Gain the Competitive Edge with Fedmine

Yeah. Good afternoon, everyone. I'm hoping everyone can hear us, and I am thinking I will get started. So welcome to Gaspin's educational webinar series today. AI think, Jacob, you can hear me. Right? Yes. Perfect. So today's session, as everyone knows, is gaining the competitive edge with AI, a GovSpan solution. For those who don't know me, my name is Shamihan, and I'm the head of federal public sector at GovSpan. GovSpan is a leading provider of so I'll go over the agenda first. I'll go over the introductions. We'll get into the actual presentation. Couple of housekeeping AI. We will be sharing the presentation and the link to the recording after the webinar. So, hopefully, by tomorrow, you should get it, if not, in the next hour or two. Also, please use the q and a function to ask us questions. Ask questions on the q and a, and we will get to them at the end of the presentation. So just wanting to let you know that. And in terms of, you know, I would start the presentation now in that, for those who don't know, GovSpend is a leading trusted source of data analytics and insights for organizations that are buying and selling into the public sector. Our federal solution, and many of you might know it as AI, basically integrates the nineteen federal datasets in one easy to use solution. We also have, a SLED solution that provides amazing information on the spending contract contacts and bid data directly from thousands of state, local, and educational agencies. And our latest module is meeting intelligence, which actually, AI AI to transcribe the various agency meetings and deliver insights in a really easy manner. So having said that, our presenters today, of course, Jacob George, who I have known for almost eight years at this point. Jacob is what I realized. He is the CEO and managing director at Jacob's management consultant. And I can tell everyone on this call that over my eight years of actually working with you, I have learned so much from you. So I'm super, super, super excited about this webinar. Jacob provides cost and program management strategies for multimillion dollar US government US federal government procurements that range from a million to, I think, about twenty billion or maybe more than that. I think I believe AI with his unique combination of technical finance, business development proposal, team building, and strategic skill sets, he truly is an expert in providing a wide variety of consulting services. I his experience and capability is in overseeing finance, accounting, forecasting, budgeting operations from small to medium businesses while capturing more than seventy five billion dollars is what I have, but it could be more at this point, Jacob, in federal contracts, and you maintain a ninety percent win rate throughout your career. I can keep going on about Jacob and everything that he does, but I think at this point, I'm gonna hand it over to Jacob. Just also for people on the phone, I have with us Holly Castell, who is, also on the phone. She is our senior relationship manager. And, really, the presentation is first, we're gonna have Jacob go in through his presentation, and then we're also gonna do a little bit on how to find certain, information that he's gonna be talking about. So I'm gonna stop sharing my screen and pick up. It's all AI you, Artisha. I am blushing if you can't see it yet, but, I'll just go ahead and share my screen. Good afternoon, everyone. Thank you for taking the time off, this, wonderful Thursday afternoon. My name is Jacob George, and, my firm does mainly pricing. So when it comes to federal cost and pricing procurements, I'm the guy that calls for the quantitative side of things. So I try to keep it fairly simple and less complicated. And and as part of the service offerings, we offer competitive intelligence and price to win services. So I wanted to set the stage for this, webinar. I know we don't have too much time. This is a this is a two day training that we've kind of condensed into forty minutes. So but I wanted to give everyone, from a federal perspective, what is what is competitive analysis, and you may have heard what AI to win is. So we'll kind of touch on that. We'll touch on what inputs are needed to conduct an analysis like this. So, some of the sources, and then I'm gonna show you how I use FedMite. Every price to win engagement, I use FedMite. I mean, the data that's available from there and it's all publicly available data, which is, you know, generated for us in a nice packaged way. I'll show you how we use it, what data I use. We have an example of a competitor, let's just say. What data we use, from that, the dataset, and how we apply it in in price to win perspective. But, before we move along, let's kind of let's kind of differentiate what competitive analysis and price to win is. So, competitive analysis, think about a rate analysis. So if someone asks you, hey, Jacob. I'm going after this large IDIQ. Right? There's a hundred and eighty labor categories. Tell me where I need to be in terms of price. So price reasonableness is something that the government evaluates. So, conducting a price to a competitive analysis will help you evaluate your problem, your win. Right? Your, and we don't do it for every opportunity, every task order. We do it for comp for opportunities that are must win to your, to your core competency, to your, BD