Teaming Essentials: What Primes Really Want
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- Alison Moore
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1 Teaming Essentials: What Primes Really Want Opening Challenge: Introductions Your name Your company FIVE WORDS to describe what you do. EG: Moving, moving, moving, moving, moving. Oracle. Nothing but Oracle. Medical record management done right. Help desks that really help. Government contracts made easier.
2 What Primes Really Want (And How To Give It To Them) 26 February 2013 Judy Bradt, CEO
3 INTRODUCING: NAME, COMPANY 5 WORDS TO DESCRIBE WHAT YOU DO
4 What You ll Learn The One Thing Primes Really Want 3 Ways To Rock Your Capability Briefing 5 Top Teaming Traps...And How To Avoid Them
5 How Partners Speed Your Win GCME p 107 TEAMING 5
6 Teaming By The Numbers: Large to Small Small to Small Large to Large Complex Teams
7 Why Team? Leverage SBA affiliation rules Increase competitiveness Reduce risks & costs Gain past performance Address licensing / certifications / bonding Access contract vehicles (Large & small) Meet small business / subcontracting goals Ensure local roots
8 When Does The Winning Team Begin? You Teamed HOW Long Before RFP? Competitor: to months Incumbent: to months!
9 Want Primes To Return Your Call?
10 Bring opportunity. Do your homework. Know what we do. Chireda Gaither, Computer Sciences Corporation Manager, Supplier Diversity Program for North American Public Sector
11 Partners Look For What business you bring Where can you take them? Buyer contacts Core capabilities & differentiation Past performance & reputation Price, financial strength Personnel experience & low turnover Location Dependable, responsive team player
12 What Can You Bring? New Task Orders on Incumbent Business New Projects You Can Help Them Win Solutions to Known Problems Contacts You Can Offer Benefits For Their Clients Track Record On Relevant Past Projects
13 Lillian Magero, Small Business Liaison Officer, IBM
14 Avoid The Kiss of Death We Do Everything
15 What are YOUR Core Capabilities? QUICK WORKING GROUPS
16 3 Ways to Rock Your Capability Briefing Six Simple Slides in 600 Seconds Focus On Your Meeting s Objectives Find The Follow-up Sweet Spot
17 Capability Briefing: Six Simple Slides Who You Are Basic Company Info Unique Value Proposition Core Capabilities Past Performance Show where you ve done it before The Opportunity Specific agency, project Meeting Objectives GCME p. 128
18 In Closing Were these the right people? Today? Apathy Referral to someone else? What questions remain? Yours Theirs When & how to follow-up? Need more materials? Got everyone s card? Pestilence
19 Affiliations & Joint Ventures Relationships Without Dirty Dancing
20 Picking Prospective Partners Advance Research Speed Dating
21 Supplier Portal Registration Be Selective!
22 Types of Relationships Teaming (Bid & Perform) Subcontracting Mentor-Protégé Agreements Special rules for 8(a) Joint Venture Entity: Project Specific Size eligibility: FAR (7)(i) Partners share risk, responsibility, profits Special rules for SDB, 8(a), SDVOB
23 When Teaming Becomes Affiliation FAR & SBA Definitions Key Concept: Control direct or indirect; actual or potential; mutual or third party Ownership (eg voting, stock, options, trusts) Management or common facilities Contracts (JV, franchise, licensing, teaming) References: FAR Subpart 19.1 & SBA 13 C.F.R GCME: p 115
24 Teaming Agreement Essentials Get Experienced Legal Advice! Some issues: Proposal Costs Bid & WIN Pricing & Payment Exclusivity Confidentiality Terminations Shared Expenses FARS Flow-down NonDisclosure End User Access Intellectual Property Key Resumes Employee Poaching! Liability Resource: National Contract Management Association
25 Avoid Five Top Teaming Traps Be selective. Do your homework. Read rules & seek SBA guidance. Use a teaming agreement. Bring business.
26 Success Secrets & Action Steps You Can Take Today WHAT S NEXT? 26
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29 Advice on Government Contracting Free Good Enough Pick any two.
30 What You Learned The One Thing Primes Really Want 3 Ways To Rock Your Capability Briefing 5 Top Teaming Traps...And How To Avoid Them
31 Team For Success Define Your Capabilities Be Selective Research Bring Business Find Out More. Win Resource Package! Leave Your Card.
32 Tools For Each Steps Strategy Focus Process Competition Teaming Relationships Marketing 32
33 For Contact & Follow Up Opportunities Judy Bradt, CEO (703)
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