Volume 20

In This Week’s Newsletter: 03/21/24

• Proposal Perspectives: Welcome to Our Interview Series
• AI Corner: Is the Government Going to Allow Us to Use Generative AI?
• Competitive Intelligence & Pricing: Aggressive Pricing vs. Value Differentiation – When to Lean In and When to Pull Back
• Opportunity Spotlight of the Week: GSA ALLIANT
• Culture Corner: Charity’s Place in the Workplace
• Four To Follow: Get the Lowdown on Four Interesting Pursuits!

Welcome to our interview series “Proposal Perspectives”

We’re excited to kick off our interview series “Proposal Perspectives”, where we dive into the expertise of proposal professionals to uncover invaluable insights and industry best practices. Throughout this series, we will engage with seasoned professionals to explore the strategies, tips, and advice that drive successful proposal endeavors.

To give you a glimpse of what’s in store, here’s a preview from one of our recent interviews:

“What career advice would you give to your younger self?”

– Hinz Consulting

“Be audacious! I feel if I had been more audacious and less fearful of mistakes that naturally come with growing into a new field, I would be farther along. Simply because I would have taken more risks. That is something I try to teach colleagues of mine that are new to the industry.”

– Anonymous (Proposal Manager)

Contribute to Proposal Perspectives

If you’re passionate about proposal management and have insights to share, we invite you to contribute to our newsletter. Join us in shaping Proposal Perspectives by lending your expertise and experiences to our growing community. Reach out to us today to get involved!

Is the government going to allow us to use Generative AI?

Contact Josh: josh.thiel@hinzconsulting.com

Customers frequently ask, “Is the government going to allow us to use Generative AI?” Based on government actions and the relentless march of technology, we assess that the answer is likely to be “Yes.” However, the government is unlikely to permit the use of open-source AI or tolerate misrepresentation. When security-minded organizations run your content through software, they may not be looking for AI specifically; they could be looking for the use of open-source AI, which raises security concerns and may also misrepresent a company’s actual capability to deliver a service or product.

Detecting open-source AI content involves leveraging existing technologies. Here are three effective methods that are already on the market:

1. Chat Log Analysis Tool: A chat log analysis tool is designed to identify patterns indicative of the use of open-source generative AI within chat conversations. By leveraging sophisticated algorithms, it can detect instances where such AI models are being utilized, providing organizations with crucial insights into potential security risks and misrepresentations.
2. Sentiment Analysis Tool: A sentiment analysis tool allows for the detection of subtle emotional cues within conversations, aiding in the identification of patterns associated with the use of open-source AI. By analyzing the emotional tone of interactions, the tool can unveil indicators hinting at the presence of such AI models, facilitating proactive measures to address potential security risks or misrepresentations.
3. Machine Learning Algorithm: A machine learning algorithm enables the analysis of language complexity and consistency within chat interactions, providing insights into the likelihood of AI-generated responses. By examining linguistic patterns and structural consistency, the algorithm can discern deviations suggestive of automated or AI-driven communication. This proactive approach aids in identifying potential instances of AI utilization, empowering organizations to maintain transparency and ensure authentic engagement with users.Want to learn more about AI in government Contracting? Contact us today and get up-to-date info from our experts!

Aggressive Pricing vs. Value Differentiation – When to Lean In and When to Pull Back

Contact Chris: chris.placzek@hinzconsulting.com

Companies need to strike a balance between leaning in and price aggressively versus pulling back and leveraging value differentiation. Opt for aggressive pricing when holding a clear cost advantage or entering new markets. However, trying to emphasize value differentiation through unique benefits and quantifying your proposition’s value is often more sustainable. Building strong relationships and focusing on the total cost of ownership can insulate against perpetual aggressive pricing, preserving margins while maintaining competitiveness.

Three Key Takeaways

1. Strategic Pricing Balance: Consider aggressive pricing when you have a cost advantage or are entering new markets. Prioritize value differentiation to sustain long-term profitability and competitiveness.

2. Emphasize Value Over Price: Differentiate your offerings by highlighting unique benefits and quantifying the value proposition, steering clear of constant aggressive pricing that can erode profit margins.

