Volume 26

Posted on May 7, 2024May 9, 2024 by Neal Peters

In This Week’s Newsletter: 05/02/24

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

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)

Read The Full Article Here

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:

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!
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.
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.
Special Operations Command Central Command (SOCCENT) Joint Operations Group-Central (JOG-C) Intelligence Services Contract: SOCCENT released a Source Sought notice on 23 April requesting capabilities statements from interested parties, NLT 30 April along with an estimated transition time required to obtain all qualified personnel after contract award. SOCCENT stated there are currently 39 FTEs supporting the mission. It is estimated that a final RFP could be released in August 2024 and a contract award made in January 2025. Given the NAICS code of 541990, and the number of FTEs required, we believe this may become an SBSA contract. Follow this one closely!!!

About Hinz Consulting

Hinz Consulting provides services across the full business development cycle:

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

Volume 25

Posted on May 7, 2024May 9, 2024 by Neal Peters

In This Week’s Newsletter: 04/26/24

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

Interview with Rachel Wyatt, Director of Captures and Proposals

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

Interview Excerpts:

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

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

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

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

– Rachel Wyatt, Director of Captures and Proposals

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

GSA ASCEND Blanket Purchase Agreement (BPA)

Contact Len: len.miller@hinzconsulting.com

This Blanket Purchase Agreement is divided into 3 Pools:

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

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

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

Using Generative AI to Write a Professional Journal Article

Contact Josh: josh.thiel@hinzconsulting.com

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

Here’s how to leverage generative AI to write a professional journal article:

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

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

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

Contact Chris: chris.placzek@hinzconsulting.com

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

Three Key Takeaways

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

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

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

Learn More

APMP Mental Health Affinity Group

Contact Angela: angela.marsh@hinzconsulting.com

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

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

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

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

Watch The Webinar Here

Four to Follow

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

About Hinz Consulting

Hinz Consulting provides services across the full business development cycle:

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

Volume 24

Posted on May 7, 2024May 9, 2024 by Neal Peters

In This Week’s Newsletter: 04/19/24

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

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

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

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

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

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

BPC Agenda

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

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

Helping David Compete Against Goliath

Contact Chris: chris.placzek@hinzconsulting.com

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

Three Key Takeaways

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

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

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

Learn More

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:

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!
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.
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.
Antarctica Science and Engineering Support Contract (ASESC):The incumbent $2.78B contract held by Leidos is expected to expire in March of 2025. This is a 10-year contract (5-year Base Period with estimated 5, 1-year Options. Draft SOW was released for review in Sept 2023 and it is estimated a final RFP will be released by the end of June 2024. Not sure when the draft RFP will be released but the National Science Foundation has stated when the draft SOW is ready, it will be posted to SAM.gov.

About Hinz Consulting

Hinz Consulting provides services across the full business development cycle:

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

Volume 23

Posted on May 7, 2024May 9, 2024 by Neal Peters

In This Week’s Newsletter: 04/11/24

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

APMP Professionals of Color Affinity Group

Contact Angela: angela.marsh@hinzconsulting.com

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

Check out all their current news:

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

What are Indirect Rates?

Contact Tom: Tom.hudgins@hinzconsulting.com

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

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

Learn More

NAWCAD Communication Systems Integration Support (CSIS)

Contact Len: len.miller@hinzconsulting.com

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

The Benefits of AI Integration Consultants

Contact Josh: josh.thiel@hinzconsulting.com

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

Three Benefits

Efficiency

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

Expertise

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

Real World Experience

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

Four to Follow:

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

About Hinz Consulting

Hinz Consulting provides services across the full business development cycle:

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

Volume 22

Posted on May 7, 2024May 9, 2024 by Neal Peters

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.

