When pursuing federal contracts, a contractor’s ability to clearly demonstrate the qualifications, availability, and relevance of key staff can be the deciding factor between a win and a loss. That’s why personnel in proposals is one of the most scrutinized evaluation areas across government solicitations. Agencies are not just buying
Navigating the federal procurement process can be daunting, especially for small businesses. Complex requirements, lengthy timelines, and rigorous documentation can pose major barriers to entry. However, there is a streamlined pathway designed to ease access to government contracts—simplified acquisition procedures. These procedures are tailored for lower-dollar-value purchases and offer a
Federal contracting offers a variety of pricing arrangements, each designed to meet different needs depending on the project’s scope, risk, and complexity. One of the most commonly used contract types in research, development, and technical services is the cost-plus contract. More specifically, understanding how cost-plus contracts in federal acquisition function
Winning a federal contract is only the beginning. To get paid correctly and on time, contractors must master the often-complex process of government invoicing. Unlike commercial billing, federal invoicing follows strict requirements for formatting, timing, supporting documentation, and system use. A single misstep can delay payment or trigger compliance issues.
If you’re pursuing federal contracts, one of the first steps to getting noticed by government buyers is selecting the right classification for your business. That classification is your NAICS code. While it may seem like a formality, understanding how these codes work is vital for identifying the right opportunities, competing
For contractors pursuing federal work, winning a contract involves much more than submitting a responsive proposal. It requires understanding how the government chooses its vendors—a process known as government source selection. This formal evaluation method is guided by the Federal Acquisition Regulation (FAR) and helps ensure transparency, fairness, and best-value
In the lifecycle of any government contract, change is not only common—it’s expected. Whether due to shifting requirements, funding adjustments, or performance issues, the terms of a contract may need to be revised after award. This process is known as a federal contract modification. For contractors, understanding when and how
When pursuing federal contracts, pricing is more than just numbers on a spreadsheet—it’s a direct reflection of your understanding of the work, your ability to deliver, and your business’s credibility. Yet, proposal pricing errors remain one of the top reasons bids are downgraded, disqualified, or deemed non-responsive. These mistakes can
In the competitive world of federal contracting, it takes more than technical qualifications to win. Success depends on understanding agency needs, aligning solutions with evaluation criteria, and articulating clear, compelling value propositions. These are not just proposal writing tasks—they’re strategic thinking tasks. That’s where proposal strategy coaching comes into play.
Federal contracting is not just about writing compelling proposals—it’s also about pricing them competitively and intelligently. A well-defined strategic pricing framework gives government contractors a systematic approach to developing cost proposals that are compliant, competitive, and aligned with business goals. Without such a framework, pricing becomes reactive, error-prone, and misaligned
Hinz Consulting is a proposal, capture, and business development consulting firm. We help customers, including Fortune 100 clients, win Government contracts in every market.
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