You know you have to team with another company to take part in a larger acquisition. You understand that a dozen teams will go after the bid.
There are three companies that you KNOW have a competitive advantage. One of these three is likely to win. You select the one you believe is most competitive and have a meeting to discuss joining their team.
By the time the meeting takes place, the prime has most likely already made a decision. You’re either on the team or not. But even if you’re on the team, you may get little or no work. These are the situations many companies face in both the government and commercial markets.
We’ll discuss several strategies you can employ to communicate your value from the start. You need to make sure that your initial discussion clearly shows that you’ll make the prime more competitive. It’s not about what you sell or how strong you are at what you do. It’s about helping the prime to win. Create that perception, and you’re on the team.
This webinar is about perception and how you match the value you provide to the prime’s requirements. As a result of these strategies, the presenter, Mr. Joshua Frank, received SBA’s Veteran Business of the Year and Society of American Military Engineers (SAME) Small Business Advocate of the Year awards.
Target Audience: Novice and experienced small business government contractors