Why Partner?
Strategic partnerships allow small businesses to:
- Pursue larger contracts beyond individual capacity
- Combine complementary capabilities
- Meet subcontracting requirements
- Gain experience and past performance
Finding the Right Partners
Look for partners who:
- Have complementary skills or certifications
- Possess relevant past performance
- Share similar business values and work styles
- Have established relationships with target agencies
Types of Partnerships
- Prime-Subcontractor: You as prime, partner as subcontractor (or vice versa)
- Joint Venture: Formal legal entity for specific opportunities
- Mentor-Protégé: Through SBA programs like 8(a) or All Small Mentor-Protégé
- Teaming Agreement: Non-binding agreement to pursue opportunities together
Approaching Potential Partners
- Research their past performance and current contracts
- Attend industry events and networking functions
- Reach out with a clear value proposition
- Propose a specific opportunity or capability gap you can fill
Structuring the Partnership
Clearly define:
- Roles and responsibilities
- Work share percentages
- Pricing and payment terms
- Intellectual property rights
- Dispute resolution processes
Best Practices
- Start with smaller opportunities to build trust
- Maintain open communication
- Deliver on commitments
- Document everything in writing
- Focus on win-win outcomes