In This Week's Newsletter:

• Opportunity Spotlight of the Week: Health and Human Services (HHS) OIS Cybersecurity and Information Technology Services

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

• AI Corner: Geofencing Direct Advertising: Shaping Client Perceptions and Winning Bids

• Pricing Insights: Pricing Strategy

• Capture Corner: Strategic Value, Opportunity Selection

Health and Human Services (HHS) OIS Cybersecurity and Information Technology Services

Contact Katie: [email protected]

HHS has a need for Cybersecurity and IT support services to support the HHS Office of Information Security (OIS). This multiple award, $150M effort is being competed as both Small Business Set-Aside and Woman Owned Small Business Set-Aside. The estimated release timeframe is May 2025 with an anticipated award date of September 2025. Continue to monitor SAM.gov and eBUY for further information.

Four to Follow:

1. Department of Air Force, Technical and Management Advisory Services for the Test Enterprise (TMAS 3). On April 2, 2025, the Contracting Office released Q&As from Industry Day. Draft Solicitations for this $1.5B, Small Business Set-Aside effort are anticipated to be released June 2025, with final RFP release on or around October 2025 and awards projected to be July 2026. Continue to monitor SAM.gov and eBUY for modifications to the schedule and updates. 

2. US Army Corps of Engineers (USACE), South Pacific Division, Military Munition Response Program (MMRP). The Department of Army, Army Corps of Engineers has a need for supporting future Hazardous, Toxic, and Radioactive Waste (HTRW)/MMRP requirements. This $500M effort is currently set for release around July 2025 with an estimated award timeframe of September 2025. Continue to monitor SAM.gov for updates. 

3. Department of Defense (DoD), Maintenance Repair and Operations Tailored Logistics Support (MRO TLS). The Defense Logistics Agency (DLA) has a need for services related to the maintenance, repair, and operations of facilities, including HVAC supplies, plumbing supplies, electrical products; tools, construction supplies, and various other commercial supplies required by the warfighters. This $1.8B IDIQ is estimated to be released around July 2025, with the projected award date as May 2026. The competition type is yet unknown. Continue to monitor SAM.gov for more information. 

4. National Geospatial-Intelligence Agency (NGA), Open Geospatial Web Services Standard II Innovation Program (OGWSS-II). On April 2, 2025, NGA released a Sources Sought notice with responses due no later than 12:00pm ET April 28, 2025. This effort's overall purpose is to ensure international geospatial standards are fully tested and vetted against NGA requirements. The solicitation for this $16.5M effort is anticipated for release in August 2025, with an estimated award timeframe of December 2025. Continue to monitor SAM.gov for updates. 

Geofencing Direct Advertising: Shaping Client Perceptions and Winning Bids

Contact Josh: [email protected]

In today's competitive market, geofencing direct advertising has emerged as a powerful tool to shape client perceptions and drive sales. By leveraging location-based technology, businesses can deliver targeted advertisements to potential clients within a specific geographic area. This approach ensures that your message reaches the right audience at the right time, enhancing the likelihood of engagement and conversion. Imagine a client walking near your store or attending an industry event; with geofencing, you can instantly capture their attention with personalized ads that highlight your brand's unique value proposition. 

The effectiveness of geofencing direct advertising lies in its precision and relevance. Unlike traditional advertising methods, geofencing allows for real-time interaction with potential clients, making your brand more memorable and impactful. By tailoring your ads to the specific needs and interests of your audience, you can create a more meaningful connection that predisposes them to your quality brand and solution. This targeted approach not only increases the chances of winning bids but also fosters long-term relationships with clients who appreciate a personalized experience. 

To maximize the benefits of geofencing direct advertising, it is essential to integrate it seamlessly into your capture and sales process. Start by identifying key locations where your potential clients are likely to be, such as trade shows, business districts, or competitor locations. Then, craft compelling ad content that resonates with their needs and showcases your brand's strengths. By consistently delivering high-quality, relevant ads, you can build trust and credibility, positioning your brand as the preferred choice and securing more bids. Embrace geofencing direct advertising today and watch your client engagement and sales soar. 

Pricing Strategy

Contact Tom: [email protected]

In this context, pricing strategy refers to the adjustments made to the pricing solution based on the results of the Price-To-Win (PTW) analysis. Once the PTW analysis is complete, the capture lead and assigned pricing analyst work together to identify any necessary refinements to align with the PTW target range. The pricing analyst then models various scenarios, modifying pricing factors to bring the solution as close as possible to the recommended range. 

 Possible pricing factors include: 

• Direct labor cost (salaries) 

• Location (geographic: government or contractor site) 

• Applicable experience (meeting or exceeding) 

• Education levels 

• Level of Effort (not always static; look at learning curves) 

• Proposed fee 

• Cost centers (overhead) 

• Escalation factors  

  • Not always 3% and not always at Consumer Price Index (CPI), but CPI is good to use 

  • Not always static; Pricing will identify current CPI and use past CPIs as trend indicators (from Bureau of Labor Statistics) 

• Proposed team members  

  • Subcontractors 

  • Independent consultants/contractors 

  • Contractor Teaming Arrangements (CTAs) 

• Proposing some labor categories as SCA/DBA so that rates will be based on minimum compensation levels 

This brief overview only scratches the surface of pricing strategy so please be sure to engage your PTW analyst and pricing analyst for further guidance. 

Strategic Value, Opportunity Selection

Contact Nick: [email protected]

In the competitive landscape of government contracting, capture managers often set their sights on high-value contracts, drawn by their potential for significant revenue and prestige. While these pursuits are understandable, this focus can result in smaller, strategic contracts being overlooked—despite the unique advantages they offer. These lower-dollar value opportunities can serve as critical stepping stones—especially when entering new markets—helping companies position themselves for larger contracts in the future. Smaller contracts, though modest in dollar value, provide several key benefits such as: 

• Enabling companies to establish a foothold within a specific customer organization, creating the ability to build relationships with contracting officers and program managers. 

• Providing the ability to assess technical and competitive landscapes from the “inside.” 

• Requiring less resource investment, enabling companies to pursue contract opportunities without overextending their operational capacity. 

• Providing an opportunity to demonstrate technical capability of an emerging technology or novel solution developed by your organization. 

By delivering exceptional results on a limited scale, companies can highlight their technical capability, schedule control, and problem resolution methodologies, qualities that resonate with decision-makers awarding multimillion-dollar deals. These contracts also offer opportunities to refine processes, train teams, and build a deeper understanding of agency priorities—all of which enhance competitiveness for larger pursuits. 

A balanced capture strategy recognizes that large contracts are not won in isolation. Ignoring smaller opportunities risks leaving gaps in a company’s opportunity pipeline, weakening its position against competitors who leverage these contracts to build momentum. For example, a company that secures a $5M contract and has “very good” and “exceptional” performance reports will build the credibility needed to bid confidently on larger adjacent contracts within that same customer base. In contrast, a company fixated solely on the big prize may lack the agency relationships or performance history to stand out. 

To maximize success, capture managers should integrate smaller contracts into their long-term strategy. This involves identifying opportunities aligned with core competencies, assessing their potential to open doors to larger programs, and prioritizing those with growth potential. By viewing smaller contracts as investments, companies can create a pipeline of wins that pave the way to bigger victories. In government contracting, the path to large-scale success often begins with small, deliberate steps. 

• April 23-24: DSO Day Darpa in Chicago, IL

• May 4-10: National Small Business Week SBA - Virtual

• May 5-8: SOF Week in Tampa, FL

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

• May 18-21: BPC Nashville 2025 in Nashville, TN

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