Teaming: How Small Businesses Win BIGGER Contracts
By Denise Rodriguez-Lopez, American Express OPEN Advisor on Teaming
Small businesses are winning larger contracts with government and corporations by “Teaming.”
And, in the spirit of partnerships, NYC Business Solutions and American Express OPEN Victory in Procurement jointly created NYC Teaming to make it easier for small businesses to form teams and land larger contracts.
Teaming is a strategy where small businesses join forces with other small businesses and jointly pursue government and corporate contracts that neither firm would have been able to pursue on its own.
Want to know how your firm can use Teaming to win more sales?
Below are 5 tips on how to pitch your small business to potential partners. NYC Teaming also has a series of hands-on workshops, including a 3/14 Webinar on Joint Venturing – and an upcoming event where small businesses can form teams on the spot.
Here are 5 Tips for Pitching Your Small Business to Potential Team Partners
1. Be thorough, but be brief
- As a former OSDBU (Office of Small and Disadvantaged Business Utilization) Director for the Department of Transportation, I have seen how you can easily get off message and include in your pitch information that is not relevant.
- Potential teaming partners want to know who you are, what you can do, and your experience in the field. Start with this and the rest will flow.
2. Let your passion shine through
- You are in business because you are passionate about what you do. Let your pitch reflect this passion and dedication.
3. Define your brand
- Take what is unique about your business, product or service and leverage this uniqueness to distinguish yourself from other businesses in the same market.
4. Customization is key
- Tailor your pitch according to your audience. Your pitch to a potential teaming partner is different from your pitch to a potential client.
- Attendee and small business owner Ted Kissel, CEO of Unitemp, agrees: “Now that our small business has been awarded a GSA contract and I am the sales person, my elevator speech is more important than ever. The Presenting Your Firm to Potential Teaming Partners program and exercises were invaluable to helping me develop and become comfortable with a customized one minute or less presentation. No longer will I be stumbling into an introduction making mistakes that could cost us a major opportunity.”
5. Pitch to everyone
- You never know when an introduction can lead to new opportunities. Maria Coria, owner of Pina M., Inc, shared, “During the NYC Teaming workshop, I introduced myself to another business owner and, as I passed her later, I overheard her tell the woman she was speaking with, that I sell safety products. As I came back to introduce myself to this second entrepreneur who does training, she said she wants to do OSHA training. Wonderful opportunity to partner! Working together, we can offer clients targeted safety training and recommend specific products. As a team, we can bid on opportunities which require training as well as products. Alone, neither of our companies would be able to do so.”
If you’re interested in learning more about how Teaming can work for your business, sign up for a NYC Teaming workshop, connect with us on the American Express OPEN Victory in Procurement group on LinkedIn, and check out the NYC Teamingsite. And, please leave us a comment, question, or suggestion in the comments section below.