Learn More

Four to Follow:

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.
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.
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.
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

Volume 21

Posted on May 7, 2024May 9, 2024 by Neal Peters

In This Week’s Newsletter: 03/29/24

Proposal Perspectives: What Makes a Great Proposal Team?
Culture Corner: Effective Communication Skills
Competitive Intelligence & Pricing: Striking a Balance – Incorporating “Nice-to-Have” Requirements into Pricing
AI Corner: Generative AI Vs. Open-Source Tools
Opportunity Spotlight of the Week: NASA SEWP VI
Four To Follow: Get the lowdown on four interesting pursuits!

What Makes a Great Proposal Team?

Welcome to the latest edition of our ‘Proposal Perspectives’ interview series! This week, we dive deeper into the realm of proposal professionals, revealing further insights and best practices from the industry. Below are some key takeaways from our most recent interview:

Q: “What makes a great proposal team?”

A: “Communication and the ability to collaborate. As you get more complex RFPs and things get larger, it is important to be able to break off and work in individual groups efficiently. Especially today with people working remotely.”

Q: “How crucial do you find Pricing and Competitive Intelligence in the proposal process?”

A: “It is usually the deciding factor. Especially with highly competitive bids. When you see very competitive scores technically, price becomes the leading factor. Being able to pull levers and see how your competitors do things is important.”

-Bryant Freeland, Sr. Proposal Manager at Incapsulate (part of Accenture)

As we continue to bring you valuable insights, we’d love to hear from you! If you have expertise, experiences, or perspectives you’d like to share with our newsletter community, we invite you to contribute.

Whether it’s a success story, a lesson learned, or a burning question, your input enriches our collective knowledge and fosters meaningful discussions. Reach out to us to learn more about how you can get involved.

Effective Communication Skills

Contact Angela: angela.marsh@hinzconsulting.com

As Bryant Freeland mentioned in this week’s “Proposal Perspectives,” communication and collaboration are key to building great teams. Even if you aren’t the leader, you can foster better communication within your group by practicing these strategies:

Purposeful Communication: consider the purpose of each message.
- State the intent of your message quickly.
- Identify the outcomes you want to achieve.
- Describe the process you will use to accomplish your goals.
Productive Meetings: meetings should align with clear purposes, too.
- Identify a leader and only invite necessary attendees.
- Send/follow the detailed agenda and capture non-agenda issues.
- Clarify roles and responsibilities of each team member.
Open Environment: create a culture where people can share ideas.
- Regularly seek feedback from team members.
- Provide constructive criticism to foster growth.
- Encourage open dialogue and active listening.

Remember, consistent effort and a commitment to effective communication by any person on the team will lead to more cohesion and success. Be the change you want to see!

Striking a Balance – Incorporating “Nice-to-Have” Requirements into Pricing

Contact Chris: chris.placzek@hinzconsulting.com

Creating a compelling and successful price proposal hinges on balancing mandatory compliance with incorporating desired or “nice-to-have” requirements. When there are competitors that price only the mandatory requirements, companies need to be creative in how they incorporate additional desired requirements into their pricing.

One of the questions that I am often asked with working with clients is how they should price desired (or “nice-to-have”) requirements when they believe their competitors are only going to price the mandatory requirements. They want to know how they can possibly be competitive in these procurements.

The key is to understand and strategically address both mandatory and desired requirements not only to ensure compliance with the required aspects of the procurement but also to showcase the additional value that can set their proposal apart.

Read The Blog Here

Paid Generative AI Vs. Open Source Tools

Contact Josh: josh.thiel@hinzconsulting.com

The advantages of paid generative AI tools over open-source alternatives are extensive and varied. Key benefits include improved security protocols, superior features, and dedicated customer support.

Comparing Tools:

Paid AI tools often feature strong encryption for data and algorithms, providing superior protection against unauthorized access.
Such tools typically include security measures like intrusion detection systems and firewalls.
They generally offer advanced functionalities, including improved natural language processing, customizability, and software integration capabilities.
Open-source tools may lack comprehensive documentation and support, which can complicate implementation.
Paid Generative AI tools usually provide extensive customer support to address technical issues.
Regular updates and maintenance services are typically included with paid tools, keeping them up-to-date and functioning optimally.

