Vetting Teaming Partners in Government Contracting
In government contracting, forging the right partnerships can be a game-changer for your business. Teaming agreements allow small businesses to pool their resources, capabilities, and expertise to compete more effectively for large contracts. However, not all potential partners are as credible or as capable as they might appear. Vetting a potential teaming partner thoroughly is crucial to ensure they are the ‘real deal’ and not just a shell company. Let’s walk through the process of thoroughly vetting teaming partners in the government marketplace.
Verify Registration and Credentials
Begin your due diligence by checking if the potential partner’s registration is active in the System for Award Management (SAM.gov). Here, you can verify their business status—whether they’re claiming to be 8(a), Woman-Owned, Veteran-Owned, Service-Disabled Veteran Owned, Disadvantaged, Tribal, or HUBZone—this information will be visible in their profile. It’s important to note their North American Industry Classification System (NAICS) codes as well; this will tell you if their expertise is focused or too dispersed, which can be a red flag depending on their claimed capabilities.
GSA Schedule Verification
If a potential partner claims to have a GSA Schedule, verify this by looking them up in the GSA eLibrary. This resource allows you to pull down their price list and review their offerings. The General Services Administration (GSA) does a comprehensive vetting of companies, their past performance, and their pricing before accepting them onto the schedule. However, remember that not having a GSA Schedule doesn’t necessarily preclude a company from being successful in government contracting, but if they claim to have one, it’s essential to confirm.
Analyze Contract Performance
Dive into their contract history over the past five years to assess their actual performance—this includes looking at specific awards rather than just contract vehicles they’re listed under. You might need to consider that some work, especially if they contract with the Department of Defense (DoD) or Intelligence Community (IC), may not be publicly posted. You can also explore their role in subcontracts and the primes who have hired them, which provides insight into their network and reputation in the industry.
Consistency in Expertise
Evaluate whether their contracts are within a consistent area of expertise. A partner that has spread themselves too thin across unrelated fields might lack the depth of knowledge needed for specialized government contracts. On the other hand, a focus on specific areas like IT, cybersecurity, medical supplies, construction, or logistics indicates a more in-depth expertise which is crucial for delivering quality services under government contracts.
Commercial Experience and Reputation
Check their website and other marketing materials for evidence of commercial past performance. Some businesses may operate exclusively within the federal market, but having a diversified portfolio that includes commercial experience can be a sign of a robust and reputable business. This can also give you a glimpse into their broader capabilities and market reputation outside of federal contracts.
Assess Professionalism and Reliability
Meeting potential partners multiple times in various settings can provide critical insights into their professionalism and reliability. Observe their punctuality, consistency in appearance, and communication style in different scenarios—whether in person, over Zoom meetings, or during networking events. Assess if they are transparent about both the positives and the challenges of working together. Equally, gauge if there’s a mutual business exchange, if they include you in industry conversations, and how they handle competition within the same network.
The Role of FedBiz Access
Choosing the right teaming partner is akin to entering a marriage in the business world; it requires patience, thorough vetting, and a clear understanding of mutual business goals. At FedBiz Access, we are dedicated to supporting small businesses in the government marketplace to navigate these challenges effectively. Our clients particularly appreciate using the Market Intel Database, which provides an easy-to-navigate platform and offers a deeper dive into locating potential teaming partners. With over 23 years of experience, FedBiz Access is the leading government business development firm, providing invaluable assistance in helping our clients select the right NAICS codes and maximize their potential to win government awards.
If you need expert guidance in the government marketplace or assistance in vetting potential teaming partners, schedule a complimentary consultation with a FedBiz Specialist today. Let us help you make informed decisions that will pave the way for successful government contracting partnerships.
