Teaming Strategies Can Lead to a Competitive Advantage

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.


Keep up to date follow us on Twitter, LinkedIN or Facebook!

 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.