In summary, paid Generative AI tools offer benefits like heightened security, sophisticated features, and reliable support, making them a solid investment for those in need of a dependable and efficient AI solution.

NASA SEWP VI

Contact Len: len.miller@hinzconsulting.com

Originally, NASA had planned an Informational Briefing on Tuesday, 2nd April, between 1 and 3 pm ET. During this session, we anticipated learning more about the release date of the final RFP, possibly in April. Please standby for further updates. For any assistance needed with NASA SEWP VI, don’t hesitate to reach out to Hinz Consulting.

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

Missile Defense Agency Integration and Operations for Enterprise Solutions (MIOES): The Missile Defense Agency (MDA) appears to be on track to release the full draft RFP in the Sep/Oct 2024 period. The incumbent’s contract is scheduled to expire on 8 Aug 2025 so contract award is expected in Jul 2025. An Industry and potential one-on-one sessions are expected before mid-Nov 2024.
TRADOC Operational Core Support Services (OE CORE): The incumbent contract held by Threat TEC-Yorktown JV, LLC is expected to expire in early Aug 2025. TRADOC released a revised source sought on 19 Mar 2024 and the due date was extended to 9 Apr 2024. An Advance Planning Briefing to the industry is to occur on 22-25 Apr 2024 and registrations will close by 12 Apr 2025. The final RFP is estimated for release in Feb 2025 and the contract awarded in early Aug 2025.
HHS National Education Campaign and Outreach Contract (NEC): This $3B recompete of the M/A IDIQ contract is expected to have the final RFP released as early as Aug 2024, about a year before the expiration of the four incumbent’s contracts on 31 Aug 2025. The incumbent contracts are held by Porter Novelli, Edelman, Omnicom
Air Force Advanced Battle Management System (ABMS) JAD2 Umbrella Program: Amendment #5 for Call #3 on this ongoing open Broad Agency Announcement (BAA) was released on 19 Mar 2024 and Concept Papers are now due: 29 Mar 2024, 31 Mar 2025, and 31 Mar 2026.

Find out more about all of these opportunities and more at SAM.gov.

About Hinz Consulting

Hinz Consulting provides services across the full business development cycle:

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

Volume 20

Posted on May 6, 2024May 9, 2024 by Neal Peters

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:

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.
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.
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.

Learn More

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):

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.
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
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.
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

Volume 19

Posted on May 6, 2024May 9, 2024 by Neal Peters

In This Week’s Newsletter: 03/14/24

Competitive Intelligence & Pricing: Pricing Strategies for Highest Technically Rated Offeror (HTRO) Procurements
Opportunity Spotlight of the Week: Contract Field Teams (CFT) Program Labor Augmentation Support Requirements
Culture Corner: Building Community
AI Corner: APMP Barcelona Overview
Four To Follow: Get the lowdown on four interesting pursuits!

Pricing Strategies for Highest Technically Rated Offeror (HTRO) Procurements

Contact Chris: chris.placzek@hinzconsulting.com

At the opposite end of the procurement spectrum from “Lowest Price Technically Acceptable (LPTA)” is “Highest Technically Rated Offeror (HTRO)”, where the offeror claiming the best performance simply has its price evaluated as reasonable or not. Successful pricing strategies for HTRO procurements balance technical excellence with competitive, transparent pricing.

Bidders must understand evaluation criteria, ensure cost realism, and conduct thorough market and competitive analyses. Value-based, tiered, and dynamic pricing strategies, tailored to highlight technical superiority and market positioning, are key to standing out in the competitive HTRO landscape.

Learn More

Contract Field Teams (CFT) Program Labor Augmentation Support Requirements

Contact Len: len.miller@hinzconsulting.com

The preliminary Request for Proposal (RFP) was unveiled on February 28, accompanied by supplementary RFP attachments on March 6 and 8, enriching the comprehensive scope of the proposal.

