Welcome to the second session in our Developing Strategy module in our APMP Foundation Training webinars.In the first session we looked at developing the overall strategy and proposal themes.In this session we’re going to look at an aspect of strategy that should be decided early in the proposal lifecycle: Who should we team with.
Selecting Teaming Partners • that complement our own strengths andSelect Teaming weaknesses • with unique capabilities and/or discriminators that Partners help us win • to reduce the competition • Prime Contractor Types of • Consortia member Teaming • Joint Venture • Sub-Contractor to a PrimeArrangements • Supplier
Recruiting Teaming PartnersSearch the market (not just the ‘usual suspects’) – based on existingrelationships, web or literature search, the customer’s viewSell your organisation to your teaming partner; then sell the relationshipto the customerDiscussions need to start early and any “showstoppers” identifiedInvolve commercial/legal staff earlyUnderstand how the relationship is going to workSelect partners based on their strengths
Negotiating Teaming AgreementsEnsure clarity over who is leading teaming negotiationsEnsure you have:• Confidentiality Agreement before disclosing information• Heads of Agreement or Memorandum of Understanding in place before detailed planning• Signed Teaming Agreement before submitting proposal• Work Breakdown Structure - defining the work share - assignments and sharing the load
Quick Quiz Question: Which guidance appears most appropriate?a. Select partners based solely on costb. Select partners based on their strengthsc. Agree terms after the bid is wond. Take a legal representative to every partner meeting Please click on your selection
Did you do well?Whereas cost is a factor, value may be more important. Selectingpartners based solely on cost may mean compromising on qualitywhich could lead to a difficult relationship.Agreeing terms after the bid is won can potentially put you in adifficult negotiating position. Your partner knows that you needthem and that you may have no other choice.Whilst taking a legal representative to every partner meetingdemonstrates your seriousness, it may also send out the message “wedon’t trust you!”.Selecting partners based on their strengths is the right choice.
In this session we have coveredrecognising the need for teaming partnersidentifying suitable partnersrecruiting partnersSyllabus Requirement
Preparing for the eTorial• Consider past teaming/partnering arrangements: – What worked well? – What would you do differently if you partnered with those organisations again.• Be ready to discuss your considerations at the eTorialNote:You do not have to identify your partner organisations by name – just their line ofbusiness or industry sector will be fine.