Capture Management: Constructing an Ideal Team

48791365_s.jpgMany companies dream of performing contract work for the federal government. After all, the federal government typically spends more than $500 billion in contracts each year. However, the reality is that getting a job with the government is easier said than done. And that’s because expectations are high.

To win any government contract, you need a team that solves every need of the client. However, as you probably have already learned, constructing the ideal team for any bid requires some effective leadership, intuitive decision making skills and the willingness to form partnerships.

Here’s what you need to know about constructing an ideal team and writing a winning bid.

Understand Where Your Firm Is Lacking

A Black Hat review process provides insight into how a competitor will pitch a client, which in turn allows you to better prepare your proposal. Next, you perform a White Hat review of your own company and you will realize how competitors will ghost your strengths and emphasize your weaknesses, all the while highlighting how they can solve all the client’s needs. Such analysis should clearly bring into focus the areas where the competition beats you – or is able to offer what you can’t.

In short, you need to know what capabilities you need to solve all of the specific government agency’s needs. If the government wants eight types of technology delivered, but your company can only offer four, then you will either need to find a way to offer such services or begin to think about partnering with other companies that have the capabilities you need. Although you may need to partner with a company that would typically be your competition, understand this: it’s better to win with another firm than lose altogether.

Look for the Best Partner

After forming the best possible core team within your firm, you may find that you require help from another company to win the contract. Hiring outside consultants who are familiar with the particular government agency is a good first step. You should also be searching for companies that can help fill in gaps in your services. By joining with a partner, you’ll be able to provide the customer with the best possible services.

Exactly who your team partners with differs with each project and depends significantly on the capabilities and technology your team needs to add. You will most likely have to build a different team for each government bid you are submitting. As always, consistently networking and marketing with others in the industry will help shed light on who could be the best partner for a certain government contract. You want to be constantly building a list of contacts who might be able to help you land a job at some point or another. Meeting decision makers – and building lasting relationships with people who can help your business – is the key to success in obtaining government contracts.

There are other methods you can employ to get the job, too. If you’re a small business, for instance, it’s good to learn which larger companies have solid reputations for working with smaller businesses on government contracts in your field. A partnership with such a corporation can provide you with unmatched name recognition and resources when making a bid.

Go with What Works Best

Constructing the ideal team is about forming a group that can offer every possible solution the government agency you are bidding for requires. That means not only making sure your own team is operating at the top of its game, but also that you choose the right companies to help strengthen your team when and where needed. This way, you – and your partners – can present a convincing proposal. Then you land the contract, everybody gets the job, and everybody wins – including the government.

About Skip Blackburn