3. Build and Leverage Relationships: Cultivate strong relationships with public sector clients and focus on the total cost of ownership (TCO) to build trust and justify your pricing strategy beyond just the initial cost.

GSA ALLIANT

Contact Len: len.miller@hinzconsulting.com

Are you prepared for the upcoming recompete of the GSA ALLIANT contract? The General Services Administration (GSA) recently released a video on February 21st, shedding light on the three key areas outlined in the second Draft Request for Proposal (RFP), and unveiled an updated Small Business Emerging Technology Template.

With an estimated final Solicitation potentially hitting the streets as early as early April 2024, this $75 billion Governmentwide Acquisition Contract (GWAC) offers immense potential for those ready to seize it. Award announcements are expected to follow in February 2025.

Charity’s Place in the Workplace

Contact Angela: angela.marsh@hinzconsulting.com

One of the characteristics of Servant Leadership is “building community.” At Hinz Consulting, we do that in our employee groups, industry organizations, and through our Hinz Impact Program. Charity in the workplace is not just a noble gesture; it’s a strategic investment that yields multiple benefits. By integrating philanthropic efforts into our company culture, we create a positive ripple effect that extends beyond our organization. Here’s why it matters:

• Employee Morale and Purpose: When employees actively participate in charitable activities, they find deeper meaning in their work. Knowing that their efforts contribute to social causes ignites a sense of purpose. This elevated morale translates into increased productivity and loyalty.
• Team Cohesion and Collaboration: Charitable initiatives provide a unique platform for team building. Whether it’s volunteering at a local shelter or organizing a fundraising event, coworkers come together outside their usual roles. These shared experiences foster camaraderie, break down silos, and enhance collaboration.
• Attracting Top Talent: In today’s competitive job market, candidates seek employers whose values align with their own. Companies with robust charity programs stand out. Prospective employees appreciate workplaces that go beyond profits and actively contribute to the community.

In summary, charity isn’t just an add-on; it’s an integral part of a thriving workplace. By fostering a culture of giving, we create a win-win situation: happier Hinzers, a stronger brand, and a better world.

Four to Follow (including three targeted for Small Businesses):

1. Marshall Space Flight Center (MSFC) Engineering Directorates Space Systems Department and Other MSFC  Departments and Offices (ESMSFC)NASA MSFC released a Sources Sought and Draft PWS on 13 March and responses are due NLT 28 March at 4:30 pm CT.  The ESMSFC effort is a recompete of the current $24.5M SBSA / BPA held by Cepeda Systems & Software Analysis.  The Draft RFP is estimated for release in May 2024, the final RFP in Jul 2024 with proposals due in Aug 2024, and the award in Dec 2024. Find more details at the ESMSFC SAM.gov page. 
2.  CBP Cloud-Based Interview SolutionsThe incumbent contract held by HireVue, Inc., is expected to expire by the end of Sep 2024.  CBP just released a Sources Sought and Draft SOW on 12 Mar 2024 and questions are due NLT 18 Mar 2024.  Responses are due NLT 25 Mar 2024.  The final Solicitation is anticipated to be released in Jun 2024 and proposals are due in Jul 2024 with an award made in Sep 2024.  This is expected to remain a SBSA, single-award IDIQ contract.  Find out more at the acquisition site at SAM.gov
3. USSOCOM Global System Support Engineering (GSSE)An updated RFI was released on SAM.gov on 27 Feb and the CO released Q&A on 13 Mar.  The estimated cost range for this new contract is $100M to $250M with the RFP anticipated in May 2024 with contract awards in Feb 2025.  The incumbent contracts are held by Sawdey Solution Services, PSI, Cruz Associates, and Belcan.  See the SAM.gov posting.
4. USCG Information Assurance Risk Management Framework Services (IA RMF)RFI and draft RFP documents were previously released in May 2023 and then initial Q&A was released in Aug 2023.  The incumbent contracts are held by Goldbelt, Alpha Omega Integration, and Invictus International Consulting.  It is expected this will remain an 8(a) Set-Aside and a multiple award IDIQ contract.  USCG is still working through the internal business clearance process, but the earliest the Solicitation might be released is the end of Mar 2024.  SAM.gov

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