Go team!

Some RFPs require capabilities that are beyond your company's skillset, both in technical experience and past performance requirements.  That doesn't mean you have to walk away!  Finding the right teammates can make a world of difference and not only fill your company's shortcomings, but create a compelling offer.

A few years ago, I was part of team that managed a General Services Administration (GSA) Government Wide Acquisition Contract (GWAC).  As a contract holder, we became aware of a new requirement to design, build and install communication towers Marine Corps Air Ground Combat Center, also known as 29 Palms.  It is the largest United States Marine Corps base. 

The tower requirements mandated a design never-before used and required installation on mountain tops only accessible via helicopter.  The period of performance was 90 days to design, build, and install 5 towers.

• We didn't have any experience designing or building communication towers. 
• We knew nothing about how to install them on mountain tops, inaccessible via roads. 
• We didn't own or fly helicopters, let alone heavy lift helicopters.
• We had ZERO past performance to substantiate our ability to do the job.

That didn't stop us from bidding, winning the job, and successfully performing!  It was all possible through strategic teaming!

We found a premier design-build communication tower company in Arizona that scoffed at our "5 towers in 90 days" requirement.  They were currently deploying more than a dozen towers a week for other clients across California.  They loved the idea of creating a design to facilitate installation by helicopter and they did just that.

We found the biggest and best heavy lift helicopter company in California and added them to the team.

The customer held an in-person industry day for possible bidders to discuss the requirements.  Our team's representatives were seemingly the only highly-qualified attendees with the experience and capabilities to do the job.

Did I mention that the installation sites were part of the 29 Palms live-fire training range for the Marines, with ongoing live-fire training while we were installing the towers?  That's a story for different day!   Not your typical project.

Through strong teaming, we were able to successfully bid, win, and satisfy the contractual requirements, providing the US Marine Corp with new capabilities.  You can do the same.   

Go team, literally! Team with complimentary partners to strengthen your bid and Probability of Win (pWin).