Sometimes a teaming agreement begins as a matter of convenience for a specific project. Looking beyond the one-time venture can create tremendous value and open the door to new opportunities. But how do you go beyond a one-time arrangement and strategically position the relationship to achieve a mutual partnership and bring greater value to the client? Strategic teaming partnerships based on trust, capabilities, and shared goals can bring a modern, new dimension to prime/sub relationships.
1. Select the right partner.
When choosing a teaming partner, do your research. Perform several analyses to evaluate a potential partner’s capabilities, values, philosophies, relevant past performance, quality standards, safety records, and capacity to do the work. It is good to know where a partner is geographically located and where they’d like to grow, what their goals are, and what they want in return. Validate each firm’s business and commercial interests, as well as their appetite for the investment. Ask if your firm can deliver on what they want and if a partnership with them is a win-win. In other words, will the partnership help to advance the goals of all parties?
2. Define the specifics.
Early in the partnership’s formation, discuss the workshare agreements and set conditions. If applicable, determine who will be the prime and who will be the sub. Understand that the prime will take the lead on the proposals, but all parties will work together to support a win. Play on each other’s strengths to maximize the chance of being awarded projects. Remember to be fair but strategic. Agree upon the contributions of all parties and set a schedule.
3. Pre-position the partnership.
Once the relationship is established, pre-position the partnership with target clients. To maintain cohesion and unity, go on joint marketing calls. This will help show that all parties are committed to the client’s success. Other cooperative activities can include training and workshops at the client site, developing a joint brochure, launching a digital campaign, or securing speaking engagements. Engage with the client early and often and be sure to follow up.
Attending SAME's Federal Small Business Conference Nov. 20-22? Come join me, Gannett Fleming’s Gene Perry, CPP, PSP, PMP, and Versar Security Systems’ Vice President, Elizabeth Miller, as we talk about the success of our strategic teaming agreement and share lessons we’ve learned along the way during our session, “More than a Matter of Convenience.” You also can connect with our team by visiting booth #1532.