In This Week’s Newsletter: 05/02/24

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

APMP Military and Veterans Affinity Group

Contact Angela: angela.marsh@hinzconsulting.com

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

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

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

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

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

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

Let’s Talk About Inflation

Contact Chris: thomas.hudgins@hinzconsulting.com

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

Things to Consider

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

SeaPort NxG On Ramp 2024

Contact Len: len.miller@hinzconsulting.com

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

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

Contact Josh: josh.thiel@hinzconsulting.com

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

CRAFTED

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

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

Four to Follow:

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

About Hinz Consulting

Hinz Consulting provides services across the full business development cycle:

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

In This Week’s Newsletter: 04/19/24

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

Can Generative AI be used for Grant Writing?

Contact Josh: josh.thiel@hinzconsulting.com

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

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

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

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

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

APMP Pride Affinity Group

Contact Angela: angela.marsh@hinzconsulting.com

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

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

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

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

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

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

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

Helping David Compete Against Goliath

Contact Chris: chris.placzek@hinzconsulting.com

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

Three Key Takeaways

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

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

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

Seaport NxG On Ramp 2024

Contact Len: len.miller@hinzconsulting.com

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

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

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

Four to Follow:

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

About Hinz Consulting

Hinz Consulting provides services across the full business development cycle:

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

In This Week’s Newsletter: 04/05/24

• Proposal Perspectives: What positions do you anticipate being the hardest to fill in Capture?
• AI Corner: Understanding Proposal Management Software vs. Generative AI
• Culture Corner: APMP Affinity Groups
• Opportunity Spotlight of the Week: Charter Airlift Services in Support of the Civil Reserve Air Fleet (CRAF)
• Competitive Intelligence & Pricing: Does Every Bid Need a Formal Pricing Strategy?
• Four To Follow: Get the lowdown on four interesting pursuits!

What positions do you anticipate being the hardest to fill in Capture?

In this edition of Proposal Perspectives, we sit down with a contributor who wishes to remain anonymous to gain insights into the challenges and opportunities within proposal management. Here’s an excerpt from our interview:

“What positions do you anticipate being the hardest to fill in Capture?”

“I think it is going to be finding qualified solution architects. Finding folks who have skills and experience across a wide birth of technologies that are also on the cutting edge of innovation are hard to find these days.”

– Anonymous, Capture Manager

“If you could fix one problem with the power of AI in proposals, what would it be?”

“Having AI programmed to help with the review process would be interesting. You could train the AI to review based on a set of parameters. It can be difficult to find reviewers due to time constraints.”

– Anonymous, Capture Manager

If you would like to contribute to Proposal Perspectives or share your insights on proposal management, we welcome your participation. Contact us today to become a part of our newsletter and join the conversation on optimizing proposal processes.

Understanding Proposal Management Software vs. Generative AI

Contact Josh: josh.thiel@hinzconsulting.com

In the realm of enhancing productivity, both proposal management software and generative AI stand out as valuable tools. However, discerning their functionalities is crucial for selecting the technology that best aligns with your operational needs.

Proposal Management Software:

Proposal management software is tailored to facilitate the creation, editing, and submission of proposals, offering a structured approach to crafting compelling proposals for clients or projects. By centralizing project details, client specifications, and pricing information, this software streamlines the proposal creation process, ensuring consistency and professionalism.

Generative AI:

Generative AI, analyzes extensive datasets to generate innovative ideas, content, and text autonomously. With its ability to produce original concepts without direct human intervention, generative AI finds applications across diverse industries, including marketing, writing, and design.

Hinz established the AI Center of Excellence to provide industry insights on current technology to the entire industry: companies and individuals. The Hinz AI COE has considered over 20 different technology solutions for proposals; and is ready to support your technology initiatives.

APMP Affinity Groups

Contact Angela: angela.marsh@hinzconsulting.com

As part of an effort to build community in our industry, APMP (The Association of Proposal Management Professionals) has established Affinity Groups to foster diversity, inclusion, and enhance the membership experience. These groups provide supportive spaces for professionals with shared experiences in life and the industry.

