Volume 60: Special Edition - SPA

January 16, 2025

In This Week's Newsletter:

  • Special Spotlight of the Week: Strategic Pipeline Analysis (SPA)

  • Proposal Perspectives with Katie Clatterbuck: Insights from an Expert

  • Events Corner: Stay updated on industry events.

Announcement: Strategic Pipeline Analysis

Identifying the right opportunities and which contracts align with your strengths is crucial for success. The challenge lies in understanding the vast landscape of available contracts and assessing which ones offer the highest probability of winning. Without a strategy, businesses may miss out on lucrative opportunities. Hinz Consulting's Strategic Pipeline Analysis (SPA) is an invaluable resource to kickstart your 2025, providing the insights needed to make informed bidding decisions.

What’s a Strategic Pipeline Analysis?

Hinz’ Strategic Pipeline Analysis (SPA) is designed to provide businesses with fractional access to high-level expertise and resources necessary for building a custom pipeline of opportunities. The SPA offers BD analysis to develop a pipeline that a company can bid on and win, giving businesses access to Hinz Strategists, Business Analysts, and 18 different subscription platforms to identify the “best fit” contracts. Our Strategic Pipeline Analysis (SPA) includes everything you need, at a low cost fixed price, to create a pipeline for 2025:

  • 20-30 Opportunities: Includes the research and analysis you need for “best fit” bids.

  • Prioritized List: Recommendations in order of fit, win, and value.

  • 12-Month Pipeline: Temporal view of the opportunities over 12 months to forecast workload.

  • SWOT: Interview and summary of Strengths, Weaknesses, Opportunities, and Threats.

  • Ideal Opportunity Profile: Establishes an ‘Ideal Opportunity Profile’ based on the SWOT.

  • Strategic Recommendations: Agencies and contracts suited for growth.

  • Comparison Tables: Enable executive discussion, evaluation, and decisions.

And the best part? This comprehensive package is offered at a firm fixed price, making it an incredibly affordable solution for businesses of all sizes.

How does it work?

Here are our four simple steps to get you 80% done before you even start:

  1. Strategy Call: We start with a consultation to understand your company and objectives. This collaborative approach ensures the team researches and finds opportunities aligned with your vision.

  2. Strategy Confirmation Brief: Hinz presents a recap of your organization and strategic recommendations for your guidance prior to Opportunity Research. This ensures we have the information needed to build a strong pipeline.

  3. Research: Your Project Manager and BD Analyst build a 12-month pipeline with 20-30 opportunities.

  4. Outbrief Opportunities: We deliver a briefing, take-away Opportunity deck, and timeline for your pipeline. The Strategist, Project Manager, and BD Analyst discuss each opportunity and answer key questions.

Why choose a SPA?

With our SPA package, you can create a pipeline without hiring a BD specialist, adding subscriptions, or sacrificing weekends. You can spend your time running your business or developing more competitive proposals. You may decide to respond to even more RFPs based on the potential rewards. By choosing Hinz Consulting, you're not just getting a service; you're gaining a partner dedicated to your success.

Are you ready to illuminate your pipeline at a fractional cost and in less than 14 days? Jumpstart your BD operation now. Contact us today to hear more about how our SPAs can help you win more for less!

Proposal Perspectives with Katie Clatterbuck

Contact Katie: [email protected]

In this special edition of our newsletter, we sat down with Katie Clatterbuck, the project lead for Hinz Fixed Price Products, which include: Draft Proposal Packages (DPP), Strategic Pipeline Analysis (SPA), and Capture Analysis Report (CAR) at the Hinz AI Center of Excellence. Katie shared her insights on how Hinz Consulting's SPA offers a complete package, from establishing search criteria to creating a 12-month roadmap, prioritizing top opportunities, leveraging the BD process for scoring, and providing a comprehensive pipeline.

Q: Can you describe the main stages of SPA and how it differs from other approaches? 

There are several focus areas that lead into creating an efficient Strategic Pipeline Analysis: 

  • First, our Project Manager and our Strategy Executive conduct a Scoping Call with your organization to best derive not only core capabilities, but to fully illuminate your differentiators, niche capabilities, corporate goals and expectations, and how best we can identify opportunities that align to the organization.  

  • Second, we provide a strategy slide deck capturing the information from the scoping call and our strategic analysis.  We review this deck with you to confirm alignment before we research opportunities and build your custom pipeline. Companies often integrate this information into their company strategy.

  • Third, our BD Analysts search through our subscription platforms to identify opportunities that best align. They record each opportunity in a slide that highlights the total contract value, why this opportunity aligns with the organization, what advantages this opportunity provides the organization, along with any disadvantages that may be identified. The Analysts score each opportunity and note whether they are a potential Prime, Subcontracting, or Partnering opportunity.  

  • Fourth, the Project Manager, BD Analyst, and Strategy Executive host an out-briefing call with the organization to go through each identified opportunity in detail, ensuring alignment with the identified capabilities and goals of the organization gathered during the scoping call. The team goes over our top 10 recommendations, Contract Officer contact info, partnering contract information, and conferences/industry days your organization can attend to share opportunities.

Q: How does the SPA provide a strategic advantage for clients? 

Hinz Strategic Pipeline Analysis (SPA) saves weeks of research and gate reviews for the organization.  The SPA not only saves time, but provides you with opportunities listed for next twelve months aligned to your capabilities and goals.  30 opportunities is ideal for small companies, but larger organizations are requesting 1 SPA per month to illuminate another quarter and confirm information for the next three quarters.  The value is a fraction of the cost of a FTE.

Q: What makes Hinz Consulting's approach to the SPA unique? 

The Strategic Pipeline Analysis (SPA) gives companies fractional access to high quality Strategists, BD Expertise, and numerous subscription services.  Technology and our agile processes are revolutionary, allowing Hinz to deliver these outcomes for less that 25% of traditional T&M (hourly) services.  For companies seeking to grow in the space, the SPA's 12-twelve month forecast of opportunities is essential for forecasting and resource allocation.

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