There’s more to teaming than a current opportunity

About a year ago, I decided to start pursuing government contracts as a method to diversify my workload and revenue stream. Since my firm is brand new to the government contracting arena, I recognized that going in as a subconsultant would be the way to go.

Prior to starting my business, I spent 15 years as a in-house marketer for various architectural, engineering and construction firms. I’ve been at large and small companies and have been on “both sides of the desk” in terms of teaming. When I was with the smaller, certified firms, I would spend time developing relationships with the larger firms to find a fit for our respective companies. As a rep for the larger firms, I would spend time vetting firms that were looking for teaming opportunities.

One of the MBE firms that I was with used a phrase that stuck with me; he said “I’m qualified before I’m certified.” I also heard that phrase packaged differently; lead with your qualifications but close with your certifications. The approach that I was taught when seeking a teaming opportunity was to 1) find who the players are for a given opportunity and 2) provide relevant information that will tell why your firm is a qualified team member. I got in this business before folks had email so I remember setting up a merge file to fax letters to folks to say 1) we’re interested in this opportunity, 2) we’d like to team with you, 3) these are the relevant projects.

Not everybody said “yes” and that was OK because there will be other opportunities and the planning for those projects begins now (or at least it should).

When I wasn’t trying to get on teams, I was getting calls for folks looking to join my team. Some used the approach I was taught and others didn’t. The ones that got considered for opportunities were the ones that clearly stated what they brought to the table.

Here we are years later and I hung up a shingle. I have been included on some proposals; I credit the relationships that I have with folks & appreciate the fact that they are giving me a shot. One of these pursuits will end up in a win. That first project will lead to other projects

Tools ‹ Kupchamkt’s Blog — WordPress

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Sharing knowledge

When I launched my business earlier this year, my challenges (as with other startups) included generating workflow that would create income. I booked a series of seminars at various venues throughout New York State that are targeted to architectural, engineering and construction firms. There are an assortment of items that I’ve picked up through my 15 years as a marketer in the AEC industry coupled with the studying I’ve done for the CPSM exam.

The topics include the following:

• Using Market Research to Prepare an Effective Marketing Plan – In this seminar, attendees will learn about research methods that can be incorporated and which components are crucial to a marketing plan.
• Finding Clients & Building Teams – In this seminar will build on some of the topics that were covered in “Using Market Research to Prepare an Effective Marketing Plan” but will also integrate steps to effective networking, client relations, targeted teaming and competitive analysis.
• Proposal Hints & Tips – This session integrates some of the items covered in “Using Market Research to Prepare an Effective Marketing Plan” and “Finding Clients & Building Teams” but will also incorporate tips and lessons learned on preparing responses to Requests for Proposals.
• Getting the Word Out on Your Firm & Accomplishments – In this session, attendees will learn about creating an effective press list, which means of publicity will give a firm more bang for its buck and developing an effective social media program.

I booked dates from August through November at the following locations:  Fredonia, Hudson, Rochester, Johnstown, Bronx, Elmira, Staten Island, Brooklyn, Hudson, Buffalo, Potsdam, Jamestown and Binghamton. Corresponding dates and registration links can be found at http://bit.ly/9a3B5N.