In This Week's Newsletter:

• Opportunity Spotlight of the Week: Department of Defense (DoD), Defense Health Agency (DHA), OMNIBUS VI Small Business On-Ramp

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

• AI Corner: Guest Contributor - Agile to Empower Your People

• Pricing Insights: Capture Approach: State, Local, and Education (SLED) Market

• Capture Corner: Post Submission Capture Activities

Department of Defense (DoD), Defense Health Agency (DHA), OMNIBUS VI Small Business On-Ramp

Contact Katie: [email protected]

On March 10, 2025, the contracting office released a Sources Sought notice to identify small businesses, within all small business socioeconomic categories, who would be interested in submitting a proposal to join the OMNIBUS IV contract vehicle. Responses to this Sources Sought are due no later than April 10, 2025, by 4:30PM ET. This $10B IDIQ on-ramp’s anticipated release is July 2025 with an estimated award date of or around December 2025. Contact Hinz Consulting for Proposal, Capture, and Price to Win support.

Four to Follow:

1. Department of Homeland Security (DHS) Strategic Portfolio Management (SPM): The US Citizenship and Immigration Services (USCIS) requires Strategic Enterprise Portfolio Management and Organizational Maturity Support (SEPMOMS). This contract is estimated between $20-50M and is anticipated for release April 2025 as a multiple-award Woman Owned Small Business Set-Aside. Continue to monitor SAM.gov for more information.

2. GSA 2nd Generation Information Technology BPA (2GIT) (Follow-On) The General Services Administration plans to issue a $5.5B, Full and Open, Multiple Award follow-on BPA for contractors to provide a total solution one-stop-shop in the Information Technology market to meet the needs of the Air Force, Department of Defense (DoD), and other federal, state, local, regional, and tribal governments. Estimated release date is on or around September 2025, with a potential award date around February 2026. Continue to monitor SAM.gov for updates.

3. NASA FIRE Services Contract II (NFSC II): The Contracting Office issued a Sources Sought Notices March 12, 2025 with responses due by March 26, 2025 by 5:00PM ET. One-on-one meetings for this $336M opportunity is set to take place from 9:00AM to 5:00 PM ET during the week of April 7, 2025 via conference call or Microsoft Teams. The solicitation’s estimated release timeframe remains October 2025 with a predicted award timeframe on or around September 2026. Continue to monitor SAM.gov for updates to the one-on-one meetings and further information about this opportunity.

4. Department of Transportation (DOT) Enterprise Information Technology Shared Services (EITSS): The DOT has a need for program support services, infrastructure management, and end user management. This $700M Multiple Award IDIQ is being competed as both Full and Open and Small Business Set-Aside. The estimated release date for this follow-on effort is October 2025 with an award timeframe of December 2026. Continue to monitor SAM.gov for updates on this opportunity. 

Agile to Empower Your People

Contact Josh: [email protected]

“We welcome guest contributor Todd Baylor who is an expert in Agile Processes in the proposal industry.” - Josh Thiel

The road to inefficient GovCon BD bureaucracy is paved with good intentions. Road construction often starts with sequentially phased BD and proposal lifecycles. Each phase specifies a series of ‘best practices’ to be performed, documented, reviewed, and approved before advancing to ensuing phases. Your best growth practitioners complain privately that opportunity slide decks and reviews get more attention than customers.

Agile methods alleviated bureaucracy for software development teams by prioritizing working software over comprehensive analysis and documentation. Agile development teams are empowered and entrusted to practice simplicity – maximizing the amount of work NOT done.

Agile Business Development^TM prioritizes delivery of compelling value propositions to customers over opportunity analysis and documentation. Self-managing, cross-functional growth teams are empowered to accelerate activities that directly raise p-win. The many benefits achieved by Agile software development teams – higher productivity, continuous value delivery, enhanced product quality, and improved team morale – are available to business growth organizations willing to modernize their processes and empower their staff.

I’m excited to partner with Hinz to bring the best process consulting to the industry.

- Todd Baylor, Author of Agile Business Development.

Third-party Subcontractor Proposal Reviews

Contact Teo: [email protected]

When preparing a large proposal involving multiple subcontractors, ensuring thorough reviews of all parts can be challenging due to time and resource constraints. A highly effective solution to these challenges is engaging third-party reviews. Here are the key benefits of utilizing expert third-party reviews for your subcontractor cost/price proposals:

1. Objective & Independent Assessment: Obtain unbiased evaluations and eliminate conflicts of interest, providing a clear and impartial view of your subcontractor proposals.

2. Regulatory and Proposal Compliance: Stay compliant with Federal Acquisition Regulation (FAR), Defense Contract Audit Agency (DCAA), and other relevant regulations. This minimizes compliance risks and helps avoid costly penalties.

3. Time Savings: Outsource the review process to free up your internal resources, allowing your team to concentrate on core proposal activities.

4. Stronger Negotiation Position: Leverage fact-based insights from third-party reviews to enhance your negotiation stance, securing better pricing and contract terms.

Don't leave your subcontractor proposals to chance. Consider the advantages of expert third-party reviews to enhance your success in government contracting.

Capture Approach: State, Local, and Education (SLED) Market

Contact John: [email protected]

Approaching the SLED market utilizing a capture methodology requires adapting federal capture practices to the variations of the often decentralized and relationship-driven nature of the SLED sector. Of critical importance and key adaptations to consider are: 

• Shorter, more efficient procurement cycles than federal contracts

• Heavy relationship-driven dynamics

• Importance of political and budgetary cycles

• Focus on cost efficiency and local impact

• Greater reliance on cooperative purchasing agreements and state contract vehicles

Positioning and Shaping are vital in the SLED market to establish a market presence and influence/shape opportunities and shape them early. This can be achieved by the following activities:

• Analyzing SLED budgets, procurement cycles and spending patterns

• Identify high-priority agencies and high-education institutions

• Map out competitive landscape and key contract vehicles within the State 

Stakeholder Engagement and Relationship Building with procurement officers, Government leaders and key influences are important, but understanding the decision-making process and political drivers for the State are paramount for the State being targeted. Attendance at industry days/events, Government procurement and SLED-specific conferences (Ex. NASCIO, State IT and Innovation Symposiums, etc.) are areas of focus to stakeholder and build relationships.

Capture Planning will help secure your organizations competitive positioning. Completing a Competitive Assessment will help identify incumbents and asses their strengths and weakness, but it will also benefit in identifying gaps in the market where competitors are underperforming – allowing your organization to capitalize or posture with products and/or services.

Win Strategy Development will add value by developing tailored win themes focused on benefiting the State with emphasis on cost savings and technical advantages the constituents of the State or Commonwealth will receive. Incorporating socio-economic advantages into your efforts can help increase win probability (ex. Economic development, local hiring, accelerating small business partnerships, etc.).

Accelerating a Partner Ecosystem is also imperative when approaching the SLED market. Engaging local partners or small business enterprises to meet state-requirements will ensure compliance with set-aside and diversity requirements. What makes the SLED market attractive to companies is the fact that there is no Continuing Resolutions (CRs), States are required to balance their budgets (cannot run deficits like the Federal Government) State-level procurements often mirror the approach of Commercial Enterprise and in some cases are Third-Party Advisor (TPA) driven.  

• March 25-26: IDGA National Homeland Security Week in Arlington, VA

• March 27: Small Business Expo in Washington, DC

• April 1-2: AFCEA 2025 Spring Intelligence Symposium in Springfield, VA

• May 13-16: VETS25 Conference in Orlando, FL

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