Scott K. Thompson

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 [email protected] or Strategic Growth Advisors for help on your next bid!

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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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GSA Schedule Holders - Don't Miss This!! GSA is planning to release Refresh 22 to its MAS Solicitation 47QSMD20R0001 and an associated mass mod for existing schedule holders in August 2024. GSA will hold a webinar on Monday, July 22, 2024 at 1pm ET. The link to join is https://lnkd.in/gSAT5biS Refresh 22 expands OPTIONAL participation in the Transactional Data Reporting (TDR) pilot to 67 SINs! Make sure you understand what that means to you should you select to participate. Learn more about TDR at https://lnkd.in/g-h8Yn9A The refresh also adds a statement to FAR Clause 52.232-36 under GSAR/M clause SCP-FSS-001 regarding payments made by the Governmentwide Purchase Card (GPC) and related processing fees, that reads: "Proposed prices must be inclusive of all costs associated with acceptance of the Governmentwide commercial purchase card (e.g., payment processing fees). Schedule contractors may not impose a surcharge at the order level for payment by Governmentwide commercial purchase card." This is important so you can recoup processing fees as the Government pushes to expand its use of the GPC into contract payments. Sell software on GSA Schedules? GSAM/R clause I-FSS-600 will be modified to add that MAS contractors MAY indicate if a software producer has attested that software complies with Government-specified secure software development practices and has an attestation form uploaded to the CISA repository by adding language provided in the Refresh under bullet 18b, Terms and Conditions, in their text file. Addinional updates include: ▶ Updates to specific large categories, subcategories, and SINs as follows: ⏩ Facilities (B), Subcategory B02, SIN 541690E ⏩ Industrial Products (E), Subcategory E04, SINs 332510C and 332510S ⏩ Industrial Products (E), Subcategory E05, SIN 325320 ⏩ Transportation and Logistics Services (K), Subcategory K03, SINs 492110 and 492210SB ⏩ Transportation and Logistics Services (K), Subcategory K05, SINs 485 and 532111 ⏩ Travel (L), Subcategory L01, SIN 531 ⏩ Travel (L), Subcategory L02, SIN 531110 ▶ Implement minor revisions to the Modification Products Price Proposal Template (PPT) ▶ Incorporate clause and provision updates, through Federal Acquisition Circular (FAC) 2024-05 and GSAR/M Change 182 Details can be found at https://lnkd.in/grVYMCnf #gsa #schedules #refresh22 #massmod #MAS

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For those of you wondering if this is worth your time and effort - I would say yes, even for experienced board directors. It’s a great opportunity to sharpen your governance tools with relevant and current topics in the boardroom. Any lingering questions? Reach out.

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649CM’s Role in A Modular Open Systems Approach (MOSA) A MOSA, (per the Defense Acquisition University (DAU) website) can be defined as a technical and business strategy for designing an affordable and adaptable system. A MOSA is the DoD preferred method for implementation of open systems, and it is required by US law. 649CM is achieved by appropriately adapting, integrating, and providing evidence of 649CM’s 5 functions and 40 principles as defined in the global consensus standard for Configuration Management, SAE EIA649C. Defining requirements in support of a MOSA and practices like characteristic/attribute acquisition will require appropriate 649CM to achieve the goals of a MOSA approach and more explicitly, a key activity of the Configuration Identification Function, Interface Management. By defining and managing interfaces as a product/feature, with defining characteristics and constraints with appropriate 649CM applied the desired outcome can be achieved. 649CM enables MOSA by: Managing Interfaces, Managing and Communicating Changes, Version Control, Supporting Openness/Standardization, and Facilitating Reuse. In essence, 649CM provides the backbone for managing the (hyper)complexity and dynamism inherent in MOSA. It helps ensure that modular systems remain interoperable, upgradable, and maintainable over their entire lifespan. By effectively integrating and implementing SAE EIA649C CM, organizations can maximize the benefits of MOSA and ensure their systems remain effective, secure, resilient, adaptable, affordable, and technologically advanced. Ignore 649CM; Good luck with making a MOSA realizable and/or sustainable. I-infusion is here to help you be successful. Please reach out and let us know how we can help you. #CM, #PLM, #CMPIC, #G33

