Volume 35

Posted on December 2, 2024December 2, 2024 by Neal Peters

In This Week’s Newsletter:

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

GSA ALLIANT 3

Contact Len: len.miller@hinzconsulting.com

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

Considerations for Free VS Premium Proposal Software

Contact Josh: josh.thiel@hinzconsulting.com

Complimentary Proposal Software (Free OpenSource)

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

Premium Proposal Software (Paid & Private Instance)

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

“The One Where [we] Take a Break”

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

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

Four to Follow:

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

About Hinz Consulting

Hinz Consulting provides services across the full business development cycle:

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

Volume 34

Posted on December 2, 2024December 2, 2024 by Neal Peters

In This Week’s Newsletter:

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

Generative AI Software Vs. Editing Software

Contact Josh: josh.thiel@hinzconsulting.com

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

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

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

Give Proposal People a Break

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

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

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

New Modern Software Development Multiple Award IDIQ

Contact Len: len.miller@hinzconsulting.com

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

When “No (Bid)” Really Means “Yes”

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

Key Takeaways

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

Four to Follow:

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

About Hinz Consulting

Hinz Consulting provides services across the full business development cycle:

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

Volume 33

Posted on December 2, 2024December 2, 2024 by Neal Peters

In This Week’s Newsletter:

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

Proposal Perspectives:

Scott Whitney, Sr. Capture Director at Peraton

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

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

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

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

The Incumbent Pricing Challenge of Lowest Price Technically Acceptable Recompetes

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

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

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

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

Vertical Construction Services Multiple Award Task Order Contracts (MATOC)

Contact Len: len.miller@hinzconsulting.com

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

Why Companies Approach Us for AI Tool Selection

Contact Josh: josh.thiel@hinzconsulting.com

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

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

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

Four to Follow:

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

About Hinz Consulting

Hinz Consulting provides services across the full business development cycle:

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

Volume 32

Posted on December 2, 2024December 2, 2024 by Neal Peters

In This Week’s Newsletter:

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

Cheers to a fabulous BPC NOLA 2024!

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

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

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

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

Contact Len: len.miller@hinzconsulting.com

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

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

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

Demystifying Domains Speech

Contact Josh: josh.thiel@hinzconsulting.com

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

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

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

Direct Labor in proposals, why?

Contact Tom: thomas.hudgins@hinzconsulting.com

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

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

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

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

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

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

Four to Follow:

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

About Hinz Consulting

Hinz Consulting provides services across the full business development cycle:

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

Volume 31

Posted on December 2, 2024December 2, 2024 by Neal Peters

In This Week’s Newsletter:

Culture Corner: Last Call for Volunteers!
Opportunity Spotlight of the Week: OPM Enterprise Cyber Infrastructure and Operations Support Services (ECIOSS)
AI Corner: Use Gen AI to find efficiency in workplace tasks
Competitive Intelligence & Pricing: Pricing with Different contract types
Four To Follow: Get the lowdown on four interesting pursuits!

Last Call for Volunteers

Please join Hinz Consulting and members of the National Capital Area (NCA) Chapter of APMP as we work together to build community and pack 10,000+ meals for Rise Against Hunger!

OPM Enterprise Cyber Infrastructure and Operations Support Services (ECIOSS)

Contact Len: len.miller@hinzconsulting.com

OPM OCIO is looking to modernize and leverage cloud technologies in order to improve the delivery of OPM services while also enhancing its infrastructure capabilities. A pre-solicitation notice was released on SAM.gov and is intended to be an 8(a) total small-business set-aside. The solicitation is expected to be released on or about 12 June. The proposal due date/time will be announced then. The government anticipates this being a hybrid of FFP and Labor hour contract and not to exceed award to one 8(a) Small Business. This is expected to be a 5-year program with a 1-year base period and four (4) one-year option periods. Six tasks are expected: (1) Program Management, (2) Managed Services, (3) Enterprise Operations Center, (4) Enterprise Cybersecurity Services Support, (5) Network Operations, Infrastructure and Architecture Support, and (6) Surge Support. Please contact Hinz Consulting for your proposal support needs!