The Culture Corner will spotlight each of these groups over the next few weeks. In the meantime, here’s an overview:

• Professionals of Color Affinity Group: This group acknowledges the unique experiences of professionals from diverse racial and ethnic backgrounds. It offers networking opportunities, cultural exchange, and a sense of belonging.
• Pride Affinity Group: Focused on LGBTQ+ professionals, this group aims to create an environment where members can celebrate their identities, share insights, and contribute to a more inclusive workplace.
• Mental Health Affinity Group: Recognizing the importance of mental well-being, this group addresses mental health challenges, promotes awareness, and offers resources for coping and resilience.
• Young Professionals Affinity Group: Geared toward early-career professionals, this group provides mentorship, career development resources, and a supportive community for growth.
• Military and Veterans Affinity Group: This group celebrates and supports military veterans within the federal contracting industry. It provides a platform for networking, sharing experiences, and building connections.

This year’s Annual Capture Breakfast: “The Next Generation of Capture,” will focus on how to improve processes, use new technologies, and build a pipeline of talent for the field of Capture Management in the 21st century.

NCA’s Annual Capture Breakfast: “The Next Generation of Capture” is your one-stop shop for navigating and conquering the changing capture landscape. Here’s what you can expect:

• Talk with Industry Experts: Discover how big data is revolutionizing the capture role and how you can leverage it to gain a competitive edge.
• Discover Cutting-Edge Strategies: Understand how GovCon client needs are evolving and learn to craft more compelling, data-driven narratives that resonate with decision-makers.
• Network with Peers: Explore how today’s capture ecosystems collaborate and build high-performing sales, capture, and proposal teams.
• Stay Ahead of the Curve: Learn how technology is transforming the capture industry. Discover the latest tools that can stream your processes and build your teams.

Charter Airlift Services in Support of the Civil Reserve Air Fleet (CRAF)

Contact Len: len.miller@hinzconsulting.com

A presolicitation notice was released by the Contracting Office on 26 Mar. RFP is still expected in Apr with a 30 day turn to submission. TRANSCOM expects to award multiple IDIQ contracts starting in Sep 2024 with contracts starting in Oct 2024 for this Six-Year contract (2-year base period with 2, 2-year option periods).

Does Every Bid Need a Formal Pricing Strategy?

Contact Chris: chris.placzek@hinzconsulting.com

Deciding on a formal pricing strategy for every bid requires companies to balance consistency and competitive advantage against the need for flexibility and innovation. While a broad strategic framework can guide pricing decisions, tailoring responses to specific opportunities allows for agility and creativity, improving the pWin for competitive procurements.

Three Key Takeaways

1. Strategic Balance: Employing a broad pricing framework provides consistency and competitive advantage, while a formal pricing strategy for critical and strategic responses ensures flexibility and innovation in bids.

2. Risk Management: A structured approach to pricing helps manage financial risks, safeguarding margins and ensuring the sustainability of business operations.

3. Market Responsiveness: Adaptability in pricing strategies enables companies to respond effectively to dynamic market conditions and specific customer needs, enhancing competitiveness and improving pWin.

Four to Follow:

1. NASA SEWP VI-If you are not following this opportunity, you should be.  This is one of the most used GWACs in the Government.   NASA is holding an Informational Briefing on 2 April, but if you did not get registered, they have already closed registration as they have reached capacity.  However, they will be releasing a recording after the event.  Hopefully we will hear what the acquisition timeline is to be at this briefing.
2.  CISA Exercise Support Services – The incumbent contracts are expected to expire in Mar 2025.  The RFP is expected to be released in Jul 2024 and awards to occur prior to Mar 2025.  
3. SOCOM Enterprise Development Application and Training (EDAT)-The recompete for this $550M 8(a) set-aside contract out of SOCOM is expected to be released in Jun 2024 but via the OASIS Small Business Pool and be a FEDSIM acquisition. 
4. DOJ/FBI Enterprise Telecommunication Information System (ETIS) O&M –  RFI responses from last Aug 2023 have been reviewed and a potential acquisition strategy/schedule is being considered.  Unclear when a draft RFP will be released or on what contract vehicle.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: 03/21/24

• Proposal Perspectives: Welcome to Our Interview Series
• AI Corner: Is the Government Going to Allow Us to Use Generative AI?
• Competitive Intelligence & Pricing: Aggressive Pricing vs. Value Differentiation – When to Lean In and When to Pull Back
• Opportunity Spotlight of the Week: GSA ALLIANT
• Culture Corner: Charity’s Place in the Workplace
• Four To Follow: Get the Lowdown on Four Interesting Pursuits!

