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Breaking into the world of government contracting can feel like pushing a boulder uphill. Agencies often require past performance on similar contracts before awarding new ones, creating a catch-22 for businesses in the early stages of development. How do you gain experience if you can’t win without it? One answer lies in strategic teaming—a proven approach to breaking barriers and building momentum.
Why Teaming Matters
Teaming allows small businesses to partner with established contractors, leveraging their experience, networks, and capabilities. This approach provides immediate benefits:
- Access to Larger Contracts: Smaller companies can pursue opportunities that would be out of reach alone, accelerating their growth and reputation.
- Increased Credibility: Aligning with experienced prime contractors shows agencies you’re part of a capable team that can deliver.
- Shared Workload and Risk: Collaboration allows businesses to focus on their strengths while sharing the execution risk across the team.
For contractors struggling to establish a foothold in federal procurement, teaming isn’t just an option—it’s a fast track to success.
Doing Teaming the Right Way
Teaming should never be random or opportunistic. According to SAS-GPS, successful teaming begins with strategy:
- Find the Right Partners: Look for contractors who complement your capabilities. If you bring certifications or niche expertise, find a partner who needs them.
- Define Roles Clearly: Avoid costly misunderstandings by outlining each partner’s responsibilities before bidding.
- Align Pricing Strategies: Misaligned pricing is one of the most common pitfalls in teaming arrangements. Teams must work together to “price to win” while maintaining profitability.
Tools That Help You Team
SAS-GPS provides services like Fed Starter and Fed Team to support this process. These tools help small businesses connect with experienced primes and, conversely, help larger contractors identify specialized small-business partners. This “matchmaking” accelerates entry into the federal ecosystem and helps both sides achieve their socioeconomic contracting goals.
Winning Is More Than Just Teaming
While teaming opens doors, it’s not enough to just show up. A winning strategy also requires:
- Compliant, Compelling Proposals: Even the best teams fail if the proposal doesn’t meet agency requirements or stand out to evaluators.
- Competitive Pricing: Teams must benchmark labor rates and avoid undercutting their value while still offering competitive pricing.
- Strong Contract Management: Clearly defined roles and transparent communications help avoid performance issues that can hurt reputations.
SAS-GPS’s experience spans federal, state, and local agencies, including GSA, VA, DHS, and DoD, ensuring every proposal is crafted for compliance and impact.
Avoiding Common Mistakes
The most frequent teaming mistakes include:
- Choosing partners who can’t perform.
- Failing to define scopes of work.
- Neglecting pricing strategies.
SAS-GPS helps clients avoid these pitfalls by providing clear scopes, compliance support, and strategic reviews before proposals go out the door.
Final Thoughts
For small businesses serious about winning more—and bigger—government contracts, teaming is an essential strategy. With guidance from experienced partners like SAS-GPS, you can build your first team, scale your capture efforts, and ultimately win more contracts, faster.
Ready to team smarter and win bigger? Book a consultation with SAS-GPS and start building partnerships that position your business for long-term success.