Use Gen AI to find efficiency in workplace tasks

Contact Josh: josh.thiel@hinzconsulting.com

Everyone juggles multiple tasks and fights to close out the work-to-do list by Friday. Gen AI isn’t just for proposals! Professionals can use Gen AI to find efficiency in all workplace tasks. Explore how you can harness its power:

Style: Craft emails in various styles from formal to informal.
Reports: Draft a report from meeting notes and multiple documents.
Condense: Extract content from long-form chats or emails and distill it down to the core. No need to store content in structured databases.
Edit: After writing your email or report, use AI-based grammar and style checkers. They catch typos, improve readability, and ensure your message is professional.

Remember, Generative AI isn’t just a buzzword—it’s a game-changer. Embrace its capabilities, save time, and elevate your productivity!

Pricing with Different contract types

Contact Chris: chris.placzek@hinzconsulting.com

Time and Materials (T&M)/Labor Hour (LH)/Firm Fixed Price (FFP) – Level of Effort (LOE)

T&M, LH, and FFP-LOE are similar in nature because they all contain “built-up” hourly rates: direct labor, plus fringe/overhead, plus G&A, plus fees. Rates may also come from pre-established schedules (GSA, BPA, IDIQs, MACs, GWACs). T&M and LH contracts carry a low-to-medium risk for contractors. FFP-LOE is riskier for the contractor, however, due to the requirement for LOE delivery. For T&M and LH proposals, the proposed fees can be as high as 12%; for FFP-LOE, fees may be as high as 15%. Proposed fees will vary based on work type, duration, and historical knowledge of the customer.

Firm Fixed Price (FFP)

FFP is the riskiest of contract types for contractors (but least problematic for the Government) because proposed pricing is usually a total priced value. Contract modification price changes are not highly possible unless an economical price adjustment is part of the contract agreement. While FFP is typically a bottom-line number, government clients expect to see the details behind the proposed price. Like T&M/LH/FFP-LOE, FFP prices may be based and built on pre-established rates. Fees for FFP can be as high as 18% (rare). In some instances in FFP contracts, some customers may require contractors to give them refunds if they do not produce the number of Full-Time Equivalents (FTEs) contracted for FFP contracts.

Cost Plus Award Fee (CPAF), Cost Plus Fixed Fee (CPFF), Cost Plus Incentive Fee (CPIF), Cost Sharing

Cost-type contracts are the least risky for contractors but are the most difficult for the Government since those costs may fluctuate throughout contract performance. Cost-type contracts are just what they sound like: costs built up and lower profit/fee. Cost Sharing (rare) is when the offeror proposes a total price and proposes its portion of the cost to understand that the client will cover the other amount. Suppose a Cost Plus contract is a “term” contract. In that case, offerors need to monitor contract costs because any overages during contract performance will impact profit/fee. Fees for Cost-type contracts typically do not exceed 8%. Note that for CPAF (Cost Plus Award Fee) contracts, there is usually a small, fixed fee percentage (around 2-3%) with more fees in the award-fee pool). As for Cost Sharing contracts, fees are not allowed.

The Federal Acquisition Regulation (FAR) is an excellent source of information for reading about contract types; one can find the FAR online and easily search for data.

Four to Follow:

Aircraft Modification and Supplemental Maintenance Support Service: DHS/CBP issued a pre-solicitation notice and Draft RFP documents on 29 May. Responses are due NLT 6 June at 1 pm ET. The final RFP is expected by the end of June with a 30-day turnaround and the award is expected November/December 2024. This is anticipated to be an Agency IDIQ SBSA contract valued between $50-$100M for this new requirement. Reach out to Hinz Consulting for support on this effort.
Marshall Space Flight Center (MSFC) Engineering Directors Space Systems Department & Other MSFC Departments Directorates & Offices (ESMSFC): NASA MFSC has an ongoing requirement for Engineering Support. The incumbent contract held by Cepeda Systems & Software Analysis is scheduled to expire in Feb 2025. MSFC just recently stated that they intend to release a draft RFP in July 2024, followed by a final RFP in August 2024 and a proposal expected to be submitted in September 2024 with a Contract award for this estimated $24.5M, SBSA Agency IDIQ to occur by end of 2024.
New Modern Software Development Multiple Award IDIQ: The Army Contracting Command (ACC) – Aberdeen Proving Grounds (ACC-APG) released a modification on 29 May to the RFI that they released on 23 May. Responses to the RFI are due NLT 10 June at 4 pm ET. The Final RFP is potentially being released in Aug 2024 and contracts awarded in Nov 2024. This is expected to be a two-phased process with Phase 1 being Technical Corporate Experience Self-Assessment and the Army doing a down select after evaluation of Phase 1 on who progresses into Phase 2. Phase 2 is to include: (a) Technical Challenge; (b) Management Plan; (c) Past Performance; and (d) Cost/Price. Army expects to award about 10 total contract holders at the MA/IDIQ level which is to include a pool reserved for Small Businesses. Potential for both On-Ramping and Off-Ramping during the IDIQ POP. Reach out to Hinz Consulting for support on the IDIQ Proposal and future Task Order support!
ALLIANT 3: The industry awaits the release of the long-awaited RFP which the Government estimated would be end of May 2024. As I write this we are on 30 May and tomorrow is a Friday, 31 May…so who knows? Industry are you ready for this $75B IDIQ/GWAC? Let us know if you need Proposal Support as Hinz Consulting will do you proud!