Welcome to our interview series “Proposal Perspectives”

We’re excited to kick off our interview series “Proposal Perspectives”, where we dive into the expertise of proposal professionals to uncover invaluable insights and industry best practices. Throughout this series, we will engage with seasoned professionals to explore the strategies, tips, and advice that drive successful proposal endeavors.

To give you a glimpse of what’s in store, here’s a preview from one of our recent interviews:

“What career advice would you give to your younger self?”

– Hinz Consulting

“Be audacious! I feel if I had been more audacious and less fearful of mistakes that naturally come with growing into a new field, I would be farther along. Simply because I would have taken more risks. That is something I try to teach colleagues of mine that are new to the industry.”

– Anonymous (Proposal Manager)

Contribute to Proposal Perspectives

If you’re passionate about proposal management and have insights to share, we invite you to contribute to our newsletter. Join us in shaping Proposal Perspectives by lending your expertise and experiences to our growing community. Reach out to us today to get involved!

Is the government going to allow us to use Generative AI?

Contact Josh: josh.thiel@hinzconsulting.com

Customers frequently ask, “Is the government going to allow us to use Generative AI?” Based on government actions and the relentless march of technology, we assess that the answer is likely to be “Yes.” However, the government is unlikely to permit the use of open-source AI or tolerate misrepresentation. When security-minded organizations run your content through software, they may not be looking for AI specifically; they could be looking for the use of open-source AI, which raises security concerns and may also misrepresent a company’s actual capability to deliver a service or product.

Detecting open-source AI content involves leveraging existing technologies. Here are three effective methods that are already on the market:

1. Chat Log Analysis Tool: A chat log analysis tool is designed to identify patterns indicative of the use of open-source generative AI within chat conversations. By leveraging sophisticated algorithms, it can detect instances where such AI models are being utilized, providing organizations with crucial insights into potential security risks and misrepresentations.
2. Sentiment Analysis Tool: A sentiment analysis tool allows for the detection of subtle emotional cues within conversations, aiding in the identification of patterns associated with the use of open-source AI. By analyzing the emotional tone of interactions, the tool can unveil indicators hinting at the presence of such AI models, facilitating proactive measures to address potential security risks or misrepresentations.
3. Machine Learning Algorithm: A machine learning algorithm enables the analysis of language complexity and consistency within chat interactions, providing insights into the likelihood of AI-generated responses. By examining linguistic patterns and structural consistency, the algorithm can discern deviations suggestive of automated or AI-driven communication. This proactive approach aids in identifying potential instances of AI utilization, empowering organizations to maintain transparency and ensure authentic engagement with users.Want to learn more about AI in government Contracting? Contact us today and get up-to-date info from our experts!

Aggressive Pricing vs. Value Differentiation – When to Lean In and When to Pull Back

Contact Chris: chris.placzek@hinzconsulting.com

Companies need to strike a balance between leaning in and price aggressively versus pulling back and leveraging value differentiation. Opt for aggressive pricing when holding a clear cost advantage or entering new markets. However, trying to emphasize value differentiation through unique benefits and quantifying your proposition’s value is often more sustainable. Building strong relationships and focusing on the total cost of ownership can insulate against perpetual aggressive pricing, preserving margins while maintaining competitiveness.

Three Key Takeaways

1. Strategic Pricing Balance: Consider aggressive pricing when you have a cost advantage or are entering new markets. Prioritize value differentiation to sustain long-term profitability and competitiveness.

2. Emphasize Value Over Price: Differentiate your offerings by highlighting unique benefits and quantifying the value proposition, steering clear of constant aggressive pricing that can erode profit margins.

3. Build and Leverage Relationships: Cultivate strong relationships with public sector clients and focus on the total cost of ownership (TCO) to build trust and justify your pricing strategy beyond just the initial cost.

GSA ALLIANT

Contact Len: len.miller@hinzconsulting.com

Are you prepared for the upcoming recompete of the GSA ALLIANT contract? The General Services Administration (GSA) recently released a video on February 21st, shedding light on the three key areas outlined in the second Draft Request for Proposal (RFP), and unveiled an updated Small Business Emerging Technology Template.

