September 4, 2018 - We have all heard the expression, Always A Bridesmaid, Never A Bride - and the same holds true in federal contracting when it comes to sub-contracting. Some firms are stuck in this role in perpetuity and never find a direct route to the customer. As a Sub-Contractor, Primes will dictate your price, typically much lower than even your discounted rates, making your margins ultra thin. It's not always the best place to be. So, consider the following:
1 - Secure a contract vehicle that your customer prefers such as a GSA Schedule to enable direct purchases;
2 - Pursue opportunities in the early "Sources Sought or RFI" stages before it graduates to an RFP;
5 - Strategically position your firm for opportunities at or below the SAT, Simplified Acquisition Threshold;
6 - Submit a competitive and compliant proposal and ask for a debrief to understand your areas of improvement;
7 - Network and attend events where you can meet federal decision makers;
8 - Join associations and organizations where you can meet federal decision makers;
9 - Repeat the steps above. Federal contracting takes time and grit!