About Hinz Consulting

Hinz Consulting provides services across the full business development cycle:

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

Volume 30

Posted on December 2, 2024December 2, 2024 by Neal Peters

In This Week’s Newsletter:

Competitive Intelligence & Pricing: To Subcontract or Not to Subcontract?
Opportunity Spotlight of the Week: National Education Campaign and Outreach Contract (NEC)
Culture Corner: Network with Intention
AI Corner: Embracing AI
Four To Follow: Get the lowdown on four interesting pursuits!

To Subcontract or Not to Subcontract?

Contact Tom: thomas.hudgins@hinzconsulting.com

Prime bidders may face the question of subcontractor inclusion since it is often a requirement. Sometimes, RFPs may even dictate the type of subcontractors to be used. Including subcontractors can be a real benefit by potentially keeping keep costs down, bringing additional expertise to the proposed team, and may give an up-and-coming company their first contract.

Navigating subcontractor costs need not be feared – the process isn’t as complicated as it seems. The prime can consider two paths:

Other Direct Cost (ODC): Here, subcontractor expenses get a General & Administrative (G&A) markup and then a fee. This applies when subcontractors use the prime contractor’s facilities, time system, or requires management.
Direct Material (DM): Opt for this route when subcontractors operate form their own offices and require little management. DM costs get a smaller markup (sometimes called MH for materials handling). Less oversight, more efficiency.

In summary, including a subcontractor in a proposal isn’t just compliance; it’s a strategic advantage. They can help save money, enhance proposals, and meet proposal requirements.

National Education Campaign and Outreach Contract (NEC)

Contact Len: len.miller@hinzconsulting.com

Health and Human Services, Centers for Medicare & Medicaid Services is looking to recompete the incumbent contracts held by Porter Novelli, Edelman, Omnicom Group, and CMGRP as these contracts are scheduled to expire end of August 2025. The ceiling value on this IDIQ is currently $3B and the new contract is expected to be similar in ceiling value. The Contracting Office anticipates releasing the RFP in late summer of 2024.

Network with Intention

As we eagerly anticipate the Annual Bid & Proposal Conference (BPC) with APMP in New Orleans, it’s Important to reflect on the art of intentional networking. But what does it mean to network with intention? It means asking questions, creating strategic goals, and using best practices to communicate effectively in any situation. Here are some strategies to get the most our of your networking experience:

Ask Thoughtful Questions: Take a proactive approach and prepare some interesting questions to ask when you meet someone new. Consider asking about the other person’s professional journey, their goals, or their favorite industry trends. Thoughtful questions pave the way for meaningful conversations.

Craft Your Networking Goals: Before stepping into the conference venue, define clear objectives. Are you seeking potential collaborators, mentors, or new clients? Having well-defined goals ensures that your networking efforts align with your overall ambitions.

Make a Plan: Like any successful venture, networking requires planning. Identify key sessions, workshops, or social events you want to attend. Allocate time for specific interactions. A well-structured plan maximizes your chances of connecting with the right people.

Remember, networking isn’t just about collecting business cards or scanning badges—it’s about building authentic relationships that can propel your career forward. Be sure to stop by our booth at BPC NOLA in the Main Exhibitor Hall! You can also find Hinzers involved all over the conference:

Embracing AI

Contact Josh: josh.thiel@hinzconsulting.com

In an era marked by rapid technological advancements, businesses face a critical choice: embrace artificial intelligence (AI) or risk obsolescence. As the digital landscape evolves, companies that fail to integrate AI into their operations will find themselves lagging behind competitors. Let’s explore why AI is essential for business survival.