goals, and so on and so forth. So price to win, on the other hand, is a per proposal basis on a per opportunity basis. Price to win provides a detailed results based assessment of what your competitor is most likely to bid. So whoever came up with the name AI to win shouldn't be naming, using terminology like that anymore because people always get confused, my clients, when they say it, Jacob, we engaged you for a price to win. So what is what you're telling me is not my my price, but my competitor's price? Yes. So in in the technical term, price to win is your competitor's most likely justifiable bid price. Now there's a few components that go into price to win. Right? It's a niche exercise. It takes a lot of time. The way that I do it is a little different than maybe other practitioners, but the results hopefully are all the same. There are three components that we look at. We look at the opportunity, like I said. So, the the opportunity has different evaluators, if you will. So the type of contract, the the type of work, the the period of performance, the the the the extended breadth of the scope of work that needs to be done. So there's the opportunity, and let's just say the the agency. Right? And so let's look at the agency next. What are you going after DOD work, or is this air force, or is this a civilian, FAA, CMS, HHS? What kind of work is it? Every contracting agency has a different strategy on how they evaluate price. So let's look at that. And then the thirdly, it's the competitors. Right? So if you're going after Northrop if you're competing against Northrop Grumman, it's a little different than when you're competing against, you know, Jacobs Management, you know, which is a, you know, two person firm. So the strategies involved in that are different. And understanding your competitor in term and having a deep relationship with them without actually talking to them is what price to win is all about. And so what I do is it's more than just a quantitative analysis. Right? I can go out there and we can find out, okay. The program manager for Northrop Grumman is gonna be a hundred and eighty. This is what they've bid before. So let's look at that. But, no, in a price to win exercise, I'm doing a bottoms up build using the quantitative and the qualitative analysis and marrying them together. Okay? So we'll we'll stick with the so that's kind of the the basis and the fundamentals, if you will, at a high level. So how to conduct a competitive analysis. Right? So identify the competition. That's number one. And pricing, I do a lot of work with other, you know, other departments in in an organization. So BD and CAPTCHA play a heavy role in price to win, understanding who's going after an opportunity, who's who's one who's trying to go after an opportunity. So working in parallel with other organizations is key. So but comparing, you know, to conduct a competitive analysis, there are a few things that we need to, you know, do our homework on before we start. You know? What's their where have they done work at the agency before? What kind of AI a day score have they won? Who have they won it with? Have they been a prime? Have they been a sub? I mean, these are all questions that you need to consider. What about a self assessment? When you have an RFP and you look at section m, how is price being evaluated? Right? Where you often see, you know, the government, when when all things considered, the non price factors when combined are significantly more important than price. Do we pay attention to those adjectives and those that paragraph? Because that is crucial to a price to win, and and the data that we get from from these. So when I say consider a self assessment, many companies don't. When they do a pricing strategy, they may say the government's going to evaluate technical, management, small business participation, past performance, and then price. Right? You've seen you've seen that. And then they may go on to advance, and they they may say, these non price factors are listed in descending order of importance. Okay? That's good. Now the they've given us ratings for technical. It's very good, good, outstanding. And so when we're doing a pricing strategy exercise, right, where do we expect to be on that self assessment scale before we even spend hundreds and thousands of dollars going after an opportunity? Do we have the past performance? Do we have the technical? Do we have the management against going after another firm that that we know is interested? So those are questions that I seek to hope to quantify for you using AI and some of the other tools that I'll show you, in this in this webinar. Determine your sources of data. That's why we're here. I'm here to to to AI my friend, my friend flag. Right? Because because I'm I'm I've been a fan since ever since mister Ashokmeen sent me a report, I've been using it. I haven't swayed and because that the reporting capabilities, which has progressed over the years, has given me, you know, so much data to conduct both a comparative analysis and a price to win. So consider the right sources. Right? So I have it right there, competitive research firms in bold AI there. So FedMind, that's that's what we're here for. But me just talking about it is is, you know, just half half of what, I expect everyone in this webinar to get get out of it. Some things I'm gonna show you of how I use the tool is gonna