The Deep Dive Video for “Convincing a Prime To Put You On Their Team: How To Strategically Position and Market Your Company” provides small business leaders with comprehensive strategies for building successful government teaming partnerships with prime contractors. Deep Dive Videos are 1+ hour in length and represent the most comprehensive training videos available in the Federal Sales Training Center. This video moves beyond basic introductions to explore how small businesses can strategically position themselves as valuable partners who make prime contractors more competitive when pursuing government contracts. The presentation covers the complete teaming activity flow – cultivation, positioning, value demonstration, business intelligence gathering, and the Introduction and Capability Statement development – showing how each step builds toward convincing a prime contractor to include your company on their team.

The resource addresses the five functional areas prime contractors evaluate: market acumen, back-office maturity, competencies, quid-pro-quo relationships, and acquisition differentiators. Through the Teaming Triangle framework and real-world case studies, the video demonstrates how business intelligence and competitive positioning create differentiation that resonates with prime contractors evaluating dozens of potential partners. Practical guidance covers relationship cultivation, website optimization for teaming partnerships, face-to-face meeting strategies, and how to develop an Introduction and Capability Statement that communicates your value across multiple business dimensions. Whether you’re new to government teaming or looking to strengthen existing partnerships, this training helps professionals understand that success comes from making your prime contractor more competitive – not from what you sell – positioning you to win government contracts through strategic teaming arrangements.