Enhanced Efficiency and Productivity:
- AI automates repetitive tasks, allowing employees to focus on higher-value work.
- Streamlined processes lead to faster decision-making and improved productivity.
Customer Expectations:
- Consumers now anticipate seamless, AI-enhanced experiences.
- Companies that don’t meet these expectations risk losing customers to more tech-savvy competitors.
Cost Reduction:
- AI lowers operational costs by optimizing resource allocation.
- From supply chain management to customer service, AI-driven solutions save money.
Data-Driven Insights:
- AI analyzes vast datasets, extracting actionable insights.
- Businesses can make informed decisions based on predictive analytics.
Competitive Advantage:
- Companies leveraging AI gain a competitive edge.
- Whether through personalized marketing or efficient logistics, AI drives innovation.
Risk Mitigation:
- AI detects anomalies and potential threats.
- Cybersecurity, fraud prevention, and compliance benefit from AI-powered solutions.

In summary, AI isn’t merely a buzzword; it’s a survival imperative. Business leaders must recognize that AI isn’t about replacing humans but empowering them. By embracing AI, companies position themselves for long-term success in an ever-evolving landscape. The future belongs to those who harness the power of AI to drive innovation, efficiency, and customer satisfaction.

Four to Follow:

Defense Information School (DINFOS) Professional Training Services:The Defense Media Activity (DMA) is potentially looking at recompeting the incumbent contracts held by Grey Ghost, Sustainment & Restoration Services, and Masy Group. The current BPA Contract value limit is set at $50M It is expected that this BPA will remain a SBSA IDIQ and an RFP could be released in July 2026 according to the DMA 2024 Acquisition Forecast released in March. The Incumbent contracts are expected to expire between May 2025 to September 2027.
Northwest Division Powerhouse Life Safety Upgrades Phase 1:The Army Corps of Engineers, Walla Walla District is looking to procure the Phase 1 Construction Services to renovate/upgrade the life-safety systems at large hydroelectric powerhouses that are located at large, remote civil works projects in the Walla Walla District. A Sources Sought Notice (SSN) was released on May 17 and responses are due NLT June 17 at 2 pm PT. The RFP is estimated for release in August 2024 with an expected 4 contract awards being made under this $99M IDIQ in November 2024.
USSOCOM Intelligence Support Services Joint III (ISSJ-III):A modified notice was released on May 22 to provide Q&A against draft RFP material. The Final RFP for this estimated $200M SDVOSB IDIQ is expected to be released in mid-July 2024 with proposals being due mid-August 2024.
USSOCOM Global System Support Engineering (GSSE): This planned $250M SBSA contract is an apparent consolidation 4 existing contracts. This is currently in draft RFP stage and Q&A was released by the Contracting Office on May 21. It is currently expected that the final RFP could be released first week of June 2024 and the Q&A states that proposal could be due as early as July 9, 2024…however that is contingent on when the final RFP is actually released.

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 29

Posted on December 2, 2024December 2, 2024 by Neal Peters

In This Week’s Newsletter:

Competitive Intelligence & Pricing: Price-to-Win vs. Price-to-Execute
Culture Corner: Building Connections
AI Corner: Key Trends in Generative AI
Opportunity Spotlight of the Week: MacArthur Foundation’s 100&Change
Four To Follow: Get the lowdown on four interesting pursuits!

Price-to-Win vs. Price-to-Execute

Balancing “price-to-win” and “price-to-execute” approaches in competitive public sector procurements is essential. While the “price-to-win” approach focuses on competitive, customer-oriented bids, the “price-to-execute” approach identifies accurate cost coverage for project success. Combining both strategies can improve win probability, financial performance, and project quality, which leads to long-term success in public sector procurements.

Three Key Takeaways

1. Balance Competitiveness and Viability: Combining “price-to-win” and “price-to-execute” approaches results in bids that are competitive yet financially sustainable, improving both win probability and the chances of a successful project execution.

2. Thorough Analysis: Conduct comprehensive competitive and cost analysis to develop realistic bids that meet customer expectations without compromising on quality or profitability.

