APMP Foundation: Teaming Identification
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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.
APMP Foundation: Teaming Identification
- 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.
Editor's Notes
- #2: Welcome to the second session in our Developing Strategy module in our APMP Foundation Training webinars.In the first session we looked at developing the overall strategy and proposal themes.In this session we’re going to look at an aspect of strategy that should be decided early in the proposal lifecycle: Who should we team with.