Engagement with the Draft RFP, including comments and inquiries, is solicited until March 13, 2024, at 4:00 PM CT, fostering collaborative refinement of the proposal’s framework.

A Pre-Solicitation Conference has been earmarked for March 19, 2024, at 9:00 AM CT, offering an invaluable opportunity for prospective participants to glean deeper insights and elucidate any queries.

Registrations for participation must be completed by March 14, 2024, at 4:00 PM CT, ensuring seamless coordination for the forthcoming stages of the procurement process.

Anticipate the issuance of the Solicitation in the forthcoming months of May/June 2024, signaling the commencement of a transformative endeavor.

Building Community

Contact Angela: angela.marsh@hinzconsulting.com

At Hinz Consulting, our award-winning culture is built on a servant leadership framework. Among the standout characteristics is our commitment to “Building Community” — both within our organization and across the industry. One of our initiatives is the continued support for the Association of Proposal Management Professionals (APMP), both on the global level and at the local level with the National Capital Area chapter (APMP-NCA). It is of utmost importance to us that we help foster a sense of belonging, trust, and collaboration among our employees and our peers.

Here are a few examples of how Hinz supports this great network of members:

Board of Directors: We currently have two dedicated Hinzers serving on the Board of Directors for APMP-NCA. Their active involvement ensures that our voice is heard and that we contribute to industry excellence.
Mentorship Program: Our employees actively participate as mentors in the Mentor Protege Program. By sharing our experience and knowledge, we can foster growth, build relationships, and create a support systems for our peers.
Special Events: Hinz Consulting regularly sponsors, volunteers, and presents at APMP events all over the world. Our most recent representative was CEO Len Miller at BPC Barcelona where he spoke on “The Art of Deal Shaping.”

Please join us on Thursday, March 21st for a robust discussion over dinner at the Country Club of Fairfax. Our special guests for the evening are Sarah Shaffer and Eric Gregory! Get details and your tickets at: https://apmpnca.org/event/2024-march-speaker-series/

NCA_Social_Speaker_Series_-_Register_Now__1_

APMP Barcelona Overview

Contact Josh: josh.thiel@hinzconsulting.com

“Competition is the fuel that ignites innovation.” – Simon Sinek

APMP’s annual convention in Barcelona was a fantastic forum for technology companies to showcase capabilities and compete for endorsement from Proposal professionals in the industry. With so many companies in the mix, you might think it’d get confusing, right? No, the large number of technology companies was refreshing, because competition between technology companies accelerates the development of solutions for the end users.

AI Competition Benefits:

Competition drives innovation and progress in the business world.
Companies are motivated to think outside the box and come up with new solutions to solve customer problems.
Industry benefits from new ideas and technologies introduced by competitive forces.
Companies must reassess strategies and offerings to meet customer needs and preferences.
Competition leads to improvements in efficiency and cost savings.
Companies are forced to operate as efficiently as possible to remain competitive.

Overall, competition serves as a powerful motivator for companies to continuously evolve and improve to stay relevant in today’s fast-paced business environment. By encouraging companies to strive for excellence and constantly pushing the boundaries of what is possible, competition ultimately benefits both companies and consumers alike.

