Tip of the Day - Partnering

At times there will be bids that you want to go for that you either can’t provide all of the services required, or that you feel you won’t stand a chance without partnering with another organisation.  In both cases you will need a partner organisation to be able to try and win the service.  How do you chose the right partner though?

First of all, think about what your organisation brings to the table.  What are your strengths and weaknesses, particularly in the context of the service you are bidding for?  Then try and identify organisations that can fill the gaps in your weaknesses and be able to present a credible bid that satisfies the needs of the commissioners.  It may be that your weaknesses are considerable and that you need to find a partner is willing to take you on as a minor player.

That brings us to the second point, how do you want a relationship with another organisation to look like?  Assuming you have found a willing partner you need to decide what model this relationship will take.  Options include:

·         One organisation takes the lead and the other is a sub-contractor

·         A joint venture model – though this takes time to set up properly

·         A loose partnership arrangement that will be solidified should you win the service

That doesn’t cover everything but gives you an idea of the questions and things you need to think about before heading in to a partnership.