Volume 19

In This Week’s Newsletter: 03/14/24

• Competitive Intelligence & Pricing: Pricing Strategies for Highest Technically Rated Offeror (HTRO) Procurements
• Opportunity Spotlight of the Week: Contract Field Teams (CFT) Program Labor Augmentation Support Requirements
• Culture Corner: Building Community
• AI Corner: APMP Barcelona Overview
• Four To Follow: Get the lowdown on four interesting pursuits!

Pricing Strategies for Highest Technically Rated Offeror (HTRO) Procurements

Contact Chris: chris.placzek@hinzconsulting.com

At the opposite end of the procurement spectrum from “Lowest Price Technically Acceptable (LPTA)” is “Highest Technically Rated Offeror (HTRO)”, where the offeror claiming the best performance simply has its price evaluated as reasonable or not. Successful pricing strategies for HTRO procurements balance technical excellence with competitive, transparent pricing.

Bidders must understand evaluation criteria, ensure cost realism, and conduct thorough market and competitive analyses. Value-based, tiered, and dynamic pricing strategies, tailored to highlight technical superiority and market positioning, are key to standing out in the competitive HTRO landscape.

Contract Field Teams (CFT) Program Labor Augmentation Support Requirements

Contact Len: len.miller@hinzconsulting.com

The preliminary Request for Proposal (RFP) was unveiled on February 28, accompanied by supplementary RFP attachments on March 6 and 8, enriching the comprehensive scope of the proposal.

Engagement with the Draft RFP, including comments and inquiries, is solicited until March 13, 2024, at 4:00 PM CT, fostering collaborative refinement of the proposal’s framework.

A Pre-Solicitation Conference has been earmarked for March 19, 2024, at 9:00 AM CT, offering an invaluable opportunity for prospective participants to glean deeper insights and elucidate any queries.

Registrations for participation must be completed by March 14, 2024, at 4:00 PM CT, ensuring seamless coordination for the forthcoming stages of the procurement process.

Anticipate the issuance of the Solicitation in the forthcoming months of May/June 2024, signaling the commencement of a transformative endeavor.

Building Community

Contact Angela: angela.marsh@hinzconsulting.com

At Hinz Consulting, our award-winning culture is built on a servant leadership framework. Among the standout characteristics is our commitment to “Building Community” — both within our organization and across the industry. One of our initiatives is the continued support for the Association of Proposal Management Professionals (APMP), both on the global level and at the local level with the National Capital Area chapter (APMP-NCA). It is of utmost importance to us that we help foster a sense of belonging, trust, and collaboration among our employees and our peers.

Here are a few examples of how Hinz supports this great network of members:

• Board of Directors: We currently have two dedicated Hinzers serving on the Board of Directors for APMP-NCA. Their active involvement ensures that our voice is heard and that we contribute to industry excellence.
• Mentorship Program: Our employees actively participate as mentors in the Mentor Protege Program. By sharing our experience and knowledge, we can foster growth, build relationships, and create a support systems for our peers.
• Special Events: Hinz Consulting regularly sponsors, volunteers, and presents at APMP events all over the world. Our most recent representative was CEO Len Miller at BPC Barcelona where he spoke on “The Art of Deal Shaping.”

Please join us on Thursday, March 21st for a robust discussion over dinner at the Country Club of Fairfax. Our special guests for the evening are Sarah Shaffer and Eric Gregory! Get details and your tickets at: https://apmpnca.org/event/2024-march-speaker-series/

APMP Barcelona Overview

Contact Josh: josh.thiel@hinzconsulting.com

“Competition is the fuel that ignites innovation.” – Simon Sinek

APMP’s annual convention in Barcelona was a fantastic forum for technology companies to showcase capabilities and compete for endorsement from Proposal professionals in the industry. With so many companies in the mix, you might think it’d get confusing, right? No, the large number of technology companies was refreshing, because competition between technology companies accelerates the development of solutions for the end users.

AI Competition Benefits:

• Competition drives innovation and progress in the business world.
• Companies are motivated to think outside the box and come up with new solutions to solve customer problems.
• Industry benefits from new ideas and technologies introduced by competitive forces.
• Companies must reassess strategies and offerings to meet customer needs and preferences.
• Competition leads to improvements in efficiency and cost savings.
• Companies are forced to operate as efficiently as possible to remain competitive.

Overall, competition serves as a powerful motivator for companies to continuously evolve and improve to stay relevant in today’s fast-paced business environment. By encouraging companies to strive for excellence and constantly pushing the boundaries of what is possible, competition ultimately benefits both companies and consumers alike.

Four to Follow

1. Missile Defense Agency (MDA) Integration & Operations for Enterprise Solutions (MIOES):Per the MIOES Industry Meeting held on March 6, 2024, the Government is on track to release the full Draft RFP in the fall timeframe around September/October 2024. An industry day and one-on-one sessions are planned to be held before Thanksgiving.
2. FSI Professional Management Training Services:The incumbent contracts held by C2 Technologies and Colleague Consulting are expected to expire by the end of 2024 as they are now in their final option period. The combined value of these two contracts is estimated at $25M and is expected to remain as a Small Bus Set-Aside / Woman Owned Small Business Set Aside via a GSA MAS task order. The final RFQ is expected in August 2024 with a contract award in November 2024. Eligible bidders need to monitor their eBuy notifications.
3. Comprehensive Construction and Engineering (C2E):Modifications were issued on 6 March to inform the industry that the Solicitation on this $15B contract vehicle is anticipated to be released between March and April 2024.
4. ECSO Unrestricted Vertical Construction Multiple Award Task Order Contract (MATOC):The solicitation for this estimated $1.5B contract vehicle is currently anticipated to be posted to SAM.gov in late March 2024 under solicitation number W9126G24R0118 (updated for the new fiscal year).

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