In This Week's Newsletter:

• Competitive Intelligence & Pricing: Why a Competitive Price Range can be More Beneficial than a Single Target Price

• Opportunity Spotlight of the Week: HUD IT Infrastructure Operations and Maintenance Services (HITS)

• AI Corner: Effectively Integrate Generative AI

• Culture Corner: Help Us Pack 10,000+ Meals for Rise Against Hunger

• Four To Follow: Get the lowdown on four interesting pursuits!

Why a Competitive Price Range can be More Beneficial Than a Single Target Price

Contact Chris: [email protected]

A competitive price range in a price-to-win (PTW) analysis offers flexibility, risk mitigation, and better negotiation opportunities compared to a single price. This approach allows for adaptability and accommodates varying cost structures, enabling companies to price responses that are competitive, profitable, and responsive to customer needs.

Three Key Takeaways

1. Flexibility and Adaptability:

A competitive price range provides the flexibility to adjust pricing based on changing market conditions, customer needs, and cost variations, offering a more adaptable approach than a single price.

2. Risk Mitigation and Margin Protection:

A competitive price range mitigates risks associated with underpricing or overpricing, protecting business and financial objectives while ensuring competitiveness.

3. Enhanced Negotiation Opportunities:

A competitive price range fosters better negotiations with public sector customers, enabling tailored bids and facilitating a collaborative approach that builds stronger relationships and increases the chances of winning contracts.

HUD IT Infrastructure Operations and Maintenance Services (HITS)

Contact Len: [email protected]

The recompete for HITS is potentially still in planning with one of the contracts recently extended. The other incumbents' contracts currently expire between early 2025 and early 2027. The expectation is draft RFP could be released in the summer of 2024 with the final RFP in late summer. Will need to watch this closely to see if HUD decides to align all contract expirations to the latest end date to give them more time for this critical recompete.

Effectively Integrate Generative AI

Contact Josh: [email protected]

You might wonder how to effectively integrate Generative AI as a member of your team. This involves several steps, including AI training, understanding AI's potential impacts, preparing your workforce for AI integration, and addressing ethical and proprietary concerns.

Steps of Integration

1. The first step is AI training and knowledge-building. For an individual, this means equipping oneself with information about how AI will affect their role. For instance, gen AI won't replace proposal writers. However, over the next few years, proposal writers trained in using gen AI will replace those who aren't.

2. The second step is understanding potential AI impacts on the business environment. This involves creating new roles, eliminating others, and driving change in the workforce. For instance, human and machine teaming will become increasingly common. Enterprise leaders must recognize how these changes will affect recruiting, staffing, employee skill development, and more.

3. The third step is preparing your workforce for the integration of AI. Team members can reserve their time for higher-level thinking tasks. This will have a dramatic impact on how organizations handle knowledge-dense tasks that couldn't be automated in the past. But it also means knowledge workers and their employers have to consider how they'll use the time they've been given back. 

4. The fourth step is addressing ethical and proprietary concerns since every company will need policies. As gen AI becomes increasingly sophisticated, there are growing concerns about its impact on copyright and proprietary data. The use of copyrighted material to train generative AI algorithms raises questions about ownership of the resulting generated content. Companies using proprietary data to train their algorithms must ensure that the generated content does not reveal valuable trade secrets or intellectual property.

5. The final step is applying generative AI to specific tasks. With gen AI, you can automate the process of drafting written content. By training a machine learning algorithm on a dataset of existing text, gen AI can generate new content that closely matches the style and tone of the original text. 

Integrating gen AI into your team is a transformative process that requires careful planning, training, and ethical considerations. Yet, with the right approach, it can revolutionize the way your team works to drive innovation and growth in your business.

Help Us Pack 10,000 Meals for Rise Against Hunger

Contact Angela: [email protected]

Join Hinz Consulting and our friends at the National Capital Area (NCA) Chapter of APMP as we work together to package over 10,000 meals to combat global hunger! Register and donate here: events.riseagainsthunger.org/Hinz2024

June 13, 2024

Noon - 2:00pm

1785 Greensboro Station Place, McLean, VA 22102

Four to Follow:

1. Contract Field Team's Program Labor Augmentation Support Requirements (CFT):

   The tentative release date for the RFP of this $7B recompete of this Air Force MA/IDIQ is set as July 2024 with contract awards to occur in August 2025.  A second draft RFP was released in February 2024 with an update to Section M released on 11 March 2024.  The Pre-Solicitation Conference was held on 19 March 2024.  Q & A was released on 26 April 2024.   Monitor this one closely folks!

2. NASA Space Exploration Networks Services and Evolution (SENSE):

   NASA expects to release the draft RFP in Q1 GFY25 and the final RFP is estimated for release in Q2 GFY25. This is anticipated to be a $1.8B recompete of Peraton's current contract with potential award(s) made in the Spring of 2025.

    

3. DOE CIO Business Operations Support Services 2 (CBOSS 2):

   DOE is anticipated to release the RFP in the early summer of 2024 for this recompete of the $10B ceiling BPA recompete of Accenture's incumbent contract which is scheduled to expire in April 2025.  The contract award is anticipated in April 2025.

4. DHS Architecture Development and Platform Technical Services (ADAPTS 2.0):

   The acquisition strategy for this estimated $250M recompete of the current ADAPTS contract vehicle held by TechFlow, ECS Federal, IBM, and Booz Allen Hamilton.  The last official release of information by the Government was end of February 2024 with the release of Sources Sought and draft SOW.  RFP release is currently estimated for late spring 2024 and potential contract awards in August 2024 before current contract expirations. Monitor closely folks as this one could move out fast. 

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

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