In This Week's Newsletter:

• Opportunity Spotlight of the Week: DISA ModEL

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

• Pricing Insights: An Introduction to DCAA

• Capture Corner: PWIN and Building Strong Relationships

Opportunity Alert – DISA ModEL

Contact Katie: [email protected]

Defense Information Systems Agency (DISA), Joint Service Provider Modernization Engineering Lifecycle Refresh Model BPA.

DISA released the updated Acquisition Decision Forecast on July 3, 2025, stating that the Modernization Engineering Life Cycle Refresh (ModEL) BPA will be released via GSA MAS as a Full and Open/Unrestricted, multiple-award BPA for contractors to provide solutions development, customer engineering projects, and end-to-end customer onboarding services. The Government projects around 50-70 call orders to be issued under this BPA per year, with a total ceiling value estimated between $820M-$980M. For Capture, Pricing, and Proposal support, contact Hinz Consulting today.

Four to Follow

1. Department of the Navy, NAVAIR, Enterprise Resource Planning (ERP Business Office Support. On July 2, 2025, the Contracting Office released a Draft Solicitation document. The final solicitation documents are scheduled for release on or around September 2025, with an estimated award date in December 2025. This $250M, Full and Open/Unrestricted opportunity will be released via SeaPort NxG, for contractors to maintain compatibility with the Government IT environment, interface with the required office software applications, maintain anti-virus software, and ensure real-time communications with the NAVAIR Navy ERP Business Office. Continue to monitor SAM.gov and your SeaPort portal for further information on this opportunity.

2. Department of Health and Human Services (HHS), Security, Innovation, and IT Operations (SIO). On July 2, 2025, the Government released a Sources Sought with responses due August 1, 2025, no later than 12:00 PM ET. Contractors are expected to provide architectural leadership, security operations, risk management services, and other security, innovation, and IT operations services. The estimated release for this $100M opportunity is November 2025, with a projected award date of February 12, 2026. The competition type for this opportunity is currently unknown and is to be released via GSA MAS. Continue to monitor SAM.gov and your eBUY portals for updates on this opportunity.

3. Department of Defense (DoD), Defense Threat Reduction Agency (DTRA), Research and Development Advisory Assistance Services (RDAAS), Scientific Technical Support (STS). DTRA has a requirement for a trusted contractor to support the agency both internally and externally during the daily execution of its specified and implied missions. This $184M opportunity is scheduled for release in September 2025 under OASIS+ Unrestricted. An award for this effort is planned for early 2026. Continue to monitor SAM.gov and eBUY for further information.

4. Department of the Army, U.S. Army Corps of Engineers (USACE), Environmental Infrastructure Water Improvements. The Contracting Office released a Sources Sought Notice on July 2, 2025, to state that Industry Day will take place on July 30, 2025, at 9:00 AM ET in Weaverville, NC. Registration is due no later than July 22, 2025, at 3:00 PM ET. The purpose of this industry day is to discuss the general timeline of future solicitations with the USACE. Registration forms are available on SAM.gov. Continue to monitor SAM.gov for further information on this opportunity and the upcoming industry day.

An Introduction to DCAA

Contact Tom: [email protected]

The Defense Contract Audit Agency (DCAA) is a critical component of the U.S. DoD, tasked with auditing and evaluating financial aspects of government contracts to ensure taxpayer dollars are spent efficiently and IAW federal regulations. The DCAA’s activities have far-reaching implications for defense contractors, the armed services, and the American public, providing oversight and integrity in an arena where billions of dollars are at stake.

The DCAA was established in 1965 in response to the growing complexity of defense contracts and the need for specialized financial oversight. Before its creation, contract audit functions were dispersed across various branches of the DoD, resulting in inconsistencies and inefficiencies. Centralizing these functions under the DCAA enabled the government to apply uniform standards and practices across all defense-related contracts.

At its core, the DCAA is responsible for auditing the costs and pricing associated with contracts awarded to private firms by the DoD and, occasionally, other federal agencies. These audits occur at multiple points throughout the contract lifecycle:

• Pre-Award Audits: Before a contract is awarded, the DCAA may evaluate a contractor’s cost proposals to determine if the projected expenses are fair, realistic, and consistent with government expectations.

• Incurred Cost Audits: After contract award, the agency reviews the actual costs submitted by the contractor for reimbursement, ensuring that only legitimate, allowable expenses are paid by the government.

• Special Audits and Investigations: The DCAA conducts targeted audits in response to allegations of fraud, waste, or abuse, as well as to support criminal investigations and litigation as needed.

