To increase the likelihood of winning a contract, sometimes it is necessary for a government contractor (especially a new business) to team with another company that brings past performance, certifications, and/or certain unique capabilities to the table when pursuing a contract. With that said, it can be challenging and time consuming to find a teaming partner, so it is recommended that government contractors start well before they actually have a need for a teaming partner (eg for a proposal submission) to begin their search. Here are some tips to finding a teaming partner:
1. Online Research
Perform research on potential teaming partners using free information that are located in online databases.
USASpending.gov - Allows you to search the number and value of contracts won by government contractors and filter by contract title, NAICS codes, contract values, etc.
dsbs.sba.gov - Allows you to search terms in the capability statements of small business contractors and filter by location, SBA certification, NAICS code, etc
fbo.gov - Allows you to search the interested vendors list on solicitations.
2. In Person Networking
Conferences - Attend as many conferences as you can afford, to engage with small business representatives, contracting officers, Office of Small and Disadvantaged Business Utilization (OSDBU) small business specialists, large prime contractors, and fellow small business contractors. Chances are, someone in that room can be (or introduce you to) your next teaming partner.
https://www.govevents.com/index.php
http://business.defense.gov/Events/
PTAC & SCORE Classes - Attending classes gives you an opportunity to engage with other small business contractors as well as former government contractors and contracting personnel who have become instructors. Often times, these seasoned professionals are able to introduce you to potential teaming partners.
3. Online Networking
Establish a web presence - Create a website and publish recent contracts that you've won on the website as well as every other accomplishment (eg Inc Magazine fastest growing company, SBA small business of the year award, etc). When you reach out to potential teaming partners to discuss a partnership, visiting your website to get a first impression of your company is the first thing they will do. Make sure there is enough information on your website to give potential teaming partners a sense of how professional your company is, the services you are marketing, and the accomplishments of your business (if any).
Get involved in online discussions - BizDevExperts.com has an open discussion forum that encourages contractors to communicate with each other. The more you communicate with your peers, the more you will stand out as a contractor who is passionate about their industry. Interacting with others online is yet another way to make yourself visible in the contracting world.
4. BizDev Experts
The decision to team or not to team with a company often comes down to trust. Hiring business development professionals who already have an established network of experienced companies with extensive past performance is invaluable and will ultimately help you earn that trust. Moreover, when an experienced company learns that your small business is backed by a team of business development professionals with expertise in government contracting (eg seasoned proposal writers), that will undoubtedly be looked upon as an attractive perk to teaming with you. To request a quote, click here:
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