be, pretty critical. Now there's other other sources of data that you should consider, you know, government personnel. So I used to work with a firm who who does lawful interviews interviews with contracting personnel on behalf of AI, and they'll say, okay. How's the program going? You know, what's your budget? But, you know, but but, you know, some AI, some lawful conversations that's to be had, which can glean a lot of information. Internet sources. So existing award and task order is issued. It's easy for me to put that bullet point in, but to get that data from FPDS. Now FPDS is the Federal Procurement Directing. That's that's publicly available information that the government, by law, is required to provide contract details for all awarded RFPs, canceled RFPs, deleted. You name it. It's on FPDS. So it's the it's the federal procurement data source. Right? So but looking at that, getting data from FPDS is a monster. It's, you know, it takes a lot of data AI, and so that's the beauty. One of the the initial, benefits of having AI is taking data that's lawfully available, that's publicly available, and and putting it into a format that is user friendly. And I'm a dummy when it comes to, you know, GUI interfaces, and I can operate it with ease. And I'm gonna show you how easy it is. Some of the other documents. So as I mentioned, existing awarded contracts, prior source selection documents, protest documents. Now all these are different websites. Right? G a o dot gov is where you go to find protest documents. Maybe it's the your GSA website that that that shows you, the the the you have another database that shows you prior source selection. So all these, subcontractor data, you know you're going after a a piece of RFP work, and you have a subcontract, and you have a, a main competitor, but they've been using these subcontractors for the last couple of years, or they've been a subcontractor. Where do you get that information from? Internal win loss datas. You know? So all these different components are facets of a true good competitive intelligence AI to win exercise. Now that's where AI comes in. So I'm gonna show you, I'm gonna quickly, pause my share, and I'm going to actually show you a live demo of the data that I use. So this is my Fedmime, little, the the opening page that I have, and I've decided to use, Sigma Tech, which is, a competitor that I've competed with. They're based in Huntsville, Alabama. So if everyone Jacob, can you share your screen? Oh, sorry. Miss I'm so sorry. Yes. See? I got too excited. See? That's the problem. I get excited. There we go. So every can you see my screen now? So this is kind of a typical they have RFP numbers. They have contract numbers where you can put in all this. But for the purposes of this webinar, I'm gonna focus on just one, component, which is the company name. So I went ahead and put Sigma Tech, and I did a search. Right? And the search results gave me four different, four results. Right? So I'm gonna go with just in the interest of AI, I know my company is based in Huntsville, Alabama. And oh, look. They do have an office in Colorado Springs, and this is the parent AI company. So I'm gonna go ahead and click on their profile. Now as a PTW practitioner, I'm interested in quantitative analysis. Right? So here's a here's a nice little screen that gives me and you can customize these screens as you need to. And I'd let Atisha talk about that and, you know, when when they go through that. So right off the bat, I'm able to get a nice overview of Sigma Tech from the last seven years. Right? So twenty nineteen, twenty fifty, they they made a hundred and five million dollars in twenty twenty, went down a little bit, came back up, went down, and they're thirty two million as of right now in twenty twenty four. Now I'm I'm I'm I'm curious. Right? So this is what I do for every competitor, and I do this for every, RFP. So I can click on the army contract. So what made up that thirty one million dollars? AI. So before as as a preparation for this, this webinar, I already did some analysis. So, you know, I wanna look at their FMS tasks. So I'm now I'm gonna go click on details. Right? Why am I doing this? I'm trying to find information on what their award is made out of. Now this FMS task contract, that's an army defense exports incorporation contract that's put valued at a ceiling of thirty eight point three two million dollars. Okay? And here we go. In there's a solicitation ID right here. This is the contract that helped them win that. Let's go ahead and look at some of the details for that. If I click on that, what am I gonna get? I'm gonna get a set of documents that's within AI that gives me and look. We have a cost model here. And so if I click on that cost model and I download it, now I'm able to tell what labor categories were used, how many hours that contract is made out of, so on and so forth. This is critical. So what I'm doing is I'm doing a top down analysis on how Sigma Tech, their thirty eight point three two three million dollars, what that contract consists of. So they've given us program labor categories. They've given us hours. All I'm trying to do is get a rate analysis done for this competitor. That's just one portion of it. I'm gonna go back to, and what what you can do with with AI is you can always download the reports that that I showed you onto Excel. So let's go ahead and take a