This post has tips for businesses who do or want to contract with the Federal Government. It is the second in a series of four.

1. How to Find
the Right Contracts
& the Right People
to Fill Them
Part Two: Assess Partner Relationships
As Presented by Ginger Groeber
President, Exfederal.com
For Next Generation Contractors Meetup

2. Assess Partner Relationships

3. Assess Partner Relationships
• Determine the Need for Partners
• Look for Set-asides if Qualified
• Ask Around about Potential Partner’s
Relationships & Reputation
• Determine if you will be a Named Partner
• Ensure you have a Stake in the Game

4. Assess Partner Relationships
Determine the Need for Partners
• Can you perform the work alone or would a partner add
another dimension to the bid proposal?
• In today’s contracting environment, agencies like to see a depth
of capability. A strategic partner can assist in providing that
depth.

5. Assess Partner Relationships
Look for Set-asides if Qualified
• Businesses that qualify for set-aside bids or direct awards should
be looking for contracting opportunities in these categories. Go
to the Small Business Administrations website (www.sba.gov)
and review the requirements for identification of your business
as a small business, women owned, HUB zone, 8a and service
disabled veteran owned business.
• If you can’t perform the whole contract independently, look for
partner.
• Assess how any 51% Prime 49% Subcontractor performance
percentages would be applied in a contract win.

6. Assess Partner Relationships
Ask Around about Potential Partner’s
Relationships & Reputation
Perform due diligence in choosing a partner.
• Ask around about how they are as a partner.
• Ensure that they don’t overwhelm a small business and take
work in their direction.
• If they have bid on contracts for recompete, determine if they
won and how.
• If you are a subcontractor, ask about the prime’s payment
schedule to its subcontractors.

7. Assess Partner Relationships
Determine if you will be a Named Partner
When asked to partner on a bid with other companies, ensure that
you understand whether or not you are a named partner on the bid
and the subsequent contract. If you are a named partner, you’ll have
a significant reference for a past performance for future contracts.
This is an issue for small consulting companies that could potentially
only have one person bid on the contract but are looking to
expand. This is also important for contracts with agencies that have
salary caps for individuals on a contract. As a named partner (or
subcontractor) there is a different calculation for company
payment.

8. Assess Partner Relationships
Ensure you have a Stake in the Game
• When developing a teaming arrangement with a partner,
ensure that you have a guarantee of some of work when the
contract is won.
• A stake could be a specific proportion of the work or a
dedicated segment of the work.

9. Tomorrow’s Topic:
Part Three
Assess the Talent Available