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Team to Win!

Posted By Guy Timberlake, The American Small Business Coalition, LLC, Sunday, February 07, 2010
Team to Win!

It can't be said often enough.

To achieve significant success in the government sector, you must have a sound approach to developing partnerships that directly impact your ability to effectively compete for and capture business.

If the measure of achievement were based simply on how many teaming agreements one could secure in a given week, then practically everyone would be a "success" according to that metric. Successful partnerships are more sophisticated than having a good conversation with someone, or choosing an organization based on what information they have on their website or brochure.

Whether you are pursuingcontracts as the lead, or have carved out your place as a subcontractor, you need to build a business case for each and every partnership that takes into account what value everyone brings to the table for the task-at-hand, and how the team's qualifications measure up based on capability, experience, relationships and other attributes specific to an opportunity. Not every customer will view teams in the same fashion, and that will impact their perception of your ability to deliver.

At the end of the day, it comes down to how well-prepared your team is to answer the call based on the scope of an opportunity, the cost and perceived risk associated with selecting your team, and how your team compares to other teams when the evaluation criteria of a specific opportunity are applied.


Guy Timberlake
Chief Visionary and Executive Officer

Tags:  partner  success  teaming 

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