    • The AI COE recommends solutions tailored to your company’s unique needs, avoiding one-size-fits-all approaches.
  • Market Research and Vendor Evaluation:
    • Hinz already conducted market research, identifying available technologies and vendors.
    • The AI COE evaluates options based on Functionality, Culture, and Business.
  • Risk Mitigation:
    • Consultants assess risks associated with technology adoption, such as will the technology vendor be around in a year based on patents and finances.
    • The AI COE helps you make informed decisions, minimizing potential pitfalls.
  • Cost-Effectiveness:
    • Hiring a consultant is often more cost-effective than dedicating internal resources to research and selection.
    • Hinz’s expertise saves time and reduces trial-and-error costs.
  • Change Management and Implementation Support:
    • Hinz has the experience to guide you through the implementation process.
    • Hinz is available to assist with change management, training, and post-implementation support.

Remember, the Hinz AI COE enhances decision-making, reduces risks, and is dedicated to successful technology adoption for your company. Contact us below to help with your process.

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Four to Follow:

  1. DoS/FSI, Office of Director – Acquisition and Human Resources Professional Services: The Sources Sought Responses were to have been delivered NLT May 17 at noon ET.  Any estimate for the Solicitation release is in September 2024.  However, this is pending the final determination of an acquisition strategy. Call Hinz Consulting for proposal support!
  2. GSA ALLIANT 3: The last update on this estimated $75B IDIQ-GWAC showed the solicitation potentially being released in June 2024, but our get is this is slipping into July 2024.  Look carefully at Draft Solicitation and its attachments released back in April 2024.  Get ahead of this one.  Reach out to Hinz for support!
  3. Air Force Contract Field Teams (CFT) Program Labor Augmentation Support Requirements: The Contracting Office released an additional set of Q&A on 11 June. The final Solicitation is now anticipated to be released in late June or mid-July 2024 timeframe for this estimated $7.1B recompete.   An Award is anticipated to be made in late August 2025.  Reach out to Hinz Consulting for support on this effort! 
  4. DHS/OCIO ADAPTS 2.0: The DHS released an updated Acquisition Planning Forecast which states that the final solicitation is now planned to be released on or about 1 October 2024.  If you need Proposal Support, Hinz Consulting will do you proud!

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 32

Volume 32

Posted on by Neal Peters

In This Week’s Newsletter:

  • Culture Corner: Cheers to a fabulous BPC NOLA 2024!
  • AI Corner: Demystifying Domains Speech
  • Competitive Intelligence & Pricing: Direct Labor in proposals, why? 
  • Opportunity Spotlight of the Week: Do you know if your BD, Capture, or Proposal career is a fizzle or sizzle?
  • Competitive Intelligence & Pricing: Direct Labor in proposals, why? 
  • Four To Follow: Get the lowdown on four interesting pursuits!

Cheers to a fabulous BPC NOLA 2024!

What a success we had in New Orleans last week at the Annual APMP Bid & Proposal Conference (BPC)! Hinz Consulting had a great team on site who showed up in force to help with various activities. Thank you to Dan Marsh, Len Miller, Mark Beha, Pauline Malazarte, Josh Thiel, Chris Placzek, Angela Marsh, and Danny Murawinski. Here are some highlights:

  • Josh Thiel introduced a mentor program for the Military & Veterans Affinity Group
  • Mark Beha recruited speakers for a new Veterans Speaker Series
  • Sponsored the popular Productivity Room and shared Hinz Oreo cookies
  • Angela Marsh hosted the NCA Chapter Happy Hour for nearly 100 local members
  • Len Miller and Josh Thiel gave well received presentations
  • Danny Murawinski captured an amazing amount of qualified leads 
  • Pauline Malazarte nurtured key client relationships 
  • Chris Placzek & Angela Marsh successfully passed the Foundation Level Certification to earn the CF-APMP designation
  • Dan Marsh took the stage at the closing ceremonies in front of 1000+ attendees for our prize giveaway – in a big blue hat of course!

Most of our success can be directly attributed to the ongoing work that Hinzers do every day for our clients, with our consultants, and in the industry. We have earned a reputation as being good people with a great culture. We are known for our character, big laughs, and follow through. It is an honor to represent Hinz Consulting. Thank you to all the attendees and our friends at APMP for a great week!

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Bid_Spotlight

Do you know if your BD, Capture, or Proposal career is a fizzle or sizzle?

