In This Week’s Newsletter:
- Culture Corner: Proposal Perspectives
- Competitive Intelligence & Pricing: The Incumbent Pricing Challenge of LPTA Recompetes
- Opportunity Spotlight of the Week: Vertical Construction Services Multiple Award Task Order Contracts (MATOC)
- AI Corner: Why Companies Approach Us for AI Tool Selection
- Four To Follow: Get the lowdown on four interesting pursuits!
Proposal Perspectives:
Scott Whitney, Sr. Capture Director at Peraton
In a candid interview with Peraton’s Senior Capture Director, Scott Whitney, we discussed effective leadership within the federal contracting space. Drawing from years of experience in the intelligence community and the United States Marine Corps, Scott shared practical wisdom that transcends industry boundaries.
- Leading by ExampleScott’s career path was unconventional beginning in the military service where he skipped ranks and was detailed to a government agency while still on active duty. From there, he cut his teeth as a Program Manager on smaller bids and worked his way up to his role today by not being afraid to afraid to roll up his sleeves. In fact, he says that “I won’t ask someone to do something I wouldn’t do myself.”
- “It’s better to seek forgiveness, rather than permission”Scott believes it’s often best to act decisively and it’s worked out for him about 95% of the time. He emphasized the importance of taking initiative. In a dynamic environment, boldness can lead to success.
- Herding Cats: A Necessary SkillMr. Whitney likes to say that, as a proposal or capture manager, “you’ve got to be good at herding cats!” Set expectations and hold people accountable. Proposals are about facilitating the success of your people and processes.
In the Government Contracting space, these principles resonate beyond titles and industries. Whether herding cats or complex deals, “it’s basic human leadership,” according to Scott.
Remember, it’s not about rank — it’s about impact.
The Incumbent Pricing Challenge of Lowest Price Technically Acceptable Recompetes
A client recently asked me to provide some strategic pricing guidance for one of the opportunities they currently hold as a prime contractor that is up for recompete. Their challenge is the recompete is being evaluated as a firm fixed price (FFP) lowest price technically acceptable (LPTA) opportunity. This presents enormous challenges for several reasons.
The incumbent knows that the competition will offer cut-rate pricing without the same depth of experience or understanding of the current project. Any inherent technical knowledge gained over the past few years is irrelevant. The customer is signaling that anyone can do the work.
Incumbents tend to behave rationally, as they have been managing a set of financial and governance constraints during the current program. Their management will unlikely find the appetite to change financial and risk parameters that will be necessary to win the recompete. Competitors who choose to pursue this are under no such constraints and understand the task at hand – simply be $1 lower than what you think is the absolute lowest price someone might be willing to offer.
Finally, a “technically acceptable” evaluation model also eliminates the incumbent’s ability to propose value-added services that are not explicitly required by the solicitation. The incumbent can no longer differentiate their response based on the quality solution they have been providing or additional benefits they can bring to the table based upon inside knowledge.
Vertical Construction Services Multiple Award Task Order Contracts (MATOC)
Contact Len: len.miller@hinzconsulting.com
A Modification was released by the Government on June 4, 2024. The purpose of the Modification is to announce that the Solicitation for this $1.5B MA/IDIQ with 5 awards is now anticipated to be released in early July 2024. Please contact Hinz Consulting for your proposal support needs!
Why Companies Approach Us for AI Tool Selection
Contact Josh: josh.thiel@hinzconsulting.com
The Hinz AI Center of Excellence is becoming a significant resource in the market as companies are consistently calling to ask for support with AI Tool Selection. We took a poll to understand why companies are approaching us, and what value we provide. Below is a summary of the responses.
- Expertise and Objectivity
- Hinz brings specialized knowledge and experience in both Proposals and Technology.
- Hinz carries the burden of staying updated on industry trends, best practices, and emerging technologies.
- Hinz’s objective viewpoint helps avoid internal biases and ensures a thorough evaluation.
- Needs Assessment and Customization:
- Hinz analyzes your specific requirements, business processes, and goals.
- The AI COE recommends solutions tailored to your company’s unique needs, avoiding one-size-fits-all approaches.
- Market Research and Vendor Evaluation:
- Hinz already conducted market research, identifying available technologies and vendors.
- The AI COE evaluates options based on Functionality, Culture, and Business.
- Risk Mitigation:
- Consultants assess risks associated with technology adoption, such as will the technology vendor be around in a year based on patents and finances.
- The AI COE helps you make informed decisions, minimizing potential pitfalls.
- Cost-Effectiveness:
- Hiring a consultant is often more cost-effective than dedicating internal resources to research and selection.
- Hinz’s expertise saves time and reduces trial-and-error costs.
- Change Management and Implementation Support:
- Hinz has the experience to guide you through the implementation process.
- Hinz is available to assist with change management, training, and post-implementation support.
Remember, the Hinz AI COE enhances decision-making, reduces risks, and is dedicated to successful technology adoption for your company. Contact us below to help with your process.
Four to Follow:
- DoS/FSI, Office of Director – Acquisition and Human Resources Professional Services: The Sources Sought Responses were to have been delivered NLT May 17 at noon ET. Any estimate for the Solicitation release is in September 2024. However, this is pending the final determination of an acquisition strategy. Call Hinz Consulting for proposal support!
- GSA ALLIANT 3: The last update on this estimated $75B IDIQ-GWAC showed the solicitation potentially being released in June 2024, but our get is this is slipping into July 2024. Look carefully at Draft Solicitation and its attachments released back in April 2024. Get ahead of this one. Reach out to Hinz for support!
- Air Force Contract Field Teams (CFT) Program Labor Augmentation Support Requirements: The Contracting Office released an additional set of Q&A on 11 June. The final Solicitation is now anticipated to be released in late June or mid-July 2024 timeframe for this estimated $7.1B recompete. An Award is anticipated to be made in late August 2025. Reach out to Hinz Consulting for support on this effort!
- DHS/OCIO ADAPTS 2.0: The DHS released an updated Acquisition Planning Forecast which states that the final solicitation is now planned to be released on or about 1 October 2024. 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
