Government cost realism is one of the most misunderstood evaluation areas in federal contracting. Many contractors assume that if pricing is mathematically correct, it will pass evaluation. In reality, agencies use government cost realism reviews to determine whether proposed pricing reflects a realistic understanding of the work, staffing requirements, and
Contract modification negotiation is one of the most important — and most misunderstood — aspects of federal contract execution. While most contractors invest heavily in capture and proposal strategy, long-term program profitability is often determined during contract performance through modifications. Modifications directly impact scope, funding, staffing, delivery timelines, and operational
Source selection evaluation is where federal contract awards are decided, yet many contractors misunderstand how evaluation really works. Too many teams treat evaluation as a scoring checklist instead of a risk decision process. In reality, agencies use source selection evaluation to answer one core question: which contractor represents the lowest
Contract transition management is one of the most underestimated phases in federal contracting. While many contractors focus heavily on capture, proposal, and award, transition is where performance credibility is established. Poor transition execution can damage customer trust, trigger performance risk flags, and impact CPARS ratings that influence future awards. Strong
In federal contracting, subcontract positioning is often treated as a last-minute proposal staffing exercise. In reality, subcontract positioning is a strategic capture function that can directly influence win probability, pricing competitiveness, technical strength, and evaluation risk perception. Contractors that treat subcontract strategy as part of early capture planning consistently outperform
Winning in federal contracting requires more than responding to an RFP. Agencies move through a defined decision-making journey long before a solicitation is released. Contractors that align to the government customer journey consistently outperform those that wait for formal procurements to begin engagement. Many missed opportunities happen because contractors focus
In government contracting, pricing is rarely just about being the lowest bidder. Agencies evaluate price in the context of risk, realism, technical strength, and overall value. Yet many contractors still approach pricing as a last-minute spreadsheet exercise instead of a strategic discipline. Many proposal pricing mistakes happen when pricing is
Being the incumbent on a government contract provides familiarity with the customer, mission, and operational environment. However, incumbency alone does not guarantee success in a recompete. Agencies often expect improvement, efficiency, and innovation during follow-on procurements. Incumbent advantage strategy focuses on converting operational knowledge into clear, defensible advantages that resonate
Best and Final Offer requests represent a critical moment in the government procurement process. At this stage, agencies have narrowed the competitive field and are seeking final pricing and, in some cases, limited proposal revisions. Decisions made during this phase can determine award outcomes. A disciplined BAFO pricing strategy helps
Recompetes present a unique challenge in government contracting. While incumbents benefit from familiarity with the customer and requirements, they also face heightened scrutiny and aggressive competition. Past performance alone rarely secures a renewal. Recompete capture planning provides the structure needed to defend position while adapting to evolving customer priorities.Agencies often
Hinz Consulting is a proposal, capture, and business development consulting firm. We help customers, including Fortune 100 clients, win Government contracts in every market.