look at that. This is what the report looks like when I am when I've downloaded into Excel. Right? So everything is closer. Everything we know where the data came from. There's no manipulation of data. Well, after Excel, you can manipulate it, but but that's up to you. But, and another component of the price to win is building up a fringe overhead in g and a. Like I said, I do a bottoms up analysis. So some of the components for overhead include okay. How many locations do they have? What type of work? How much work is government side? How much work is contractor side? Some of the components for g and a, when developing a g and a for your competitor, is looking at compensation. So AI look at this report right here. There's a little little little nugget of information that kinda gives me, compensation for the executives. Now this is, you're required to file a schedule t one if you do cost plus fixed fee work and you have to report it. And so FedMint collects this data, again, publicly available, and provides that for analysis. You can look at the contracts that make up their highest awards. You can look up, what you know, who they've subcontracted with and who they've subcontracted for. Look at this. They've the space operations. You can tell that they have two big offices, and that's the makeup of one is in Colorado Springs, and the other one is in, Huntsville, Alabama. So these are sources of information that that I collect, and I'm and I'm always trying to quantify and refine, you know, based on the type of work and the type of competitor. Finally, I want to kind of I know I'm kind of running out of time here, but I wanted to share what I do with this information. Right? And so we have the pricing done. I know I know the pricing is is a, you know, it's based on the data that I've collected, my bottoms up, so on and so forth. Here is where the true heart of a price to win lies. So Sigma check is my competitor. Right? There are two non price factors listed in descending order of importance. The non price factors is more important than the cost factor. And then I start scoring AI, and I score the competitor. So as you see here, these are the technical factor. If Sigma Tech gets an outstanding and I get a good, that means there's a price reduction of AI of three point nine. Now what if they get a good and I get an outstanding? See, now there's a justifiable premium. So using the analytics that you get, not only the quantitative data that you get from AI, Archisha is gonna show you some of the qualitative, data that's available through FedMIND. And right before she does that, I'm gonna share one more, little nugget is GAO reports. AI mentioned that, and, she's actually gonna show you how AI has GAO reports. Now when when I'm looking at the scoring, the non price factor scoring, how do I know the capabilities or where can I get information? Unless unless I directly lost against Sigma Tech. Where what are some of the other good sources for, competitive intelligence? GAO reports. So if you just type in Sigma Tech or any of your competitor, you're gonna get a list of protests that they've either been, denied or they've been, you know, they've been awarded. So this is, Sigma Tech against three task orders, against, Torch Technologies, also of Huntsville, Alabama. Scroll down a little more, and what do you find? You find the RFP information. You find the, some of the the technical capabilities. They were awarded knowledge and understanding of the program. Do a little more reading and you understand. Okay. So Sigma Tech is not really familiar with this kind of work. But wait. Who is Torch? Maybe I should start looking at Torch as as a competitor. So these are data points that will they have evaluated price as well. There's no price detail, but there's an evaluated price. So using information like this is going to kind of bolster what what you have already from a competitive, analysis standpoint. And the last slide that I had is, you know, how to prioritize and use this information. So we can build gaps in in intelligence from capture, or from even from the pricing team or even from the technical team. Building gaps to make sure that we we have a complete pricing strategy is going to be extremely important in how you determine your actual price to win. And, Trisha, I'll I'll I'll share the screen. I'll stop sharing my screen so that you can take it over from here. And so that No. No. You you can complete this. We have time. Okay. We see. So, yeah, I didn't want to kind of, take note. But We have time. Yeah. Based on the competitive, analysis results, you know, so some of the next strategy. So as as we mentioned in looking at technical gaps exist. So many times, you know, some of my clients, they do have trouble when the government doesn't provide a level of effort. Right? And they say, okay. You know, as part of this solution, we wanna test for cost realism. Tell us what labor category is, and tell us what hours you're going to bid. So where do we start? I mean, it's going to be a top down analysis. Has this contract been awarded before? Right? And so looking at previously awarded contract data is going to be a significant help in developing, a kind of a solution. It's not going to be your final technical solution, but it can be a data point that can save. So the technical solution may come back and say, hey. We need a hundred and two FTEs. But when I do my