Seven Steps to Success: Jump Start Government Contract Series (Part 5)

Due to the very large nature of many public sector contracts, it is very common for commercial organizations to decide to bid on a joint basis. Teaming agreements are used when companies wish to team together to bid on a procurement opportunity. Very often teaming up will be essential, when customers have prepared a tender covering their requirements and expect the bidder to meet those requirements in full. The most compliant bid has the greatest chance of success and in complex projects the scope of products and services will fall across the capabilities of a number of different suppliers. But the customer would much prefer a "one-stop shop" when it comes to dealing with the suppliers and managing the project. In the bid response, it would like to see one joint solution that fulfills the needs of the entire project. Typically, but not always, a larger organization will be the "prime-contractor" who is actually bidding for the work, supported by one or more "sub-contractors" providing specific products or expertise. Both the prime-contractor and the sub-contractor are potentially at risk if this relationship is not made contractually binding before any tender is submitted. (Note: Thanks to Waterfront Solicitors LLP for the above text). In this the fifth of our special seven part series, I am once again joined by Judy Bradt who is an expert author, speaker and consultant who will provide invaluable insight into on how companies can capitalize on the emerging opportunities in the US public sector. In today's segment we will discuss the finer points of teaming to pursue and win public sector business. If you have been following this series, you already know that Judy has helped more than 6,000 clients win in excess of $300 million US in government contracts. Suffice to say, this will be another insightful 60-minutes.