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