analysis using AI, I'm gonna say, okay. Not really. We need eighty four people. That's all this contract in the ward based on the type of work, the labor categories, and the prior contract award analysis. For the management approach, you know, where can we build up our scores? That's going to be key in in understanding where you are from a competitive non AI and price factor. The knowledge of customer information. You know? So revisiting team strategies or consultants, that's going to be key. And do we have that past performance, or do we need to bolster those? So looking at the company, your profiles, we can kind of have a a good matrix or database that tells us, okay. In an AI, in an IDIQ environment, these are the types of partnerships that we can expect. You know? So those are so those are some small, nuggets of information that, that we can that we can glean on. If pricing compared to competitors is higher, develop cost and price strategy. So this, we use this often when when we look at, you know, award and awards and how why they've lost. So companies that have lost contracts are going to be at least from a high level. There there's more there's a lot more to the statement. But let's just say Sigma Tech went from a hundred and two million dollars, and they went down to forty million and then thirty two million in subsequent proceeding years. Okay? Now that would mean they are going to be desperate in any contracts that they have. If they lost a contract, I'm gonna find out what contracts they lost, okay, and who won it and what Sigma Tech may do to kind of, have insurgent pricing is what I call it. So whatever it takes, we need to win. Whatever it takes, that's that's what they're gonna do. So, the desperation of companies and corporate organizations and management decisions can be seen in reports that we get from FedMUN. So, you know, if it's a company if eighty percent of the staff of a company, they they it's in a recompete. And in in that recompete environment and the RFP, you know, has no past performance kinda layaway, we're gonna be very as an incumbent, it's gonna be very stressful to price that. So those are some of the factors that I had, from a pricing perspective. And as always, I mean, I think, Ashish will share my email. If you have any questions, please, send me an email. We'll be happy to talk about it, in detail. Yes. Oh my god. So much information. So much to take in always. And, yes, we are. I'm gonna share my screen now. Yep. Desktop two. Yes. I'm hoping everyone can see my screen. Yes. We so the slides have Jacob's AI information. Please feel free to reach out to him directly if you have any questions, or any of, any any help that you might need. I sort of wanted to go into a couple of things. You know, Jacob talked about getting the datasets. For those who are curious to know what are the various federal datasets that are available, that the federal government has made available for all of us, if you go to our AI or GovSpan website and go to our datasets, you know, you'll if you go to solutions, you can go to FedMIND data. You will see all of our datasets that are out there. AI basically is integrating all of this data, but we are very open and transparent about where we are getting our data from. And this could absolutely be a guide for you to know where to pull in your data. So a couple of things that I wanted to, cover as we are talking and going through, you know, we talked about understanding our competitors. So where do we get that information? Right? A lot of times and and and within the AI platform, we are gonna go into our contract search and basically use selectors. Right? So for this one, you know, I I said I'm gonna use a range of three years, four years, AI up to you, however long you wanna go back. You know, we're gonna select some agencies. So for this example, I said, let's just look at army, air force, and I think, I said, maybe, if I mistake not, is what I was thinking of doing. You know, we said let's you know, if the opportunity that you're looking on is for a specific NAICS code, you could add that. And just for an example, I'm taking five four one six one one. You, of course, can put in keywords and things like that if you want. But if it's a bigger opportunity, AI, and you could put in a state. But for this example, you know, we said, oh, let's look at Tampa. So I came to CBSA because that's really looking at your core base to the Stickel area, so it's gonna pick up companies that are in the Tampa district, or region. And I am gonna go to t, which of course is all the way to the bottom because I will always pick the more tough one. And we are just gonna click on search, and you can now see, we've got a list of two companies based on how it just picked up Navy for me. But it's sort of this is how you could do it, and then it'll tell you who the companies are. You can, of course, go into the details of those specific transactions, and then you can basically come in and look at that company profile. So the contract search gets used a lot by us to but and by our clients to really get a good understanding of who your possible competitors are. Of course, it's gonna give you that big list, but you can then go into those transactional details to really see, hey. Is this the type of company that I'm really looking for? So I wanted to make sure I show you how you could do that. Of course, this is looking at