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.
In this course, Joshua Frank will 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 course provides award-winning tactics and strategies that have directly helped companies win more than $2.8 Billion in definitive contracts and more than $30 billion in multiple award contracts. As a result of these strategies, Mr. Frank, managing partner at RSM Federal, was awarded SBA’s Veteran Business of the Year and Small Business Advocate of the Year by the Society of American Military Engineers.
Target Audience: novice and experienced small business government contractors