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 recently, 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.
Keep reading this article at: http://about.bgov.com/blog/contractor-teaming-strategy-achilles-heel-or-competitive-advantage/