the AI platform, but, of course, you could use FPDS or sam dot gov to do a similar search, from what I understand. A couple of other things that I I really wanted to make sure we sort of, showed you is, you know, we talked about protests. So within the AI platform, we do pull in protests. It's always been one of my favorite modules. I don't know why I love looking at protests because it sort of is giving me a lot of intelligence on, hey. Is an opportunity being protested? Is a task order being protested? And and what is what is in those protest documents? And I learned that from Jacob a few years ago. Right? Reading those protest documents is super important, because I think it tells you what that agency is looking for, and then, of course, it tells you how the competitor is doing. Right? And that's what Jacob was showing. So you could put in a company name. So let's just say you decide that, hey. Boost is your competitor. You could put in a company name. You could also select agencies and say, you know what? I just wanna see, I'm going after an opportunity at the VA as an example. And you could say, I wanna see all protest documents, what's happening at the VA vis a vis protests. And you it sort of is gonna give you, hey. These are the latest protests that have been filed. You'll see some cases. And many times, you'll also see the document. So if I and, again, just to show you, you could do it for a company. So you could do Sigma Tech. I could do Bruce Allen, you know, as an example, and just come search, and you could see everything. And wherever possible, you will see those documents. And, again, I truly truly believe there's a lot of information that you can find in in the protest documents. Not only does it tell you what that treasury is looking or what an agency is looking for, but that whole pricing part. Right? And it's it's for me, it gets to be super interesting, and I'm sure it's for you too, Jacob, that we see it's not always the lowest price that is winning. You're on mute. Abs absolutely. That's that's a key component. Yeah. Especially in best value, you know, trade off contracts. Many times when my clients see best value, they automatically think, okay. We need to be the lowest price. We need to be the cheapest price. When in reality, best value, the trade off continuum is is there's there's so many different there's two different spec there's two areas of the spectrum, essentially. And this is clear, in documents such as this is just just shows you, like you said, you know, you don't have to be the the higher you don't have to be the lowest. It it's based on what the government says in the evaluation, what we looked at. You know? So section m is so important. So these these four little things can give you so much intelligence that exactly how the agency actually because the VA may be different from Air Force. Right? Air Force is different from data tests. And so, you know, that yeah. I think you're absolutely right. And just having this AI, your fingers is, you know you can scroll through that. Yeah. It's it it is. And and I always tell people, hey. Read them. I know it takes time, but have a quick look. So I wanted to make sure I showed you that. Couple of other things that I wanna show, especially as you're trying to figure out pricing and everything, we do pull in the GSA labor rates, so you can actually go in there. I find it a lot of fun because I you know, if if you're looking on an engineer, you know, you could start putting in your labor categories. You could say, you know what? This opportunity is really looking for someone with a master's degree, and you sort of will get a listing of all the engineers, you know, the company, the schedule, and and sort of at least that gives you a range. Yeah. You know, that's important too. And, Patricia, this is one one more point. This is great this is a great sheet because many times when if you're a prime contractor, right, and you you're submitting subcontractor data, you have to kinda show the government why you think the rates your subcontractors have presented are reasonable. And this is you know, when it comes to price reasonableness, the government has has seven techniques that they use to evaluate whether your pricing is reasonable. One is, the most preferred method is to look at your pricing and look at everybody else that submitted a proposal. But some of the other techniques that they use are looking at GSA schedules, publicly available market, you know, schedules, which is exactly what you're seeing here. So you can use this information in your proposal to say, hey. We've given you a web engineer for, you you know, for sixty five dollars and or sixty dollars, and this is why we think it's reasonable. I don't know that. See? AI learn every time I learn with you. Oh. So yeah. So that was another thing that I wanna make sure that I showed you. And then the other part that, you know, as Jacob and I were talking, one of the things that we wanted to make sure we, make you all aware of is that we do have an IDIQ visor. It's a lot of fun to come here and basically see and, you you know, you could select the specific IDIQ. I've just selected Encore three for full and open. Tells you the companies that are winning contracts, you know, what new task orders. You could sort of go into those transactional details and see, you know, in this case, what's that forty million for gives you a