Strategies for Teaming: Desired Outcomes for Prime and Sub-Contractors North Carolina Business Center Southeast Region Federal Construction, Infrastructure & Environmental Summit OCTOBER 22, 2020 Presented by Tony Price Business Development & Marketing Manager
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Strategies for Teaming:
Desired Outcomes for Prime
and Sub-Contractors
North Carolina Business Center
Southeast Region Federal Construction,
Infrastructure & Environmental Summit
OCTOBER 22, 2020
Presented by Tony Price
Business Development & Marketing Manager
APOGEE COMPANY OVERVIEW• Service-Disabled Veteran-Owned Small Business
• Over 440 VA projects since 2008
• Staff of over 100 in 7 locations across the country
• Multi-Disciplined Architecture & Engineering Company
• Services include:
− Project Management
− Healthcare Planning
− Architecture
− Interior Design
− Mechanical Engineering
− Electrical Engineering
− Plumbing Engineering
− Fire Protection Engineering
− Technology
− Commissioning
− Landscape Architecture
− Cost Estimating
STRATEGIES FOR TEAMING: Desired Outcomes
3
Objective: Facilitate the Creation of Effective Teamsfor our Federal Contracts
There are three things a company needs in order to be competitive and potentially win contracts. If you do not have all three then teaming is critical:
• Past Performance with the client
• Relationship with the client
• Past performance of similar scope and size.
STRATEGIES FOR TEAMING: Desired Outcomes
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Heads Up Display: Tells Us Everything We Want to Know
• Plots out a direction for us.• Warns us of upcoming safety
issues.• Tells us how long it will take to get
there.• Recommends lodging, eating and
fuel locations.• Talks to us
STRATEGIES FOR TEAMING: Desired Outcomes
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A&E Heads Up Display: Tells Me What I Need To Win
Electrical Engineering
Telecommunications
Security
Mechanical
Plumbing
Engineering
Senior Project Manager
Structural
Engineering
Cost Estimating
ADDITIONAL SERVICES
Architecture
Healthcare Planning
Interior Design
Civil
Engineering
Landscape
Architecture
Geotechnical
Engineering
Environmental
Engineering
Industrial
Hygiene
DESIGN TEAM
STRATEGIES FOR TEAMING: Desired Outcomes
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• Establish teaming relationship with incumbent if possible or a company who will make you more competitive
• Team with businesses targeting the same types of customers but aren't direct competitors; promote each other's products or services. Tactic typically requires much networking and relationship-building, which can take time.
Strategies to gain/increase market access to new clients
STRATEGIES FOR TEAMING: Desired Outcomes
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• Pursue partnerships such with companies that sell complementary goods or services, keep tabs on your progress to see efficacy.
• The more partners that we have good relationships with, the more likely those partners will find other projects for us to work with them on.
Strategies to gain/increase market access to new clients
STRATEGIES FOR TEAMING: Desired Outcomes
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• Team in order to eliminate barriers (for example, supporting requirements that are geographically dispersed)
Strategies to gain/increase market access to new clients
STRATEGIES FOR TEAMING: Desired Outcomes
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• Firm’s past performance with client• Firm’s past performance with similar scope and size• Firm’s relationship with the client• Firm’s bench strength• Firm’s knowledge in geographic region• Firm’s performance issues• Firm’s business practices• Firm’s knowledge of the SOW and current contracts
with similar requirements• Conduct market research, identifying the various
disciplines within the requirement that are suitable for small business participation.
Internal information sharing process for small/large businesses
STRATEGIES FOR TEAMING: Desired Outcomes
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Teammate as Prime
• Understand client requirements and scope of work (pre-sell to ultimate client)
• Research and interview potential small businesses for prime position
• Vet the large business (as noted above)• Establish and communicate a value
proposition: why do they need you on the team?
Process for establishing a competitive team
STRATEGIES FOR TEAMING: Desired Outcomes
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Teammate as Sub
• Establish support needed to complete scope of work
• Establish business goals • Specific client requests/needs• Understand incumbent or competitor’s
team• Vet the large/small business
(as noted in above)
Process for establishing a competitive team (contd.)
STRATEGIES FOR TEAMING: Desired Outcomes
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• Non-disclosure agreements• Approaches to get fair and appropriate
work share • Require team members to submit a proposal to
the prime contractor covering the team members’ portion of the effort
• Use of Teammate’s quals to get the contract• Ensure share (percent or scope)• Examples from Client Service Managers• Ensure proposal preparation responsibilities of
all team members are clearly defined.
Establish guidelines for effective teaming agreements
STRATEGIES FOR TEAMING: Desired Outcomes
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• Statement-of-work tasks must be clearly divided among team members in the event of contract award.
• Protection of the competition-sensitive proprietary information of all team members is provided for.
Establish guidelines for effective teaming agreements
STRATEGIES FOR TEAMING: Desired Outcomes
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• The prime contractor is obligated to negotiate a subcontract in good faith if the team receives a contract award.
• Exclusivity is guaranteed, ensuring that team members cannot be easily replaced and that team members will not simultaneously act as team members and competitors by teaming with other firms on the same procurement.
Establish guidelines for effective teaming agreements
STRATEGIES FOR TEAMING: Desired Outcomes
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• New market access• Client-specific• Socio-economic goals• Service-specific• Mentor-protégé
Strategy to retain long-term business relationships
• Share successes through papers submitted to technical and acquisition periodicals and conferences, this enables small businesses to digest what you have done in a methodical way.
• Recognize the stellar performance of small business team members, and capture data on contract performance and adjust metrics, as needed. Let them know how good a job they are doing for you!
STRATEGIES FOR TEAMING: Desired Outcomes
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• What am I selling, and how do I reach my target market?
• Who are my competitors? If they are better at reaching the marketplace than me, what do they have that I don't?
• Am I looking at partnering because I don't see another way to be competitive? (Joint venturing should not be considered as a last resort action, but rather as one course of action among several others. This decision needs to be taken in a careful and methodical manner.)