In This Week’s Newsletter: 04/05/24

• Proposal Perspectives: What positions do you anticipate being the hardest to fill in Capture?
• AI Corner: Understanding Proposal Management Software vs. Generative AI
• Culture Corner: APMP Affinity Groups
• Opportunity Spotlight of the Week: Charter Airlift Services in Support of the Civil Reserve Air Fleet (CRAF)
• Competitive Intelligence & Pricing: Does Every Bid Need a Formal Pricing Strategy?
• Four To Follow: Get the lowdown on four interesting pursuits!

What positions do you anticipate being the hardest to fill in Capture?

In this edition of Proposal Perspectives, we sit down with a contributor who wishes to remain anonymous to gain insights into the challenges and opportunities within proposal management. Here’s an excerpt from our interview:

“What positions do you anticipate being the hardest to fill in Capture?”

“I think it is going to be finding qualified solution architects. Finding folks who have skills and experience across a wide birth of technologies that are also on the cutting edge of innovation are hard to find these days.”

– Anonymous, Capture Manager

“If you could fix one problem with the power of AI in proposals, what would it be?”

“Having AI programmed to help with the review process would be interesting. You could train the AI to review based on a set of parameters. It can be difficult to find reviewers due to time constraints.”

– Anonymous, Capture Manager

If you would like to contribute to Proposal Perspectives or share your insights on proposal management, we welcome your participation. Contact us today to become a part of our newsletter and join the conversation on optimizing proposal processes.

Understanding Proposal Management Software vs. Generative AI

Contact Josh: josh.thiel@hinzconsulting.com

In the realm of enhancing productivity, both proposal management software and generative AI stand out as valuable tools. However, discerning their functionalities is crucial for selecting the technology that best aligns with your operational needs.

Proposal Management Software:

Proposal management software is tailored to facilitate the creation, editing, and submission of proposals, offering a structured approach to crafting compelling proposals for clients or projects. By centralizing project details, client specifications, and pricing information, this software streamlines the proposal creation process, ensuring consistency and professionalism.

Generative AI:

Generative AI, analyzes extensive datasets to generate innovative ideas, content, and text autonomously. With its ability to produce original concepts without direct human intervention, generative AI finds applications across diverse industries, including marketing, writing, and design.

Hinz established the AI Center of Excellence to provide industry insights on current technology to the entire industry: companies and individuals. The Hinz AI COE has considered over 20 different technology solutions for proposals; and is ready to support your technology initiatives.

APMP Affinity Groups

Contact Angela: angela.marsh@hinzconsulting.com

As part of an effort to build community in our industry, APMP (The Association of Proposal Management Professionals) has established Affinity Groups to foster diversity, inclusion, and enhance the membership experience. These groups provide supportive spaces for professionals with shared experiences in life and the industry.

The Culture Corner will spotlight each of these groups over the next few weeks. In the meantime, here’s an overview:

• Professionals of Color Affinity Group: This group acknowledges the unique experiences of professionals from diverse racial and ethnic backgrounds. It offers networking opportunities, cultural exchange, and a sense of belonging.
• Pride Affinity Group: Focused on LGBTQ+ professionals, this group aims to create an environment where members can celebrate their identities, share insights, and contribute to a more inclusive workplace.
• Mental Health Affinity Group: Recognizing the importance of mental well-being, this group addresses mental health challenges, promotes awareness, and offers resources for coping and resilience.
• Young Professionals Affinity Group: Geared toward early-career professionals, this group provides mentorship, career development resources, and a supportive community for growth.
• Military and Veterans Affinity Group: This group celebrates and supports military veterans within the federal contracting industry. It provides a platform for networking, sharing experiences, and building connections.

This year’s Annual Capture Breakfast: “The Next Generation of Capture,” will focus on how to improve processes, use new technologies, and build a pipeline of talent for the field of Capture Management in the 21st century.

NCA’s Annual Capture Breakfast: “The Next Generation of Capture” is your one-stop shop for navigating and conquering the changing capture landscape. Here’s what you can expect:

• Talk with Industry Experts: Discover how big data is revolutionizing the capture role and how you can leverage it to gain a competitive edge.
• Discover Cutting-Edge Strategies: Understand how GovCon client needs are evolving and learn to craft more compelling, data-driven narratives that resonate with decision-makers.
• Network with Peers: Explore how today’s capture ecosystems collaborate and build high-performing sales, capture, and proposal teams.
• Stay Ahead of the Curve: Learn how technology is transforming the capture industry. Discover the latest tools that can stream your processes and build your teams.

Charter Airlift Services in Support of the Civil Reserve Air Fleet (CRAF)

Contact Len: len.miller@hinzconsulting.com

A presolicitation notice was released by the Contracting Office on 26 Mar. RFP is still expected in Apr with a 30 day turn to submission. TRANSCOM expects to award multiple IDIQ contracts starting in Sep 2024 with contracts starting in Oct 2024 for this Six-Year contract (2-year base period with 2, 2-year option periods).

Does Every Bid Need a Formal Pricing Strategy?

Contact Chris: chris.placzek@hinzconsulting.com

Deciding on a formal pricing strategy for every bid requires companies to balance consistency and competitive advantage against the need for flexibility and innovation. While a broad strategic framework can guide pricing decisions, tailoring responses to specific opportunities allows for agility and creativity, improving the pWin for competitive procurements.

Three Key Takeaways

1. Strategic Balance: Employing a broad pricing framework provides consistency and competitive advantage, while a formal pricing strategy for critical and strategic responses ensures flexibility and innovation in bids.

2. Risk Management: A structured approach to pricing helps manage financial risks, safeguarding margins and ensuring the sustainability of business operations.

3. Market Responsiveness: Adaptability in pricing strategies enables companies to respond effectively to dynamic market conditions and specific customer needs, enhancing competitiveness and improving pWin.

Four to Follow:

1. NASA SEWP VI-If you are not following this opportunity, you should be.  This is one of the most used GWACs in the Government.   NASA is holding an Informational Briefing on 2 April, but if you did not get registered, they have already closed registration as they have reached capacity.  However, they will be releasing a recording after the event.  Hopefully we will hear what the acquisition timeline is to be at this briefing.
2.  CISA Exercise Support Services – The incumbent contracts are expected to expire in Mar 2025.  The RFP is expected to be released in Jul 2024 and awards to occur prior to Mar 2025.  
3. SOCOM Enterprise Development Application and Training (EDAT)-The recompete for this $550M 8(a) set-aside contract out of SOCOM is expected to be released in Jun 2024 but via the OASIS Small Business Pool and be a FEDSIM acquisition. 
4. DOJ/FBI Enterprise Telecommunication Information System (ETIS) O&M –  RFI responses from last Aug 2023 have been reviewed and a potential acquisition strategy/schedule is being considered.  Unclear when a draft RFP will be released or on what contract vehicle.About Hinz Consulting

Hinz Consulting provides services across the full business development cycle:

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