PTAC: Convincing a Prime to Put You on Their Team (2022 Update)

You know you have to team with another company to take part in a larger acquisition. You know that a dozen teams will go after the bid. There are three companies that you KNOW have a competitive chance at winning. One of these three is likely to win. You select the one you believe is most competitive, and you have a meeting to discuss joining their team. By the time the meeting takes place, the prime has most likely already made a decision. You’re on the team or you’re not. But even if you’re on the team, you may get little or no work.

These are the situations many companies face in both the government and commercial markets. We’re going to discuss several strategies you can employ to make sure that your initial discussion clearly shows that you will make the prime more competitive. It’s not about what you sell or how strong you are at what you do. It’s about helping the prime win. Create that perception and you’re on the team.

Target Audience: Novice and experienced small business government contractors