December 3, 2015
Contractor teaming strategy: Achilles’ heel or competitive advantage?
Source: Bloomberg Government, Tom Skypek, November 23, 2015
The Set-Aside Trend
With the increase in small business set-asides, capture managers and business development professionals would be wise to ask themselves an important question: Is our company’s teaming strategy an Achilles’ heel or a source of competitive advantage? More often than not a company’s teaming strategy—the process by which prime and subcontractors connect, bid, and execute work—is an afterthought instead of a key dimension of the company’s overall business strategy.
As David Boyajian noted last week, small business set-asides have reached a 15-year high with set-asides representing “58 percent of the federal money obligated to small business in fiscal 2014.” In fact, for the second year in a row, the federal government hit its contracting goal for small business, according to the Small Business Administration (SBA) FY2014 Small Business Procurement Scorecard. Nearly 25% of all prime contracting dollars were awarded to small business in 2014, exceeding the federal goal of 23%.
This trend makes teaming critical for small and large contractors alike—and an area that top-performing capture managers and business development professionals must master. It affects the entire federal contracting industry and companies have two real choices: (1) identify ways to capitalize on this trend by integrating teaming into their overall business strategy or, (2) adopt a passive, and surely less profitable, approach. Read More …
Is your teaming strategy helping or hurting you? Contact your nearest PTAC for assistance with potential teaming strategies.
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For help with Government Contracting: contact your nearest Procurement Technical Assistance Center (PTAC). Funded through Cooperative Agreements between the U.S. Department of Defense and state and local governments/institutions, PTACs provide free and low-cost assistance in virtually all areas of government contracting.