Four to Follow

Missile Defense Agency (MDA) Integration & Operations for Enterprise Solutions (MIOES):Per the MIOES Industry Meeting held on March 6, 2024, the Government is on track to release the full Draft RFP in the fall timeframe around September/October 2024. An industry day and one-on-one sessions are planned to be held before Thanksgiving.
FSI Professional Management Training Services:The incumbent contracts held by C2 Technologies and Colleague Consulting are expected to expire by the end of 2024 as they are now in their final option period. The combined value of these two contracts is estimated at $25M and is expected to remain as a Small Bus Set-Aside / Woman Owned Small Business Set Aside via a GSA MAS task order. The final RFQ is expected in August 2024 with a contract award in November 2024. Eligible bidders need to monitor their eBuy notifications.
Comprehensive Construction and Engineering (C2E):Modifications were issued on 6 March to inform the industry that the Solicitation on this $15B contract vehicle is anticipated to be released between March and April 2024.
ECSO Unrestricted Vertical Construction Multiple Award Task Order Contract (MATOC):The solicitation for this estimated $1.5B contract vehicle is currently anticipated to be posted to SAM.gov in late March 2024 under solicitation number W9126G24R0118 (updated for the new fiscal year).

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 18

Posted on May 6, 2024May 9, 2024 by Neal Peters

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.

Learn More

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:

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.
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.
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.
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

Volume 17

Posted on May 6, 2024May 9, 2024 by Neal Peters

In This Week’s Newsletter: 02/29/24

AI Corner: Generative AI & Consensus Reviews Potential
Culture Corner: How to be Human in a Technology-Driven World: Part V
Competitive Intelligence & Pricing: On-Demand Strategic Pricing
Opportunity Spotlight of the Week: GSA ASCEND
Four Pursuits to Follow!

How Generative AI Could Assist Consensus Reviews in Proposal Evaluations

Contact Josh: josh.thiel@hinzconsulting.com

Based on the available sources, the AI tools can simulate a peer review process. This could, in theory, assist consensus reviews in proposal evaluations, if properly managed and regulated.

In the realm of proposal evaluations, incorporating AI tools that can mimic a peer review process may prove to be beneficial, for example:

AI can analyze complex data to present insightful conclusions.
AI can suggest various improvements based on detailed analysis.
AI can thoroughly investigate any potential biases or ethical considerations.

Advanced digital tools powered by artificial intelligence can simulate crucial processes such as peer review. This capacity indicates the potential for AI tools to mirror evaluations that typically require human intellect and perspective, such as proposal assessments or other consensus reviews, where multiple perspectives and critical judgments are often crucial. Using these features can enhance the effectiveness of consensus reviews and allow for a comprehensive, well-rounded, and informed evaluation process.

How to be Human in a Technology Driven World: Part V

Contact Angela: angela.marsh@hinzconsulting.com

All month long, we’ve talked about the importance of keeping our humanity as technology develops at a dizzying pace. We can do this by exercising our most human of gifts: empathy, compassion, curiosity, and accountability. One might wonder how accountability helps us connect or improves our performance. A leader who “owns it” tends to more successful for several reasons:

Follow-through: A good leader creates a sense of purpose by setting clear goals and following up on expectations. This promotes a culture of responsibility which drives better results and improves overall performance.
Trust and Respect: Leaders who take responsibility for their errors with humility and transparency earn the trust of team members and foster continuous improvement.
Relationship Building: By facilitating open communication and teamwork, accountable leaders build relationships with their teams. A team equipped with a sense of belonging performs better.
Transparency: Transparent leaders share information openly. Whether that’s our monthly Business Metrics meeting like have at Hinz Consulting or postmortems after a bid submission, openness encourages collaboration withing the team.How do you hold yourself, your team, and your leaders accountable?

Why a Company Should Consider On-Demand Strategic Pricing

Contact Chris: chris.placzek@hinzconsulting.com

Choosing an on-demand strategic pricing service over an in-house approach can offer similar advantages to other managed services: cost-effective access to specialized expertise, advanced technologies, and flexibility. This enables companies to foster growth and efficiency by focusing on core operations, reducing overheads, and remaining agile in a highly competitive market.

Three Key Takeaways

Expertise and Specialization: Opting for an on-demand strategic pricing service provides companies specialized expertise without the need for in-house hiring. This external support brings a wealth of knowledge and experience in pricing strategies, helping companies navigate complex market dynamics with a focused and specialized approach.