3. Value Proposition: Emphasize unique strengths, such as quality and innovation, to justify your pricing strategy and stand out in the competitive public sector procurements.

Building Connections

Developing deep professional connections, especially outside of one’s specific workplace is crucial to career growth and happiness. This is particularly true in the Business Development space! But where do you get started as an entry-level person or if you neglected your network during the pandemic? Here are some strategies to help you get out there:

Networking Events – attend industry conferences, seminars, and networking events. These are great opportunities to meet new people in your field.
Social Media – use platforms like LinkedIn to connect with professionals in the industry. Engage in discussions and share relevant content.
Volunteer – offer to help on events or committees with your local industry organizations. Associations are often run by volunteers who are always looking for help.
Mentorship – find a mentor or offer to mentor someone else, depending on your experience level. This can be a great way to build a strong, one-on-one relationship.

Want to start building bonds with others in the industry? Join volunteers from Hinz Consulting and the NCA Chapter of APMP to package 10,000+ meals for Rise Against Hunger.

Key Trends in Generative AI

Contact Josh: josh.thiel@hinzconsulting.com

Generative AI technology has certainly been on a rollercoaster ride over the past six months, with remarkable progress and noteworthy milestones. Let me steer you through some of the key trends and developments.

The Dawn of ChatGPT and Subsequent Developments: In the wake of ChatGPT’s release by OpenAI in November 2022, generative AI (or gen AI, if you will) has been stealing the limelight. ChatGPT, fuelled by the robust GPT-3.5, broke records by amassing 100 million users in just a few months. This set the stage for the mainstream use of language models.

The Evolution of Language Models: Gen AI technology has been continually evolving, with new versions being rolled out at a rapid pace. For instance, in March 2023 alone, we saw six significant breakthroughs.

The Emergence of Visual AI: The gen AI journey commenced with language models, but we’re now witnessing the dawn of visual AI tools. These advancements are reshaping the landscape across a spectrum of industries.

AI Adoption in the Business World: Gen AI tools have moved into the mainstream, integrating AI into our everyday conversations. Businesses are increasingly recognizing and embracing AI, leading to transformative effects.

The Generative AI Reset: There was a burst of enthusiasm in 2023, but now we see companies recalibrating their approach. Tapping into the immense potential value of gen AI is proving to be more complex than originally anticipated.

Progress Through Research: Institutions like Hinz, among others, persist in researching and tracking the advances of gen AI. The field is evolving rapidly, and we anticipate further breakthroughs in the months to come.

Generative AI has come a long way, leaving a significant mark on both the language and visual realms. Its potential economic value is colossal, and businesses are actively delving into its applications and implications.

MacArthur Foundation’s 100&Change

Contact Len: len.miller@hinzconsulting.com

The MacArthur Foundation is offering $100 million through its 100&Change competition to fund a groundbreaking project that addresses a significant social challenge. This prestigious grant is open to innovative proposals from any field and any part of the world.

The MacArthur Foundation is seeking solutions that are feasible, evidence-based, and capable of creating deep, lasting impact. Previous winners have made remarkable strides: Sesame Workshop and the International Rescue Committee have supported children in conflict zones, while Community Solutions is working to end homelessness in numerous U.S. communities.

If your project can make a significant difference, consider applying for this incredible opportunity. Finalists will be announced in spring 2025. This could be your chance to secure the funding needed to bring your vision to life and make a global impact. Hinz Consulting is prepared to help you develop this grant application.

Four to Follow:

Exercises and Training Development Consultant Services:The HHS contracting office is determining any type of follow-on acquisition strategy for the potential recompete of the Cadmus Group incumbent contract which is currently valued at $24.9M. The current contract is expected to expire by the end of September 2024, so if the contracting office is going to recompete this, draft acquisition documents need to be released in June 2024 timeframe.
Administrative Support Services to Desert Southwest Regional Office:The Dept of Energy (DOE) Southwest Regional Office is apparently contemplating the acquisition strategy for this $13M incumbent task order currently held by Rividium. It appears this task order was issued under a GSA task order with NAICS code 541612. As the current task order contract expires at the end of July, there is a high probability at a minimum we will see the current POP extended. Monitor your GSA eBuy accounts if you have NAICS 541612 on your GSA MAS contract.
Nuclear Industry Advisory and Assistance Services Support (NE A&AS):It is anticipated that the DOE Idaho Operations Office will recompete the incumbent work currently being provided by Sigma Science whose contract is set to expire end of April 2027. This estimated $49M contract is expected to remain a small business set-aside with NAIC code 541330 Engineering Services. This gives potential qualifying small businesses time to get in front of this effort to improve your PWIN.
DLNSEO Language Instruction Services:The DoD DHRA contracting office released an updated Presolicitation Notice on May 15 stating they currently plan on releasing the RFP on/around May 24. This is anticipated to be a full recompete of Multilingual Solutions’ estimated $9.6M small business set-aside contract. Should the RFP be released by the end of May, expect proposal submissions to be required by the end of June with the estimated award by the end of August since the incumbent’s contract is set to expire then.