With an estimated final Solicitation potentially hitting the streets as early as early April 2024, this $75 billion Governmentwide Acquisition Contract (GWAC) offers immense potential for those ready to seize it. Award announcements are expected to follow in February 2025.

Charity’s Place in the Workplace

Contact Angela: angela.marsh@hinzconsulting.com

One of the characteristics of Servant Leadership is “building community.” At Hinz Consulting, we do that in our employee groups, industry organizations, and through our Hinz Impact Program. Charity in the workplace is not just a noble gesture; it’s a strategic investment that yields multiple benefits. By integrating philanthropic efforts into our company culture, we create a positive ripple effect that extends beyond our organization. Here’s why it matters:

• Employee Morale and Purpose: When employees actively participate in charitable activities, they find deeper meaning in their work. Knowing that their efforts contribute to social causes ignites a sense of purpose. This elevated morale translates into increased productivity and loyalty.
• Team Cohesion and Collaboration: Charitable initiatives provide a unique platform for team building. Whether it’s volunteering at a local shelter or organizing a fundraising event, coworkers come together outside their usual roles. These shared experiences foster camaraderie, break down silos, and enhance collaboration.
• Attracting Top Talent: In today’s competitive job market, candidates seek employers whose values align with their own. Companies with robust charity programs stand out. Prospective employees appreciate workplaces that go beyond profits and actively contribute to the community.

In summary, charity isn’t just an add-on; it’s an integral part of a thriving workplace. By fostering a culture of giving, we create a win-win situation: happier Hinzers, a stronger brand, and a better world.

Four to Follow (including three targeted for Small Businesses):

1. Marshall Space Flight Center (MSFC) Engineering Directorates Space Systems Department and Other MSFC  Departments and Offices (ESMSFC)NASA MSFC released a Sources Sought and Draft PWS on 13 March and responses are due NLT 28 March at 4:30 pm CT.  The ESMSFC effort is a recompete of the current $24.5M SBSA / BPA held by Cepeda Systems & Software Analysis.  The Draft RFP is estimated for release in May 2024, the final RFP in Jul 2024 with proposals due in Aug 2024, and the award in Dec 2024. Find more details at the ESMSFC SAM.gov page. 
2.  CBP Cloud-Based Interview SolutionsThe incumbent contract held by HireVue, Inc., is expected to expire by the end of Sep 2024.  CBP just released a Sources Sought and Draft SOW on 12 Mar 2024 and questions are due NLT 18 Mar 2024.  Responses are due NLT 25 Mar 2024.  The final Solicitation is anticipated to be released in Jun 2024 and proposals are due in Jul 2024 with an award made in Sep 2024.  This is expected to remain a SBSA, single-award IDIQ contract.  Find out more at the acquisition site at SAM.gov
3. USSOCOM Global System Support Engineering (GSSE)An updated RFI was released on SAM.gov on 27 Feb and the CO released Q&A on 13 Mar.  The estimated cost range for this new contract is $100M to $250M with the RFP anticipated in May 2024 with contract awards in Feb 2025.  The incumbent contracts are held by Sawdey Solution Services, PSI, Cruz Associates, and Belcan.  See the SAM.gov posting.
4. USCG Information Assurance Risk Management Framework Services (IA RMF)RFI and draft RFP documents were previously released in May 2023 and then initial Q&A was released in Aug 2023.  The incumbent contracts are held by Goldbelt, Alpha Omega Integration, and Invictus International Consulting.  It is expected this will remain an 8(a) Set-Aside and a multiple award IDIQ contract.  USCG is still working through the internal business clearance process, but the earliest the Solicitation might be released is the end of Mar 2024.  SAM.gov

About Hinz Consulting

Hinz Consulting provides services across the full business development cycle:

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

In This Week’s Newsletter: 03/07/24

• Culture Corner: Real Results
• Competitive Intelligence & Pricing: Outside Continental U.S. (OCONUS) Travel Pricing
• Opportunity Spotlight of the Week: USSOCOM Special Operations Forces Intelligence Support Services III (ISSJ III)
• AI Corner: Proposal Evaluations & Generative AI
• Four To Follow: Get the lowdown on four interesting pursuits!

