Mike Lisagor

OPINION

Capture factor: Picking the right team

Editor’s Note: This is the fourth part in a series on how to assess the win-ability of a new business opportunity. In this series, Mike Lisagor, a government business development expert, takes a detailed look at the Opportunity Assessment NOW ten factors that influence winning. Read part one on Understanding the Requirements, part two on Customer Relationships and part three on Knowing the Competitive Landscape.

There are several reasons why companies might form a team to bid on a specific opportunity. Some of these include:

  • To add a large, more credible company to demonstrate technical depth
  • To fill a missing key personnel or technical requirement
  • To take a known competitor off the street
  • To satisfy a customer’s implicit or explicit preference for the involvement of an incumbent company, niche provider or local presence
  • To fulfill a socio-economic status requirement either for the prime contractor or as a percentage of the contract
  • As part of a joint venture or a broader, strategic teaming arrangement

The following table can be used to evaluate and communicate the teaming landscape in a capture plan or briefing.

competitive landscape

First, identify the appropriate Win Strategy Criteria for your specific opportunity. This should be based on perceived customer needs as a result of reading procurement documentation and meetings with the customer. Establishing the Win Strategy Criteria should be done before consideration of any potential teaming partners.

Next, assess your company’s ability to meet the key Win Strategy Criteria and identify any gaps that could be filled by the capabilities of a teammate.

Finally, evaluate each candidate company against the same criteria using high/medium/low or a numerical rating to determine the best-fit teammate. Once a teaming agreement has been made with a company, be sure to develop effective statements of work for the areas that are to be subcontracted. Caution: avoid teaming just because it’s someone you already know. Instead, team to win!

Teaming is one of the most important aspects of a capture strategy. Be prepared to explain why specific teammates were selected in your capture plan or briefing. Based on the information collected, you should be able to assess how well your team fulfills the customer’s requirements.

Next week: Factor Five: Management Approach.

About the Author

Mike Lisagor is the business development subject matter expert for Deltek and Celerity Works. He can reached at mike@celerityworks.com.

Reader Comments

Please post your comments here. Comments are moderated, so they may not appear immediately after submitting. We will not post comments that we consider abusive or off-topic.

Please type the letters/numbers you see above

What is your e-mail address?

My e-mail address is:

Do you have a password?

Forgot your password? Click here
close
SEARCH
contracts DB

Trending

  • Dive into our Contract Award database

    In an exclusive for WT Insider members, we are collecting all of the contract awards we cover into a database that you can sort by contractor, agency, value and other parameters. You can also download it into a spreadsheet. Read More

  • Is SBA MIA on contractor fraud? Nick Wakeman

    Editor Nick Wakeman explores the puzzle of why SBA has been so silent on the latest contractor fraud scandal when it has been so quick to act in other cases. Read More

Webcasts

  • How Do You Support the Project Lifecycle?

    How do best-in-class project-based companies create and actively mature successful organizations? They find the right mix of people, processes and tools that enable them to effectively manage the project lifecycle. REGISTER for this webinar to hear how properly managing the cycle of capture, bid, accounting, execution, IPM and analysis will allow you to better manage your programs to stay on scope, schedule and budget. Learn More!

  • Sequestration, LPTA and the Top 100

    Join Washington Technology’s Editor-in-Chief Nick Wakeman as he analyzes the annual Top 100 list and reveals critical insights into how market trends have impacted its composition. You'll learn what movements of individual companies means and how the market overall is being impacted by the current budget environment, how the Top 100 rankings reflect the major trends in the market today and how the biggest companies in the market are adapting to today’s competitive environment. Learn More!