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 28

Posted on December 2, 2024December 2, 2024 by Neal Peters

In This Week’s Newsletter:

Culture Corner: The Importance of Professional Relationships
AI Corner: Evaluating a Generative AI Tool
Competitive Intelligence & Pricing: Pricing’s Post-Proposal Activities
Opportunity Spotlight of the Week: GSA ASCEND BPA, Pool 1
Four To Follow: Get the lowdown on four interesting pursuits!

The Importance of Professional Relationships

Contact Angela: angela.marsh@hinzconsulting.com

How important is it to build professional relationships at work and network with others in the industry? According to the Harvard Business Review, “research shows that your ability to empathize with, connect with, and influence others is a pivotal skill for success.” Yet, lots of people lack these important connections. In the next couple of weeks, we will discuss this topic to help strengthen your skills. Today, let’s start with the “why?”:

Career Development: Networking can lead to opportunities for career advancement, such as promotions or job offers.
Personal Branding: It can increase your visibility within your organization and your industry, leading to more opportunities.
Collaboration: Strong relationships can lead to collaborations on projects or initiatives that can benefit your career.
Knowledge and Support: It allows for the exchange of ideas and knowledge and provide professional guidance during difficult situations.

Want to start building those bonds with others in the industry? Join volunteers from Hinz Consulting and the NCA Chapter of APMP to package 10,000+ meals for Rise Against Hunger.

Evaluating a Generative AI Tool

Contact Josh: josh.thiel@hinzconsulting.com

Generative AI (Gen AI) is a groundbreaking technology that functions differently from traditional software applications, offering a probabilistic solution instead of a deterministic one. Understanding and evaluating the quality of AI-generated content can be a complex process. The evaluation criteria for this process can be broken down into several key factors:

Quality of Input: The better the input, the superior the output. The quality of the content generated by Gen AI is directly related to the quality of the input provided.
Human-like Text: The quality of Gen AI output can also be evaluated based on its ability to mimic human-like text. This can be tested by having people distinguish between machine-generated and human-generated content. A study by Elizabeth Clark and others (Clark et al., ACL-IJCNLP 2021) demonstrated this method of evaluation.
Real-world Validation: The Gen AI output is often validated in real-world scenarios. For example, in the legal industry, generative AI is used to create summaries of terms extracted from a document, which are then reviewed by legal professionals for accuracy.
Ethical Considerations: The ethical considerations in place while using AI also play a significant role in determining the quality of generated content.

In conclusion, the quality of content generated by Generative AI is determined by a combination of factors such as input quality, the system’s ability to mimic human-like text, real-world validation, and ethical considerations. It is important to build these factors into the proposal process in order to produce sound and reliable content. Let Hinz Consulting help you with optimize your company’s use of Artificial Intelligence.

Pricing’s Post-Proposal Activities

Contact Tom: thomas.hudgins@hinzconsulting.com

Imagine a pricing analyst who has just completed a proposal. The sanitized and unsanitized price models are expertly crafted, subcontractor proposals and/or sealed packages are thoroughly prepared, and the cost volume is complete and compliant, thanks to the comprehensive understanding of your capabilities and unique selling points, as well as the application of Hinz’s Compliance Pricing. You have done a commendable job, but the question arises, have you concluded your role in this project? The response may not always be “yes”.

If the proposal results in a win, the pricing analyst’s role extends beyond submission and includes a review of awarded amounts on draft contract award documents. This ensures the awarded contract costs align with the proposed prices. Moreover, the pricing analyst may even be responsible for preparing a “budget” to send to Project Control/Finance and Accounting for project setup.

