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Will You Be My Valentine?

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Alongside the thought of a two-year budget passed, we giddily start thinking about the possibilities here in the GovCon world.  What if we actually received the full year’s funding?  What if our customer was able to award that contract that’s been held up?  What about a new start here or there?  It’s almost like Christmas thinking of the potential new work that could be accomplished in the upcoming years.

Keeping that in mind, what better day than Valentine’s to talk about finding the right teammate/suitor to work with on upcoming bids?  What does real GovCon love look like?  It includes fair workshare, without a constant battle back and forth or being worried that your teammate will steal positions.  It looks like an honest dialogue about capabilities, customer relationships, and capture strategies.  It includes a romantic wrap rate that you both can live with and hire successfully under (never mind having a profit!).  A true partner in GovCon means never having to say you’re sorry for communicating with the customer…as you have open discussions.  It means you ask your partner to join you on RFPs that help build both of your businesses, without worrying about risking relationships.  You can have other relationships with other GovCons that have different skill sets or past performance, but you know that your favorite is always a go-to in bidding strategy.

As your relationships and companies mature, you may consider forming a JV to stretch those revenue dollars just a little more.  Or you could be in a Mentor-Protégé program, but not one that is an afterthought or a “check in the box.”  You want to be top of your partner’s mind so that they are helping you grow your business…kinda the whole intent of the program, right?

Do you have a GovCon love? BOOST has a few! (We’re the only back-office shop with a teaming platform.) If not or if you need someone new in your life, consider govmates.  We’re a FREE online teaming platform that provides teaming opportunities.  We are matchmakers who believe in taking a formulaic and methodical approach in teaming – based on past performance and capabilities.  We do the intros, you determine if it’s love at first sight.

If you have any teaming needs (as a prime), shoot me an email at [email protected] or [email protected] and I’ll be happy to help.  If you haven’t already registered your company, do so at www.govmates.com

Happy Valentines Day GovCon world.  Make the next two years count.

Life’s too short to work with jerks

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Much like everything in the GovCon industry, successful partnerships are based on relationships.  Overused expression, but it’s true.  What are the qualities you should look for in a partner? What makes you want to team with someone (whether directly on an opportunity or in the B2B world)?

TRUST

Most important is trust. Do you trust the person that you are considering working with?  Do you trust that they have the authority to keep things tight on their end (how many times have you worked with a junior BD person who negotiates workshare, only to have contracts screw you later)? Can they correct issues when they arise?  Do they have your back?  Are you worried about bringing them into outside meetings?  If you find yourself only providing half the story to them, or not cc’ing them directly with the client or prospect, something’s not right.  Either you aren’t acting above board (and why not?) or you instinctively don’t trust them.  Figure that out.

HONESTY

Different than trust in that you must ask yourself if the person is upfront with you.  Can they really do everything that the SOW says?  Or are they honest about their company’s shortfalls?  Do they turn down opportunities that aren’t a good fit for them?  Are they going to go rouge and directly contact the end client without communicating with you ahead of time?

COMMUNICATION

This is the heart of practically any human issue.  Can you effectively communicate?  Your styles may be different, but do you understand what the other is saying completely?  Do they go dark on you?  Do you understand their language?

LIKEABILITY

Unless you are a glutton for punishment (who are we kidding, you are a little if you are in GovCon!), part of what makes relationships work is the fact that you just plain like them.  Why spend your time, resources or even mental energy on someone you don’t like?  Life is too short to work with jerks.  And as a business owner, you didn’t get into business to deal with people you don’t like.  Just the opposite.
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What’s interesting is that the above is applicable towards finding new friends, new romantic partners, new relationships.  Why treat your business relationships any differently?
Cycle out the relationships that don’t work and focus your energy on expanding the ones that do.

If you’re looking to forge new, successful partnership this year, reach out! I’m happy to recommend a few of the greats! [email protected]