Once the relationship is established, to maintain cohesion, unity, and pre-position the partnership with target clients, be prepared to go on joint marketing calls. This will help show that all parties are committed to the client’s success.
Other cooperative activities can include:
- Training and workshops at the client site.
- Developing a joint brochure.
- Launching a digital campaign.
- Securing speaking engagements.
Engage with the client early and often. Be sure to follow up after meetings and phone calls with an email.
Be mindful of the customer’s perception. Consider the history of the relationship with your partner, and be aware of potential or existing conflicts of interest.
When presenting your union to your customers, you’ll need a believable narrative about why you are partnering. Be honest and emphasize the ways your teaming arrangement works well. Focus on positive aspects like commitment, reliability, integrity, sincerity, consistency, and competence, as these criteria are elements that solid partnerships are built on.
Build an actionable joint pipeline with a goal. Be prepared to share leads, opportunities, and potentially determine how a mentor-protégé program may play into your relationship. Schedule regular meetings to stay disciplined and use them to review goals, plans, and deals.
When partnering on government contracts, there are a few other best practices to consider. Keep in mind that according to the Small Business Administration, a joint venture is limited to accepting contracts within a two-year period, but the joint venture may take on as many contracts as they wish within that period. In addition, partnerships can increase both parties’ chances of winning a government contract because of your combined past performance on similar projects.
Following these tips will give you a leg up when searching for the right tactical or strategic partner.