However, during the post-contract award phase, the pricing analyst is not usually involved during the project or program execution. The exceptions to this general rule occur with task orders submitted on Indefinite Delivery, Indefinite Quantity (IDIQ), Blanket Purchase Agreement (BPA), Basic Ordering Agreement (BOA) contracts, and for profitability analysis attributable to staff labor direct or indirect labor rate changes.

GSA ASCEND BPA, Pool 1

Contact Len: len.miller@hinzconsulting.com

The General Services Administration (GSA) released RFQ1694175 with Draft Background/Scope on 3 May and responses are due NLT 17 May. It is still estimated that the RFP will be released in July and awards made in November.

The Blanket Purchase Agreement is divided into three pools intended for specific cloud services:

Pool 1 – Infrastructure as a Service (IaaS) and Platform as a Service (PaaS)
Pool 2 – Software as a Service (SaaS)
Pool 3 – Cloud Professional Services

Four to Follow:

Regional Multiple Award Construction Contracts III (RMACC III):This is one we have reported on several times. This recompete of the DHS U.S. Coast Guard contract is expected in February 2025 with awards not until March 2026. Remember, this is for Regions 1, 5, 7, 7.5, 8, 9, 11/13, 14 and 17. However, it was just announced that there will be bridge contracts issued for Region 17. Stay sharp and keep monitoring this effort for potential bridge contracts for the other regions.
Enterprise Development Application and Training (EDAT):During the May FEDSIM First Friday it was clear that the IPT is working with SOCOM to release an Advanced Notice by the end of May with Due-Diligence expected mid-June. The RFP is currently expected in mid-July using OASIS (a) as the potential contract vehicle for this 8(a) set-aside recompete contract. Contact Hinz if you need FEDSIM support.
Dugway Proving Group West Desert Test Center Mission Support Services (WDTC):The government released a notice on 6 May that informed the industry that there has NOT been a set-aside established for this effort at the time of the Sources Sought notice. Still appears the recompete of this estimated $97M effort could see the RFP released in October 2024 and the award made in October 2025.
ACCESS:The Army held an Advance Planning Briefing to Industry in late April. ACCESS is to be Successor to the RS3 Vehicle and may also merge with the ITES-3S contract. The Army wants and needs industry buy-in on the RS3 and ITES-3S merger and would like to have our feedback soon. They seek creative ideas around evaluation criteria with a focus on streamlining (speed), additional labor categories, and areas for improvement. The ACCESS RFI was released in April. An Industry Day is planned for later this Spring, the Draft RFP is expected in late Spring/mid-summer, and the final RFP is expected in September. Merging these contract vehicles could be a game changer so get your inputs in soon! Hinz has great experience with both RS3 and ITES task orders as well as the IDIQ contract proposals…. reach out when you need support on ACCESS.

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 27

Posted on December 2, 2024December 2, 2024 by Neal Peters

In This Week’s Newsletter:

Competitive Intelligence & Pricing: Why a Competitive Price Range can be More Beneficial than a Single Target Price
Opportunity Spotlight of the Week: HUD IT Infrastructure Operations and Maintenance Services (HITS)
AI Corner: Effectively Integrate Generative AI
Culture Corner: Help Us Pack 10,000+ Meals for Rise Against Hunger
Four To Follow: Get the lowdown on four interesting pursuits!

Why a Competitive Price Range can be More Beneficial Than a Single Target Price

A competitive price range in a price-to-win (PTW) analysis offers flexibility, risk mitigation, and better negotiation opportunities compared to a single price. This approach allows for adaptability and accommodates varying cost structures, enabling companies to price responses that are competitive, profitable, and responsive to customer needs.

Three Key Takeaways

1. Flexibility and Adaptability:

A competitive price range provides the flexibility to adjust pricing based on changing market conditions, customer needs, and cost variations, offering a more adaptable approach than a single price.

2. Risk Mitigation and Margin Protection:

A competitive price range mitigates risks associated with underpricing or overpricing, protecting business and financial objectives while ensuring competitiveness.

3. Enhanced Negotiation Opportunities:

A competitive price range fosters better negotiations with public sector customers, enabling tailored bids and facilitating a collaborative approach that builds stronger relationships and increases the chances of winning contracts.