Real Results

Contact Angela: angela.marsh@hinzconsulting.com

How do you know that you’re making an impact? Our latest proof came in the form of a beautiful gift basket for one of our Hinzers, Katie Clatterbuck! It’s unusual for a consultant to get that kind of a treat at the end of an assignment. Kudos to both Katie and her client! Check out the LinkedIn post here.

Other ways we see real results:

• Hinzers often get requested by name
• Hinzers are asked for additional support from our company
• Hinzers are engaged in companywide events at a very high rate

Does your company’s culture have that kind of impact?

Outside Continental U.S. (OCONUS) Travel Pricing

Contact Tom: thomas.hudgins@hinzconsulting.com

You are preparing to price a contract and you see requirements for labor, Other Direct Costs (ODCs), Direct Materials (DMs), and Subcontractors (Subks). All good, but in ODCs you see requirements for OCONUS travel. At first thought, you assume that all you need are quotes for airfare, hotel, and per diem, but OCONUS travel brings many additional considerations.

The below is for purely OCONUS locations (not including Alaska, Hawaii, and US Territories and Possessions):

• Danger pay
• Hardship pay
• Cost of Living Allowance (COLA)
• Housing Allowance (HOLA)
• Education allowance
• Additional allowances/costs (non-DoS)

Key Takeaways:

• OCONUS travel is more than airfare, hotel, and per diem; there are many other considerations, both from DoS and non-DoS
• Know the DoS Office of Allowances; it contains amounts and other data by location, as well as additional guidance and regulations.
• Know the # of independents the employee is taking; needed to estimate all applicable costs.

USSOCOM Special Operations Forces Intelligence Support Services III (ISSJ III)

Contact Len: len.miller@hinzconsulting.com

SOCOM posted a special notice for Industry Engagement to SAM.gov on 28 Feb 2024 about the recompete of ISSJ called ISSJ III.  USSOCOM is hosting an Industry Engagement Event on 9-12 April 2024 at the Systems Planning and Analysis (SPA) Crown Center Conference Facility at 8211 Terminal Road, Suite 1000, Lorton, VA 22079. Day 1 will be two Information Sessions provided by the Government with Q&A.  Days 2 through 4 (if needed) will be a series of one-on-one sessions between the Government and Companies who intend to Prime and hold the required facility clearances.

It is currently estimated that this could continue to be an SDVOSB set aside with Draft RFPs being released around 26 March 2024 so those are available before the Industry Engagement days.  These are to be posted to SAM.gov.

Proposal Evaluation & Generative AI

Contact Josh: josh.thiel@hinzconsulting.com

Public Sector organizations are beginning to show interest in using Generative AI tools for proposal evaluation. The technology has matured to the point in which it can analyze multiple proposal evaluations and generate a summarized consensus review.

Highlights:

• AI algorithm analyzes various evaluations of a proposal.
• Identifies common themes, strengths, and weaknesses mentioned by evaluators.
• Synthesizes this information into a succinct and informative summary.
• Allows decision-makers to focus on adding value and insights that help win.

By doing so, generative AI can help streamline the decision-making process by providing a clear and concise overview of the key points from multiple evaluations.

Four to Follow:

1. USSOCOM Global System Support Engineering (GSSE)USSOCOM issued an updated RFI on 27 Feb with responses due 19 March. The estimated RFP release is sometime in April 2024 for this estimated $250M program which is being recompeted. There are two incumbent contractors and a new contract is expected to commence in July 2024.
2. Contract Field Teams Program Labor Augmentation Support Requirements (CFT) This recompete is expected to occur this spring with the final RFP being released in April. Q&A on draft RFP was released on 28 Feb. Again expecting multiple awards across Unrestricted and partial SBSA with awards occurring in May 2025.
3. GSA ASCEND BPAThe Industry Day materials were made publicly available on 28 Feb and were posted to both GSA eBuy and SAM.gov. These postings contain the slides and transcript. We still believe the first RFP will be released in the Summer of 2024 with awards in Nov/Dec 2024.
4. NAVAIR IT Enterprise Engineering Operations and Hosting Support Services NAVAIR provided Q&A to the draft RFP on 22 Feb. The final RFP is still estimated for released before the end of March 2024 for the recompete for this estimated $500M SBSA IDIQ program.

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