The Highest ROI Phone Call in Government Contracting

Why is calling potential teaming partners such a high ROI activity?

Because one phone call can accomplish several things at once.

It expands your network. It gives you more options for pursuing contracts. It helps you understand who's actually capable of performing the work. And most importantly, it starts building relationships you can use again.

Let's say you're bidding a contract and need a subcontractor to perform part of the work.

You make five phone calls and find a great company.

Maybe you don't win that particular contract.

That doesn't mean those phone calls were wasted.

You now have another company in your network that you can potentially call for the next opportunity and the one after that.

One good teaming relationship can pay off for years.

How do you know which teaming partners are actually worth calling?

Don't just start calling every company you find.

Do some research first.

I want to know whether they have relevant experience, whether they actually perform the work themselves, whether they appear to have enough capacity to handle the project, and whether they're responsive.

I'm also thinking beyond the immediate opportunity.

Could this company become part of my long term network?

That's important because the real value isn't finding a subcontractor for one proposal. It's gradually building a network of reliable companies you can call whenever you need them.

The larger and stronger that network becomes, the more bidding options you have.

How do you get a subcontractor interested in quoting your opportunity?

Don't immediately call someone you've never spoken with and start asking for pricing.

Have a conversation first.

I like to think about the initial call in four parts.

Introduce yourself.

Explain the opportunity.

Explain why you're specifically calling them.

Then ask whether they're interested before asking them to provide pricing.

That last part matters.

You want them to understand that you did some research and believe they're a legitimate fit for the opportunity. You're not simply calling a list of fifty companies asking everyone for a quote.

Once they're interested, you can talk about the solicitation, schedule, requirements, and what you'll need from them next.

Why do so many teaming calls fail?

Usually because the contractor approaches the call incorrectly.

Poor preparation is a big one. If you can't clearly explain what you're bidding and why you're calling this particular company, it's difficult for them to take the opportunity seriously.

Another mistake is talking too much.

You're trying to determine whether there's a fit. You don't need to give them your entire life story or explain everything you know about government contracting.

Contractors also ask for too much too quickly.

If your first interaction with someone is asking them to spend several hours preparing a detailed quote, don't be surprised if they aren't excited about helping you.

And don't sound desperate.

You're looking for a good partner, not begging someone to work with you.

Every call should also end with a clear next step. Both sides should know exactly what happens after you hang up.

What questions should you ask on your first teaming call?

Keep it simple.

First, confirm that they actually perform the work.

Then find out whether they're interested in the opportunity.

Make sure they can meet the required schedule and have the capacity to perform if you win.

Identify the person who should be your primary point of contact moving forward.

Finally, establish the next step.

Maybe you're sending them the Statement of Work.

Maybe they're reviewing drawings.

Maybe they're attending a site visit.

Maybe they're preparing pricing.

You don't need to accomplish everything on the first phone call. You just need to determine whether there's a potential fit and move the relationship forward.

When should you start building relationships with teaming partners?

Before you need them.

If you wait until your proposal is due in four days to start looking for subcontractors, you've already put yourself at a disadvantage.

Build relationships before opportunities come out.

Continue building them while you're actively bidding.

Then stay in contact after proposals are submitted.

You should be developing this network throughout the entire year.

The goal is to eventually reach a point where a solicitation comes out and you already know who you're going to call.

That's when your network becomes a competitive advantage.

Final Thoughts

Some of the highest ROI activities in government contracting aren't complicated.

Pick up the phone.

Find companies that perform the services you need. Have real conversations with them. Learn what they do well. Give them opportunities to work with you and stay in contact even when you don't win.

Every good teaming partner you add to your network gives you another option the next time an opportunity comes along.

Make enough of those calls over enough years, and you're no longer starting from scratch every time you bid.

You're starting with a network.

About Derek James

Derek James is the founder of GovKidMethod. By age 30, he had won 32 federal contracts worth more than $15 million. Since then, he's helped small businesses win more than $75 million in government contracts by teaching practical proposal writing, positioning, and bidding strategies that contractors can actually apply.

Ready to Go Further?

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Access the free GovRFP Proposal Writing System here:
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