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:

1. Upload research notes, drafts, papers, lecture notes, slide decks, or voice transcriptions in your Domain Aware (Secure) Gen AI Tool.
2. 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.
3. 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.
4. 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.
5. 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.

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!

Four to Follow

1. 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!
2. 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.   
3. 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.
4. 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

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

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 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. 

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:

1. 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!
2.  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.  
3. 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.
4. 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

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.

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):

1. 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.  
2.  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.  
3. 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
4. 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

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.

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/

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

1. 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.
2. 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.
3. 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.
4. 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

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

1. 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.

2. 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.

3. 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.

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:

1. 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.
2.  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.
3. 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.
4. 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.  

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