These audits encompass a broad range of contract types, including fixed-price contracts and cost-reimbursable agreements, and are designed to identify and mitigate risks in government contracting.  In the next issue, we will look at the importance of audits.

PWIN and Building Strong Relationships

Contact Nick: [email protected]

In government contracting, winning starts long before the Request for Proposal (RFP) is released. Building strong relationships with government agencies during the pre-solicitation phase is critical to shaping opportunities and positioning your company as a trusted partner. Engagement techniques, such as attending industry days and leveraging existing contracts, can help you gain valuable insights, build credibility, and increase your chances of winning. This post examines practical strategies that Capture Managers can employ to foster these relationships effectively.

Why Early Engagement Matters

Early engagement allows contractors to understand an agency’s needs, priorities, and challenges before the RFP is drafted. This insight enables you to tailor your solutions, influence requirements, and establish trust. Strong relationships also make agencies more likely to view your company as a reliable partner, giving you an edge over competitors.

Key Techniques for Building Relationships

1. Attend Industry Days and Pre-Solicitation Events

Industry days, pre-solicitation conferences, and agency briefings are goldmines for relationship-building. These events allow direct interaction with Program Managers, Contracting Officers, and end-users. Here’s how to maximize them:

• Prepare Thoroughly: Research the agency’s mission, current contracts, and pain points. Prepare targeted questions that demonstrate your expertise without being overly salesy.

• Engage Actively: Do not be a wallflower; instead, focus your attention on both industry members and your peers. Introduce yourself to key government stakeholders, ask about their challenges, and offer insights (e.g., a brief case study of a similar solution). Avoid hard pitches; focus on building rapport.

• Follow Up: After the event, send personalized emails to contacts you met, referencing your conversation and offering additional value, like a relevant white paper or a product demonstration. Do not expect the customer to follow up with you after an industry event.

2. Leverage Past Performance

Your company’s (or an affiliate’s) past performance is a powerful tool for building credibility. Agencies value contractors with a proven track record of success in similar projects. Here’s how to use it:

• Showcase Relevant Experience: Share concise, relevant case studies during meetings or in pre-solicitation submissions (e.g., Sources Sought responses). Highlight key outcomes, such as cost savings or on-time delivery, to demonstrate the value of your efforts.

• Tailor to the Agency: Align past performance with the agency’s specific needs. For instance, if bidding on a VA healthcare IT contract, emphasize prior work with HIPAA-compliant systems.

• Build a Narrative: Use past performance to tell a story of reliability and innovation. A brief presentation at an industry day, showcasing how you solved a similar problem, can leave a lasting impression.

3. Provide Value Through Insights

Offer agencies actionable insights without expecting immediate returns. This could include:

• White Papers or Briefings: Submit thought leadership pieces addressing agency challenges, like modernizing legacy systems.

• Technical Assistance: Offer informal advice during pre-solicitation discussions, positioning your team as problem-solvers.

• Networking Events: Participate in small business fairs or agency-sponsored forums to build familiarity.

4. Build Relationships Through Consistent Engagement

Relationships require ongoing effort. Regularly check in with agency contacts through emails, LinkedIn, or follow-up meetings. Attend recurring events, such as agency open houses, to stay top of mind. Always respect acquisition regulations to maintain ethical boundaries.

Best Practices for Success

• Know the Rules: Adhere to Federal Acquisition Regulation (FAR) guidelines to avoid improper influence.

• Be Genuine: Focus on solving the agency’s problems, not just selling your services.

• Track Interactions: Use a CRM tool to log agency contacts, discussions, and follow-ups for consistency.

• Train Your Team: Ensure business development staff are skilled in relationship-building and understand the agency’s culture.

• Do Not Discount the RFI Process: For many agencies, Requests for Information (RFIs) serve as a primary method for initiating industry engagement. By responding to an RFI, you formally introduce your company and establish direct communication with the customer.

Conclusion

Building relationships with government agencies before the RFP is released is crucial to enhancing your probability of winning (PWIN). By attending industry days, showcasing relevant past performance, and providing valuable insights, you can position your company as a trusted partner, rather than playing catch-up once the RFP drops. Start early, engage authentically, and increase your chances of success.

What's your go-to strategy for connecting with agencies? If you struggle with customer engagement or are unsure where to start, feel free to reach out to us for tips and support.

• July 13th: World Congress 2025 in Grapevine, TX

• August 18th: Premier Navy Procurement Expo in San Diego, CA

• August 18th: Small Business Expo in San Diego, CA

• August 25th: National Homeland Security Conference in DC

About Hinz Consulting

Hinz Consulting provides services across the full business development cycle:

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