How to Leverage Partnerships to Win Government Contracts

In today’s fast-moving federal contracting space, one thing is clear: going it alone can limit your potential.

That’s why savvy businesses—especially small and disadvantaged enterprises—are turning to strategic partnerships to break into bigger, more complex opportunities.

Whether you're just entering the federal market or looking to scale, this guide walks you through how teaming agreements and joint ventures (JVs) can help you win.

Understanding the Two Main Partnership Structures

Teaming Agreements

A flexible, short-term collaboration where:

• One business serves as the prime contractor

• Others act as subcontractors, contributing specialized expertise or resources

Ideal for specific contract pursuits where integration isn't required beyond the project.

Joint Ventures (JVs)

A formal, long-term commitment that forms a new legal entity:

• Partners share ownership, profits, responsibilities, and liabilities

• JVs often pursue set-aside contracts under SBA rules

Best for businesses ready to integrate operations for high-value contracts.

Key Benefits of Strategic Partnerships

1. Expanded Capabilities & Resources

• Access to complementary skills, tech, or certifications

• Better positioning for large or complex contracts

• Stronger proposals with combined past performance

2. Increased Competitiveness

• Smaller firms can tap into larger partners’ experience

• Larger firms can meet set-aside participation requirements

• The combined proposal is more compelling to agencies

3. Access to Set-Aside Contracts

• WOSBs, SDVOSBs, HUBZone, and 8(a) businesses can team up to qualify

• Broader access to federal dollars reserved for small and disadvantaged businesses

4. Risk Mitigation

• Share financial and operational risks on high-stakes projects

• More resilience in complex or uncertain environments

Real Success: GreenTech Solutions

A small environmental consulting firm, GreenTech, formed a JV with a major construction company via the SBA’s Mentor-Protégé Program. The result?

✔️ Qualified for a $15M EPA contract 

✔️ Leveraged the prime’s infrastructure 

✔️ Maintained small business eligibility

Growth + Experience + Compliance.

How to Form Effective Partnerships

1. Choose the Right Partner

Look for alignment in:

• Skills and capabilities

• Financial stability

• Past performance

• Reputation and reliability

2. Craft a Clear, Legally-Sound Agreement

Include:

• Scope of work

• Roles and responsibilities

• Payment and profit-sharing

• IP ownership and confidentiality clauses

• Dispute resolution steps

• Contract duration and exit clauses

Avoid handshake deals—clarity is key.

3. Use Certifications Strategically

• Joint ventures can maintain set-aside eligibility

• Mentor-Protégé pairs can compete more broadly without sacrificing small business status

Real-World Application: SecureNet Case Study

SecureNet, a small cybersecurity firm, lacked past performance. By teaming with an established DHS contractor, they:

✔️ Used a teaming agreement to pool strengths 

✔️ Combined SecureNet’s innovation with the prime’s track record 

✔️ Secured a $10M cyber threat intelligence contract

Now they're a serious player in future federal opportunities.

Compliance Considerations

• Structure JVs carefully (LLC, corporation, etc.)

• Know SBA rules around affiliation and control

• Ensure eligibility for size standards

• Maintain full documentation for audit-readiness

Final Word: Partnerships Are Growth Multipliers

Strategic partnerships aren’t just about sharing resources—they’re about scaling smart, mitigating risk, and winning contracts you couldn’t land alone.

Whether it’s a one-time teaming agreement or a JV built for long-term wins, the right collaboration could be your next competitive edge in the federal marketplace.