John Viggiano

Higgins Solutions LLC Navigating the maze of Capture Management in the Federal Government sector! 🗺️ It's a thrilling journey of understanding customer requirements, developing winning strategies, and securing key contracts. 📑💼 Here's to building bridges and creating value! #CaptureManagement #FederalGovernment #StrategyIsKey 🎯🔐

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The SBA’s Fiscal Year 2023 Small Business Procurement Scorecard is out. There’s lots of good news on the dollars front, but the Scorecard reveals that the number of unique small business prime contractors declined once again, down 2.19% from FY 2022. The number of unique small primes has dropped more than 50% since 2010. #SBA #govcon #governmentcontracting #federalcontracting

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What😕does Price to Win (PTW) mean? #PTW helps #govcon companies win🏆contracts and focus on opportunities where their probability of win (Pwin%) is highest! PTW is an early and iterative ⚙process where a company studies customers, competitors, industry tendencies, and competitive best practices. PTW captures #competitiveintelligence and leverages customer intimacy insights from capture activities with a wide array of tactics and strategies that are constantly evolving to develop #pricing options ⚖that maximize your #proposal success! PTW helps determine what the customer truly values and understands their willingness to pay 💵a premium for certain capabilities and where they will likely make tradeoffs in the name of “best value” for a specific offering. PTW clients learn 💡which opportunities to focus on, which ones to disregard, and how to maximize their resources and 💰profits. What PTW 🟢is: All things being equal, PTW means being $.01 less expensive than your competitor where quality (technically acceptable) is not a deciding factor and is evaluated equally in the eyes 👀of the customer. This is certainly true with lowest-price, technical acceptable (LTPA) procurements but also in best-value technical tradeoff (BVTO) ones when offerors are evaluated📃on equal technical footing during source selection. Where a company offers a superior product or service, determine that appropriate 💸premium where the customer is willing to make a higher investment to ensure mission success. What PTW 🟥isn’t: PTW does NOT mean being the lowest price 📉offer in all situations. No one has a crystal ball🔮 and PTW cannot predict how all competitors will respond to a given opportunity. Yet it will narrow down opportunities to a competitive range 🎯 and help an offeror determine a precise pricing target that maximizes their Pwin% and expected profits by focusing on the perceived 🔭value of their capabilities and not solely on price. PTW ✔summary: A PTW 📝process will assist companies to make a bid / no bid decision earlier in the process. This process helps determine the opportunities that maximize return on investment (ROI), are worthy of pursuit, and which ones to discard from their pipeline. PTW blends art 🎨and science 🔬 disciplines to find the right balance to effectively leverage resources and maximize return on investment, providing a strategic advantage to companies who engage in PTW activities. PTW enables companies to focus on the opportunities where their Pwin% is greatest and that will grow 🌱a profitable and sustainable 📈business. Contact me📧 at Jon.Barker@stratgrowthadvisors.com or Strategic Growth Advisors for help on your next bid!

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The General Services Administration (GSA) has issued the draft Request for Quotation (RFQ)  for Pool 1 of its Ascend Blanket Purchase Agreement (BPA). Pool 1 includes Infrastructure as a Service (IaaS) and Platform as a Service (PaaS) offerings. GSA is accepting questions and comments until May 17, 2024, at 4 p.m. EST. Don’t miss this opportunity to help position your business to win. Ascend BPA: Reshaping Government Cloud Services Ascend, formerly known as the GSA Governmentwide Cloud BPA, is set to reshape how federal agencies acquire cloud and cloud-related IT professional services. Ascend consolidates hundreds of existing cloud-related contracts into a single, streamlined vehicle. In fiscal year 2021 alone, federal agencies spent a staggering $9.9 billion on cloud services, with $4.4 billion directed toward small businesses, according to a BGOV analysis. The Ascend BPA is expected to further boost this spending, potentially reaching $1 billion annually. #ascend #bd #businessdevelopment #coaching #contractproposal #govcon #gsa #ostglobal #ostglobalsoutions #procurement #winmorebd