Cost Efficiency and Flexibility: An on-demand strategic pricing service is often more cost-effective for small companies, eliminating the need for extensive investments in technology and personnel. The flexible nature of these services allows businesses to scale up or down based on their evolving needs, ensuring a tailored and cost-efficient solution.

Strategic Focus and Adaptability: By outsourcing strategic pricing, companies can concentrate on their core operations and strategic initiatives. The on-demand service model promotes adaptability, allowing businesses to respond swiftly to market changes and optimize pricing strategies for sustained competitiveness and growth.

Learn More

GSA ASCEND

Contact Len: len.miller@hinzconsulting.com

GSA ASCEND is to be a multiple-award BPA that U.S. Federal Agencies will use to acquire and implement secure/integrated, commercial cloud services and cloud focused services. This could also include IaaS, PaaS, SaaS, and Cloud-related IT professional services.

The BPA is to consist of 3 independent, primary pools/sub-pools meaning individual RFPs will be released per pool:

Pool 1 – IaaS and PaaS with 3 sub-pools covering both unclassified and classified IaaS and PaaS; and Future Government requirements.

Pool 2 – SaaS with 3 sub-pools covering Enterprise Office Productivity, CRM, and Future Government requirements.

Pool 3 – Cloud Professional Services with 2 sub-pools covering application services, app modernization services, Fortran programming language professional services, and future Government requirements.

The Pool 1 draft RFP was released on 20 Dec 2023 and a modification was released on 21 Feb 2024 with responses due 29 Feb 2024. The estimated final RFP could potentially be released summer of 2024, but the Government is still shaping the requirements with both Government stakeholders and the industry. It is also anticipated that RFPs for the 3 pools will be released in phases. Competition will be SBSA, Full & Open/Unrestricted, and Partial SBSAs. Estimated contract awards could potentially occur before the end of 2024. It does appear that Offerors must hold a GSA MAS contract to bid and be awarded a contract under this BPA. Multiple awards are anticipated in each pool.

Four to Follow:

Missile Defense Agency Integration and Operations for Enterprise Solutions (MIOE)SMDA anticipates releasing the RFP for the follow-on to the current IRES contract held by Jacobs Technology, Inc. in early 2025 with a potential award by the end of summer 2025. Not yet sure if this will again be a single award/unrestricted or if multiple awards will be made for this estimated $4.6B program.
DOE CIO Business Operations Support Services 2 (C)BOSS 2 This recompete of the CBOSS contract held by Accenture PLC is estimated at a program value of $10B which appears to be based on the incumbent’s contract value of $10B over the five-year POP for the BPA. RFI and Draft SOW were released in Sept 2023 and a potential RFP is estimated to be released in spring of 2024. However, the incumbent’s contract is set to expire toward the end of Nov 2025, so DOE has a little leeway in the timing of this RFP release.
FAA SAVESThis acquisition is scheduled to be a consolidation of the SAVES IT Hardware and SAVES IT Software contracts which are currently held by 5 incumbents. We believe the FAA still intends the new effort to be a multiple award contract but not clear on the number of awards and competition type will be yet. RFP release is potentially expected in spring of 2024 with potential awards in fall of 2024. Based on the latest RFI/Sources Sought, contract ceilings are estimated to be between $5B to $10B.
NGA PORTICOThe National Geospatial-Intelligence Agency (NGA) released the PORTICO RFI on 16 Feb and responses are due NLT 5 pm on 5 Mar. This effort is envisioned to provide technical expertise and services to maintain, develop, implement, sustain, and modernize software that supports mission-essential NGA capabilities. It is anticipated that NGA will award MA/IDIQ contracts but the number of awards is not yet known. POP is expected to be 5-years. We should potentially expect an RFP in the early summer of 2024 and it to be released on the NRO Acquisition Resource Center (ARC) site.

About Hinz Consulting

Hinz Consulting provides services across the full business development cycle:

Proposal Consulting
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