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Contractor teaming strategy: Achilles’ heel or competitive advantage?

December 9, 2015 By Andrew Smith

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?

Why Government Contractors TeamMore 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/

Filed Under: Contracting Tips Tagged With: score card, set-aside, small business, small business goals, teaming, teaming agreement

Small business share of contracts shrunk slightly in 2011, SBA reports

July 6, 2012 By ei2admin

The Small Business Administration on Tuesday released its annual score card on federal contract dollars won by small businesses, reporting that contractors meeting the eligibility criteria were awarded $91.5 billion in government work in fiscal 2011, or 21.65 percent of the total.

Current law requires agencies to reach for a goal of awarding 23 percent of contract dollars to qualified small businesses. In the Obama administration’s first three years, SBA reported, the 24 major agencies awarded a total of $286.2 billion in contracts to small businesses, or 22.07 percent, just short of the target. SBA said this represented a $32 billion increase over the three preceding years even as contract spending dropped governmentwide.

Keep reading this article at: http://www.govexec.com/contracting/2012/07/small-business-share-contracts-shrunk-slightly-2011-sba-reports/56617/?oref=govexec_today_nl.

Filed Under: Contracting News Tagged With: SBA, score card, small business, small business goals

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