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🌟 Kicking Off a Campaign of Learning: Federal Technology Symposium Lessons Learned Phase 🌟 As we embark on this new phase of capturing the critical action steps from the NCMBC / DEFTECH Federal Technology Symposium, I'm excited to highlight our first focus: Defensive Information to Counter Everything (D*I*C*E). The brilliant Ray Semko, known as "The D*I*C*E Man," delivered a powerful presentation during the DEFTECH Coffee Call on July 19, 2024. Ray emphasized safeguarding our most critical assets—information and innovation. Ray’s message was clear: in a world where threats are ever-evolving, our defensive strategies must be equally dynamic, resilient, and relentless. Drawing inspiration from "The Entrepreneur’s Guide to the Art of War," we are reminded that strategy is everything on the battlefield of innovation. As Sun Tzu taught the art of war centuries ago, today's entrepreneurs and innovators must master the art of defense. Whether protecting intellectual property, countering cyber threats, or fortifying our technological edge, every move must be deliberate, calculated, and focused on long-term success. Key takeaways from Ray's D*I*C*E framework include: 🔸 Defensive Posture: Always be prepared. Anticipate threats before they emerge, and position yourself to neutralize them precisely. 🔸 Information Security: Protecting your information is protecting your power. Information is a currency that must be fiercely guarded in the digital age. 🔸 Collaboration: Victory comes through alliances. Strengthen ties with those who share your mission and can contribute to your defense. 🔸 Evolving Tactics: The battlefield is constantly changing. Adaptability and continuous learning are your greatest assets in staying ahead of adversaries. Let’s commit to integrating these principles into our daily operations as we move forward. Our success in securing national innovation depends on our collective vigilance, strategic foresight, and unwavering commitment to defense. Join me in this campaign of learning, and let’s ensure that our innovations are not just groundbreaking—but also invincible. 💪 Share your takeaways below in the comments. #Innovation #Defense #NationalSecurity #LearningCampaign #TechProtect Ray Semko, The DICE Man Laura Rodgers Chris Schmidt North Carolina Military Business Center

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Why do you need to know your Critical Processes? Here are just a few reasons: • Provides Staff with clarity on what processes are most essential to the Organization’s success • Identifies what processes need to be further assessed for efficiencies and effectiveness • Defines what processes should be documented first Knowing your Critical Processes better positions your Organization for whatever comes next. Are you ready?

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Interested in how to protect aircraft, drones, and other autonomous vehicles from cyber threats? Come join us next week for a webinar, as part of MassDOT’s Aeronautics Division events for the Federal Aviation Administration's Safety Day. This won’t be a dry session focusing on IT—we’ll be talking about threats posed against all manner of transportation technologies, and the systems mindset that will enable us to catalyze safe and secure economic activity in the future. Questions? Want to talk about something specific? DM me and let’s chat!

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The Marine Corps is evolving, and so is its need for advanced logistics and strategic mobility solutions. The Headquarters Marine Corps Installations & Logistics (I&L) Division is preparing to release the Enterprise Logistics Support contract, valued at $99M, and they’re looking for commercial professional services to help guide their logistics transformation. Scope of Work: This contract covers a wide range of professional services aimed at bolstering the Marines’ logistical capabilities. It spans strategic communications, logistics advocacy, IT portfolio management, and finance management, among other core areas. This contract will allow the Marine Corps to execute modern, agile logistics solutions that respond to the dynamic challenges of today’s operational landscape. #ai #businessdevelopment #coaching #contractproposal #govcon #marinecorps #marines #ostglobal #ostglobalsoutions #procurement #proposals #usmarines #webinar #winmorebd

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Coaches, are you interested in learning more about group coaching, how it differs from team coaching, and how it can boost your coaching practice? Use the QR Code below to register for this ICF SE Regional event! #icf #icfcharlotte #groupcoaching

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The Nation's Workforce Development System ... The nation's workforce development system is a complex network of public and private organizations that provide a range of services to help people find jobs and improve their skills. The system includes: Federal agencies: The U.S. Department of Labor is the lead federal agency for workforce development. The Department provides funding for workforce development programs and services through a variety of channels, including the Workforce Innovation and Opportunity Act (WIOA). State and local governments: State and local governments play a major role in workforce development. They administer WIOA programs and services, and they also provide funding for workforce development initiatives. Community colleges and other educational institutions: Community colleges and other educational institutions offer workforce development programs and services, such as job training, apprenticeships, and career counseling. Nonprofit organizations: Nonprofit organizations play a vital role in workforce development. They provide a range of services, such as job training, placement assistance, and support services for people with disabilities. Businesses and industry associations: Businesses and industry associations are involved in workforce development in a number of ways. They provide job training, apprenticeships, and other opportunities for workers to develop their skills. They also work with government agencies and educational institutions to develop and implement workforce development programs. The nation's workforce development system is a complex and ever-changing landscape. However, the basic goal of the system is to help people find jobs and improve their skills. #CDICentral #workforcedevelopment

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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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Investing in professional development isn’t just a benefit for federal employees—it’s a necessity for sustaining mission-critical excellence. 🌟 Continuous learning and skill enhancement ensure that your workforce stays dynamic, motivated, and equipped to tackle the complex challenges of today’s public sector. Let's build a future-ready team together! 🚀 #ProfessionalDevelopment #FederalEmployees #LeadershipGrowth #WorkforceExcellence #ContinuousLearning #PublicSectorInnovation

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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 final edition of FedSubK NOW! for 2024 went out today (albeit a little late; my apologies but I'm still under the weather). A HUGE thank you to those that have signed up to receive the monthly newsletter and are visiting and using fedsubk.com as a resource to expand their Federal contracting knowledge! Our website traffic is up over 625% this year from LI sources alone! As FedSubK winds down 2024 and we move into 2025, my company is going to lean heavily into creating resources and tools to better expand your Federal contracting knowledge. Watch for-- ✅ website refreshes (many which have already started), ✅ additional resource links, ✅ more guides, ✅ a variety of templates (those are for you, too, Feds), AND ✅ some new pathways for learning more about the Federal space. We're focused in FY2025, are you?

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