lot of information, whether it's, you know, looking at labor categories or just that that, you know, gateway security engineering for three point six million, you know, and you can get into that detail. And then one of the things that I know is really helpful is sort of going into that task order summary and basically getting a good look at that specific at everything that's been awarded, in this case, to Booz Allen on Anchor three. Right? You could go into the task order details. You could see all the various, task orders that they've got and the number of actions on each one. And, of course, you can expand and see what exactly each task order is for. And it sort of helps you sort of backtrack, I guess, many times and figure out. Yeah. Absolutely. And there's again, in this this nuggets of information, sometimes the government will say, okay. We funded you a hundred and twenty thousand dollars for a subject matter expert for six months. That's pricing data to me. I mean, I I love that nuggets of information. So that in that task order detail, that's where I it takes a little while to work kinda go through it. But if if you look, you know, sometimes the government will put more detail than they needed to, but that's I mean, it's yeah. I do it in Excel too. So Right. And then I love the fact that we can download it into Excel because, again, that gives you that flexibility to do whatever you want with the data. Right. Yeah. So I think those were the things that I wanted to show just as, you know, part of this. Of course, AI don't know if you have any questions, but I know Holly's answered a few. I don't think we have anything, Holly, do we? No. I think we've answered them all so far. Yeah. I know someone's raised hand. Well, I guess not. I don't know if the person who's raised hand wants to just chat us, and we can try and answer it. But, yeah, the presentation is gonna be shared with everyone. Everyone will get an email with the presentation and a link to the recording. But if there are no other quest Thank you. Perfect. I think this was a really, really, informative webinar as always, always learning from you. Yes. Please go ahead and we have a question. Someone has a question. Yeah. You wanna use your mic? I think you can. I've never tried it. Sure. Holly, do you know if they can use the AI, or do I have to I don't know. Know. Michael. Is it AI? Oh, okay. Allowed to talk? I think Michael is trying to talk. Hello? Hello? Can you hear me now? Yes. Hi. Thank you all very much. That that was, it's fantastic. AI background, I was a intelligence analyst in the army, and AI appreciate having a one stop shop when we're doing research and those type of things. So, I do have a question about some of the AI. And so I'm I'm on that page where GWAC IDIQ spending by agency at that portion there. So if I want to let you know, NASA SEWP six is getting ready to get looked at. And then also another one, I think, is ITES for the army. If I wanna see and continue to track that information and AI, how would you all go about doing that? You wanna track the opportunity? Yeah. Like, I I wanna keep track of it. I wanna see if there's anything new that comes out. I wanna point of contact on that. Holly, do you wanna take it? Or, Michael, we can have your RM get in touch with you and help you. Yeah. AI typically end up doing keywords because what I've noticed sometimes is, like and it's happened to me with one of these large IDIQs. The federal agency starts sometimes with one opportunity number, and then it transfers over to another one. Have you had that happen, Jacob? Yeah. Yeah. I have. Yeah. So, Holly, I think if we could have, AI RM reach out, I think maybe we should do that. Yep. I think David had a question as well. Oh, okay. David Robinson. And David, AI not sure if you can hear me, but, yeah. Usually, I'd look for it in the task order, analysis that, teachers just went through. If the government and it depends on how the government has set up their CLIN structure. Right? So many times, labor is separated from, software, OEM costs, ODC costs. And so it depends on how it's being evaluated, or awarded for funding purposes. And so we look at it based on the task order information like that. So that's how we would separate, software costs and hardware costs and even service costs. But this this webinar was mainly for services. Yeah. And and if you're really looking a lot of times when it's when we're looking at hardware, we we sometimes see the the company name in the contract AI. So just as an example, I'm gonna put Dell in the keyword, and, I don't know, and I've just left it by AI four. But this is where you might see that, hey. I have a hundred and sixty million dollars that were awarded year to date where Dell is in the keyword, and and you can then sort of go in and do that analysis for product if if that's another way that you wanna look at and then sort of tie in and see, hey. What's the pricing that MCP Computers is getting as an example for Dell? You know? So I don't know if that helps answer your question. And, I think I think that's all. Cool. So thank you. Oh, okay. That perfect. Questions answered. Thank you everyone for attending. Thank you so much, Jacob, for taking time out of your busy schedule to share your wisdom with all of us. We truly, truly appreciate it. Have a great afternoon, everyone, and see you next time. Take care. Bye bye. Thanks, Jacob.