Contact Len: len.miller@hinzconsulting.com

I had the pleasure of speaking at the APMP BPC conference in New Orleans last week and it was an incredible experience. My question, “Do you know if your BD, Capture, or Proposal career is a fizzle or sizzle?” was designed to spark introspection and inspiration, and it was great to see the wave of thoughtful reflection among the attendees.

Thank you to everyone who joined the session and contributed to the discussions. Your energy and engagement made it a memorable event, and I left the conference feeling just as inspired and motivated as you all did!

It was a fantastic event, and I look forward to seeing everyone at upcoming APMP events. Let’s continue this journey together! Feel free to reach out to me if you want to further discuss your career goals and challenges!

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Demystifying Domains Speech

Contact Josh: josh.thiel@hinzconsulting.com

I had the pleasure of presenting alongside Erin Underwood, EVP at Rohirrim, at APMP BPC NOLA. Erin and I attempted to Demystify Domains as we delivered a ‘fireside chat’ presentation.  We hope the session pairs Erin’s tech/AI expertise with the human perspective and use cases. 

It was fantastic to see the high level of interest and engagement in emerging AI topics from the attendees. Our collaboration brought together a wealth of experience, innovation, and leadership in both the public and private sectors.

Thank you to everyone who joined and contributed to the success of this session. Don’t miss the chance to gain valuable insights and network with industry leaders like Erin and me. Stay tuned for more exciting sessions and events! 

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Tom_CI (2)

Direct Labor in proposals, why? 

Contact Tom: thomas.hudgins@hinzconsulting.com

Direct Labor.  Simply defined, it is the pay of the proposed person that is calculated to an hourly amount, normally pricing would calculate direct labor as “annual salary/2080”.  In proposals, and if personnel are named in a proposal and are cited as being “Key” or will be used, their actual direct labor should be used, this is also the same for any proposal that is a cost-type proposal. 

There are many paid subscription sites available:  ERI, Payscale, WMG, and many others.  ERI, in my opinion, is one of the best because it allows you to include years of experience, certifications, geographical location education, and many other considerations.  Those licenses can be costly, but worth the costs. 

Many free sites can give good information:  BLS.gov (Bureau of Labor Statistics), Dept of Labor’s Wage Division (good for minimum wage data), then the normal Glassdoor, indeed, Monster et al; that can give decent data, however, if using those, I would recommend pulling data from multiple free sources.   

But why is direct labor important?  Because in any good proposal, there should be a Profit and Loss (P&L) analysis done so you can see metrics like contribution and profit (net and gross).  You would want to know if that deal will be good or not, right?  A good pricing model should have a P&L page. 

While salary (or direct labor in this blog) is typically under HR’s area, pricing can always help especially researching that data, especially for the “TBDs”. 

In summary, if actual direct labor data isn’t available, do salary surveys and ensure that data is defendable and compliant (the govt clients will often say what is compliant).  Also, government-sponsored sites like BLS and DOL are always dependable and can be used as a last resort. 

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Four to Follow:

  1. OPM  ECIOSS: The Solicitation was released on June 5th as a 100% 8(a) Set-Aside.  Questions are due NLT 1:00 pm Eastern time on June 19, 2024. Proposals are due NLT 1:00 pm Eastern time on July 11, 2024. Call Hinz Consulting for proposal support!
  2. USCG AGILE COMPASS: The solicitation is expected to be released on or about September 1, 2024, via the GSA Multiple Award Schedule as an 8(a) set-aside.  This is expected to be a $275M  contract and multiple awards are expected on this, but there is only 1 incumbent contractor, Synergy Business Innovations & Solutions, Inc. 
  3. HUD IT Infrastructure Operations and Maintenance Services: The Contracting Office released a Special Notice on June 3, 2024, to announce a consolidated effort will be released via the GSA Alliant 2 vehicle. A Solicitation released date is not yet available, but is currently estimated for late June  An Award is anticipated to be made between Q4 of FY24 and Q1 of FY25.  Reach out to Hinz Consulting for support on this effort! 
  4. FBI Regional Multiple-Award Construction Contracts (RMACC): The Contracting Office recently stated this procurement is still being prepared and will provide notification to interested vendors once the Solicitation is released. It is estimated that this $600M IDIQ procurement could be released as early as late June.   If you need Proposal Support, Hinz Consulting will do you proud!

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