In This Week’s Newsletter:
- Proposal Perspectives: Janelle Jeffries at ActioNet
- Competitive Intelligence & Pricing: Firm Fixed Price (FFP) Contracts
- Opportunity Spotlight of the Week: DOE CBOSS 2
- Four To Follow: Get the lowdown on four interesting pursuits!
Janelle Jeffries: A Natural Leader in the Proposal Industry
Janelle Jeffries, a dynamic professional relatively new to proposal management, is already making an impact at ActioNet, a federal contractor specializing in IT Services. Starting her career in graphics, marketing, and videos at a large church, where she led a team of 15 people, Janelle’s journey from DTP to Coordinator to Manager is a testament to her leadership abilities.
“I’ve been told I’m a natural leader. I just can’t help it,” she says, reflecting on her career trajectory. Her leadership style is rooted in the servant leadership framework which emphasizes empathy, community, and self-awareness. This approach has not only helped her succeed but also fostered a supportive and collaborative environment within her team.
Don’t let her nurturing side fool you, though. Janelle’s competitive spirit is evident in her work and personal life. “My family doesn’t even play games at the holidays anymore and it’s all my fault!” she admits with a laugh. She thrives under pressure, dislikes boredom, and is always eager to embrace new challenges. These traits align perfectly with the fast-paced proposal industry.
Her energetic team at ActioNet consists of supportive colleagues who are “willing to go the extra mile to help you succeed.” In leading by example and being there for others, Janelle’s greatest skill lies in her ability to “soothe the bear vs. poking the bear.” Her leadership, coupled with her passion for her work, makes her a valuable asset to ActioNet. “I’m in love with my company and our work. The people and teams work so well together,” she says.
Janelle Jeffries is a shining example of a servant leader in the proposal industry, demonstrating the power of a positive attitude, a willingness to embrace new things, and a commitment to team success.
Firm Fixed Price (FFP) Contracts: Navigating Risks & Strategies
Contact Tom: thomas.hudgins@hinzconsulting.com
Firm Fixed Price (FFP) contracts are a common yet often daunting option in government contracting. Unlike other contract types, FFP transfers the majority of financial risk to the contractor, as the firm must adhere to a fixed price regardless of any unforeseen costs. While this can create challenges, it also offers a structured framework for pricing and can be highly advantageous when executed with the right strategy. Here, we explore the unique aspects of FFP contracts and provide key insights for mastering their complexities.
Key Takeaways:
- Understanding FFP Fundamentals:
FFP contracts are typically deliverable-based, meaning pricing is determined by tasks rather than specific labor categories. This allows for a clear, upfront definition of project costs, which can be beneficial for budgeting and financial planning. - Strategic Pricing and Risk Management:
To succeed with FFP contracts, firms must employ strategic pricing techniques. This includes incorporating higher profit margins to mitigate potential risks, using execution models to anticipate and manage costs, and including provisions for economic price adjustments where possible. Creative approaches, such as including learning curves and indirect pricing assumptions, can also provide flexibility and safeguard against profit erosion. - Embracing FFP Advantages:
Despite the inherent risks, FFP contracts offer opportunities for streamlined project management and accountability. By understanding the full scope and maintaining a proactive approach to risk mitigation, firms can effectively navigate FFP contracts and even prefer them over other types due to their potential for clear financial outcomes.
In summary, while FFP contracts can be challenging, they offer a structured and potentially lucrative option for contractors. By mastering the basics, understanding the risks, and employing strategic pricing and risk management techniques, firms can confidently approach FFP contracts and leverage their unique advantages.
DOE CBOSS 2
Contact Len: len.miller@hinzconsulting.com
Looks like the wait is almost over! DOE released a Special Notice on 29 July stating they would be releasing the solicitation “soon” via the GSA MAS, so everyone interested in the recompete of this $10B BPA held by Accenture PLC needs to monitor their eBUY portals carefully. Call Hinz Consulting for your Proposal Support needs and let us do you proud!
Four to Follow:
- Digitalization Transformation (DT) Integration and Innovation Support – A Sources Sought notice including a Draft Statement of Objectives was released by the IRS on 29 July. White Papers are due NLT at 3 pm ET on 8 August. It is estimated that a solicitation could be released for this potential SBSA effort in October.
- Command Strategic Leadership Support Services – NAVAIR is looking to release the RFP for the recompete of this $50M 8(a) Set-Aside contract around mid/late August. Work is to be performed at NAS Patuxent River and in Arlington, VA.
- FAA Combined Hardware Software SAVES – The incumbent contracts were extended via a bridge contract and are now expected to expire in January 2025. The recompete RFP for this $10B contract vehicle is expected to be issued in September with awards in December.
- CECOM Consolidated Manpower for Information Technology (IT) Support Services – CECOM issued a modification to the draft PWS and Sources Sought notice on 26 July. Responses are now due NLT 1 pm ET on 7 August. It is estimated that an RFP for this $99M 8(a) Set-Aside recompete will be released in October and the award made in March 2025.
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