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"PPQs are a government form that contracting agencies use to gauge a potential contractor’s past performance. Rankings range from ‘Excellent’ to ‘Unsatisfactory’ and can have a significant impact on your overall proposal scoring. If you’re responding to multiple federal proposals throughout the year, chances are you’re reaching out to clients with a slightly sheepish email, asking them to complete yet another PPQ and send it off to the latest government branch you’re proposing to." https://lnkd.in/gnxNFJc4

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Every year, the government spends the most money in Q4. But many contractors miss out on these opportunities because they're not prepared. Don't let that be you! The Summit Insight Q4 Slam is your online toolkit to win big in Q4. This on-demand program equips established government contractors with the sales and marketing strategies you need to maximize your success. Get ready to: ✥ Stand out from the competition ✥ Attract the right government projects ✥ Close more deals and boost your profits Don't wait! #Q4 is closer than you think. Get your Q4 Slam toolkit today! https://zurl.co/0tWA #Q4SlamOnDemand #GovernmentContracting #WinGovernmentContracts

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Check out SCE’s upcoming virtual workshop titled, "Subcontracting Strategy and Opportunities” July 2, 2024, from 9:00am to 10:30am. The workshop is tailored to lead you through the process of understanding how to be a successful subcontractor on government and utility contracts. This workshop is designed for both experienced and budding entrepreneurs. The workshop will provide a breakdown of the elements needed in order for businesses to break into the subcontracting world, understand the different roles involved in the subcontracting process, identify the different rules established by the government and utilities, and the strategies needed to be successful as a subcontractor. Event Details Date: July 2, 2024 Time: 9:00 am - 10:30 am Location: Virtual (Microsoft Teams) Registration: https://lnkd.in/gG_VmRJj How to Register Please confirm your attendance by registering at Eventbrite, or please contact scesupplierdiversitydevelopment@sce.com for further information. Availability is limited, ensuring early registration is advised.

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Why it’s so important as a Capture Manager to analyze & scrutinize the Procurement Forecast instead of waiting for the RFI to drop: “Most sales and marketing veterans agree that 40 to 80 percent of the time, customers decide whom they would prefer to buy from before proposals are submitted” The Procurement Forecast when vetted & fact checked properly allows you to get a leg up on your potential competitors through building customer intimacy & engagement early on in the business development lifecycle.

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Transform Your Proposal Strategy with Post-Award Debriefs! Ever wondered what sets the winners apart in federal contracting bids? It's not just about having a great proposal, but understanding how to make it better each time. Our latest article unpacks the power of post-award debriefs—your guide to mastering the nuances of contract proposals and sharpening your competitive edge. Learn practical tips on using debriefs to: ✅ Sharpen your pricing strategy ✅ Enhance technical solutions ✅ Adjust to external factors impacting decisions 👉 Read the insights here https://lnkd.in/gKZBNj4Y and start turning feedback into your strategic advantage! Interested in a deeper conversation? Book your complimentary 30-minute strategy session now https://lnkd.in/g_Zn5G9U and let’s elevate your approach to winning government contracts! #FederalContracts #StrategicBidding #Capitol50Consultantants

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Key Factor for DoD Projects: Understanding the Importance of Labor Supply Why Labor Supply? When it comes to defense projects, the demand for specialized skills and clearances is non-negotiable. The availability of a skilled and credentialed workforce can make or break the operational capabilities of any facility. From engineers to IT specialists and security personnel, each role is crucial and requires a specific set of skills and certifications. Strategic Site Selection Choosing a location isn’t just about land and logistics; it’s fundamentally about people. Before committing to a new site, we rigorously analyze the local and regional labor markets to ensure there is a sustainable supply of qualified workers. This often means looking beyond current statistics and forecasting future educational and training trends. Building Local Partnerships Engaging with local educational institutions and training centers is crucial. By fostering these relationships, we can help shape curriculums and programs that not only benefit the community by providing job opportunities but also create a reliable pipeline of talent tailored to meet the unique needs of defense projects. The Bottom Line For anyone considering where to locate their next defense-related operation, our advice is clear: prioritize your labor supply strategy. Understanding and integrating into the local workforce ecosystem is not just a good practice—it’s essential for long-term success. Looking to expand or establish new operations? Let’s connect and discuss how to strategically navigate your next site selection to ensure access to the best talent available. https://ow.ly/6UK250RnbCe #DefenseIndustry #SiteSelection #WorkforceDevelopment #LaborMarket #StrategicPlanning

