The document outlines a strategy session for the APMP accreditation program that focuses on the identification and recruitment of teaming partners for bids, proposals, and tenders. It emphasizes the importance of selecting partners based on their strengths rather than solely on cost, and discusses key elements such as negotiating teaming agreements and understanding relationship dynamics. Additionally, it encourages participants to reflect on past teaming experiences and to prepare for collaborative discussions in future bids.

1. APMP®
Accreditation Programme
Developing Strategy
Session : Teaming Identification
Developing Strategy
© APMP 2005 and Bid to Win Ltd 2010 Version: 0v9

2. Learning Objectives:
In this module we cover topics to help with
recognising the need for teaming partners
identifying suitable partners
recruiting partners
Proposal Guide 269
Syllabus Requirement

3. Recognising the need Bid to Win
Bids, Proposals, Tenders
for Teaming Partners
© APMP 2005 and Bid-to-Win 2008
A B C D E F
Customer Requirements Your Capabilities
Capability Gaps needing to be filled by Teaming Partners

4. Selecting Teaming Partners
• that complement our own strengths and
Select 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 Prime
Arrangements • Supplier

5. Recruiting Teaming Partners
Search the market (not just the ‘usual suspects’) – based on existing
relationships, web or literature search, the customer’s view
Sell your organisation to your teaming partner; then sell the relationship
to the customer
Discussions need to start early and any “showstoppers” identified
Involve commercial/legal staff early
Understand how the relationship is going to work
Select partners based on their strengths

6. Negotiating Teaming Agreements
Ensure clarity over who is leading teaming negotiations
Ensure 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

7. Quick Quiz Question: Which guidance
appears most appropriate?
a. Select partners based solely on cost
b. Select partners based on their strengths
c. Agree terms after the bid is won
d. Take a legal representative to every partner meeting
Please click on your selection

8. Did you do well?
Whereas cost is a factor, value may be more important. Selecting
partners based solely on cost may mean compromising on quality
which could lead to a difficult relationship.
Agreeing terms after the bid is won can potentially put you in a
difficult negotiating position. Your partner knows that you need
them and that you may have no other choice.
Whilst taking a legal representative to every partner meeting
demonstrates your seriousness, it may also send out the message “we
don’t trust you!”.
Selecting partners based on their strengths is the right choice.

9. In this session we have covered
recognising the need for teaming partners
identifying suitable partners
recruiting partners
Syllabus Requirement

10. 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
eTorial
Note:
You do not have to identify your partner organisations by name – just their line of
business or industry sector will be fine.