Learn More

HUD IT Infrastructure Operations and Maintenance Services (HITS)

Contact Len: len.miller@hinzconsulting.com

The recompete for HITS is potentially still in planning with one of the contracts recently extended. The other incumbents’ contracts currently expire between early 2025 and early 2027. The expectation is draft RFP could be released in the summer of 2024 with the final RFP in late summer. Will need to watch this closely to see if HUD decides to align all contract expirations to the latest end date to give them more time for this critical recompete.

Effectively Integrate Generative AI

Contact Josh: josh.thiel@hinzconsulting.com

You might wonder how to effectively integrate Generative AI as a member of your team. This involves several steps, including AI training, understanding AI’s potential impacts, preparing your workforce for AI integration, and addressing ethical and proprietary concerns.

Steps of Integration

The first step is AI training and knowledge-building. For an individual, this means equipping oneself with information about how AI will affect their role. For instance, gen AI won’t replace proposal writers. However, over the next few years, proposal writers trained in using gen AI will replace those who aren’t.
The second step is understanding potential AI impacts on the business environment. This involves creating new roles, eliminating others, and driving change in the workforce. For instance, human and machine teaming will become increasingly common. Enterprise leaders must recognize how these changes will affect recruiting, staffing, employee skill development, and more.
The third step is preparing your workforce for the integration of AI. Team members can reserve their time for higher-level thinking tasks. This will have a dramatic impact on how organizations handle knowledge-dense tasks that couldn’t be automated in the past. But it also means knowledge workers and their employers have to consider how they’ll use the time they’ve been given back.
The fourth step is addressing ethical and proprietary concerns since every company will need policies. As gen AI becomes increasingly sophisticated, there are growing concerns about its impact on copyright and proprietary data. The use of copyrighted material to train generative AI algorithms raises questions about ownership of the resulting generated content. Companies using proprietary data to train their algorithms must ensure that the generated content does not reveal valuable trade secrets or intellectual property.
The final step is applying generative AI to specific tasks. With gen AI, you can automate the process of drafting written content. By training a machine learning algorithm on a dataset of existing text, gen AI can generate new content that closely matches the style and tone of the original text.

Integrating gen AI into your team is a transformative process that requires careful planning, training, and ethical considerations. Yet, with the right approach, it can revolutionize the way your team works to drive innovation and growth in your business.

Help Us Pack 10,000 Meals for Rise Against Hunger

Contact Angela: angela.marsh@hinzconsulting.com

Join Hinz Consulting and our friends at the National Capital Area (NCA) Chapter of APMP as we work together to package over 10,000 meals to combat global hunger! Register and donate here: events.riseagainsthunger.org/Hinz2024

June 13, 2024, Noon – 2:00pm, 1785 Greensboro Station Place, McLean, VA 22102

Four to Follow:

Contract Field Team’s Program Labor Augmentation Support Requirements (CFT): The tentative release date for the RFP of this $7B recompete of this Air Force MA/IDIQ is set as July 2024 with contract awards to occur in August 2025. A second draft RFP was released in February 2024 with an update to Section M released on 11 March 2024. The Pre-Solicitation Conference was held on 19 March 2024. Q & A was released on 26 April 2024. Monitor this one closely folks!
NASA Space Exploration Networks Services and Evolution (SENSE):NASA expects to release the draft RFP in Q1 GFY25 and the final RFP is estimated for release in Q2 GFY25. This is anticipated to be a $1.8B recompete of Peraton’s current contract with potential award(s) made in the Spring of 2025.
DOE CIO Business Operations Support Services 2 (CBOSS 2):DOE is anticipated to release the RFP in the early summer of 2024 for this recompete of the $10B ceiling BPA recompete of Accenture’s incumbent contract which is scheduled to expire in April 2025. The contract award is anticipated in April 2025.
DHS Architecture Development and Platform Technical Services (ADAPTS 2.0):The acquisition strategy for this estimated $250M recompete of the current ADAPTS contract vehicle held by TechFlow, ECS Federal, IBM, and Booz Allen Hamilton. The last official release of information by the Government was end of February 2024 with the release of Sources Sought and draft SOW. RFP release is currently estimated for late spring 2024 and potential contract awards in August 2024 before current contract expirations. Monitor closely folks as this one could move out fast.

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 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!!!

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