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Bidding on government contracts requires meticulous preparation and a deep understanding of the procurement process. Contractors must be patient, resourceful, and ready to adapt to the evolving landscape of government needs and regulations. Here is everything government contractors need to know when preparing successful bids.

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To bid or not? That is the question... 💭 This is a critical decision that #govcon businesses face and so many don't have a strategy nor attempt to quantify clear 🟢🟡🔴 signals and metrics that optimize your Teams' time ⏲️and ⚙️resources. These organizations lose so much focus🎯 by chasing opportunities 🌐with lower prospects of winning and even worse 📉margins. Not to mention that they burn🔥people out too. Instead, focus 🔬on #proposals within your core capabilities💪, where you know that you can solve the problems of your prospective clients, you can demonstrate you understand their unique challenges, and where they will value your solution. This stuff isn't rocket 🚀science, yet it can be confusing to those just starting to understand it, and quit daunting if you are bidding on too many things. It's a methodical process and our SGA Team Strategic Growth Advisors will help your company make smarter bidding decisions that maximize📈 your chances of winning at optimum #pricing rates! Make it a week everyone👊🏼

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The APEX Accelerators, formerly known as the Procurement Technical Assistance Program (PTAP), was authorized by Congress in 1985 to expand the number of businesses capable of participating in government contracts . The National Defense Authorization Act (NDAA) for the FY 2020 ordered the PTAP to move to Under Secretary of Defense for Acquisition and Sustainment (USD(A&S)); and the DoD Office of Small Business Programs (OSBP) began to manage and operate PTAP with a new name, APEX Accelerators, effective FY 2023. The APEX Accelerators program focuses on building a strong, sustainable, and resilient U.S. supply chains by assisting a wide range of businesses that pursue and perform under contracts with the DoD, other federal agencies, state and local governments and with government prime contractors. APEX Accelerators help businesses: Complete registration with a wide range of databases necessary for them to participate in the government marketplace (e.g., SAM). Identify which agencies and offices may need their products or services and how connect with buying agencies and offices. Determine whether they are ready for government opportunities and how to position themselves to succeed. Navigate solicitations and potential funding opportunities. Receive notifications of government contract opportunities on a regular basis. Network with buying officers, prime contractors, and other businesses. Resolve performance issues and prepare for audit, only if the service is needed, after receiving an award. Today, APEX Accelerators are placing an emphasis on helping underserved businesses that are eligible for certain government solicitations designed for the promotion of diversity, inclusion, and equity, and guiding them throughout the entire process. APEX Accelerators will continue increasing the number of Defense Industrial Base (DIB)-ready and Government Industrial Base (GIB, including local and state governments)-ready businesses including: Disadvantaged Businesses (SDBs) Historically Under-utilized Business Zones (HUBZones) Service-Disabled Veteran-Owned Businesses (SDVOSBs) Women-Owned Small Businesses (WOSBs), and Other underserved small businesses https://lnkd.in/diMiTRPR

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The SBA’s Small Business Procurement Scorecard has long suffered from grade inflation, but this year’s inflation is especially egregious. The SBA awarded 10 grades of A+, 12 grades of A and two Bs, with an overall government grade of A—despite the government missing two of the five prime contracting goals and seeing the number of unique small businesses drop once again. Some of the agency-level grades are even crazier: DOD, for example, missed FOUR of the five goals and saw a decline in the number small primes, but still netted an A.

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Are you ready to say goodbye to SIP? The FAS Catalog Platform (FCP) is here! Watch The Gormley Group's video overview of the FCP, the long-awaited replacement for SIP: https://bit.ly/4bgQwYR

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