Whatever
your product or service, and whatever the market - whether it be federal, state
or local government - winning a share of government business can be a complex
and time-consuming process.
And
no matter how lucrative government contracting can be, for many small business
owners the prospect of contracting directly (called 'prime contracting') with a
government agency is simply not within their capacity or scope.
This
is where government subcontracting comes into play.
As
a small business, your best bet for winning a government contract can often be
to partner or subcontract with another government contractor - one who has
experience and an established network of government contacts.
And
this doesn't mean that you'll get a smaller piece of the pie either. The
government's goals for subcontracting to small businesses are actually higher
than they are for prime contracting. For example, the Department of Defense
subcontracting goal for small businesses in 2009 is 37.2 percent, compared to
22.3 percent for prime contracts (source).
Not
only can subcontracting be profitable, the experience gained can help you
improve your government procurement know-how and prepare you for prime
contracting opportunities down the road.
Below
are some tips to help you understand the process of government subcontracting
and where to find the opportunities.
1. Laws that Support
and Enforce Subcontracting to Small Business
Over
the years, several laws have been passed regarding subcontracting to small
companies. These laws require that prime contractors who have contracts
exceeding $500,000 (or $1,000,000 for construction of a public facility) must
provide 'maximum practicable subcontracting opportunities to small businesses'.
For the purposes of government contracting, a small business is defined by the
Small Business Administration (SBA) according to these guidelines.
Read
more about the laws that govern the small business government subcontracting
market from the SBA here.
2. Finding
Subcontracting Opportunities
Finding subcontracting
opportunities requires a multi-pronged approach.
a) Follow
the Opportunity Databases
You
can find out about potential subcontracting opportunities through the GSA
Subcontracting Directory, which publishes subcontracting
opportunities with General Services Administration (GSA) prime contractors, or
the SBA's own Subcontracting Network (SUB-Net)
that is designed to help prime contractors and subcontractors find each other.
b) Identify
the Movers and Shakers
However,
as with prime contracting, you need to be in front of your target long before
these opportunities are published. This means building relationships and
networking with these prime contractors well in advance.
A
good way to do this is to reach out to those prime contractors who are winning
government contracts in your industry. To get the pulse on who's who in
government prime contracting take a look at FedBizOpps'
award announcements and the Federal
Procurement Data Center. These sites publish information
about government contract awards and usually include contact information for
the prime's procurement manager - the person who negotiates the contract and
the subcontracts that support it.
c) Network, Network, Network
Last
but not least, pick up the phone, network at government and prime contractor
events, and evangelize your pitch. Don't forget to include any kind of status
such as woman-owned, small disadvantaged, veteran-owned, or HUBZone business
information to your business card.
Read
more about finding subcontracting opportunities in this Small Business Government Contracting Guide from Business.gov.
3. Teaming Agreements
Another variant of
subcontracting is to form what is known as a teaming arrangement. However,
you'll need to get
a GSA Schedule contract for this, since Contractor Team
Arrangements (CTA) involve two or more GSA Schedule holders coming together
with complementary solutions or services to meet an agency's particular
requirements. Find out more about
teaming arrangements here.
4. Always Read the
Fine Print
If you do engage in
subcontracting, be sure you understand the terms and conditions of your
contract with the prime contractor - including methods of payment. It's
important to know that if the prime is late to pay you or stops payment
altogether, as a subcontractor you will have no way to seek recourse from the
government. The SBA advises subcontractors to review this payment checklist
with a prime contractor prior to signing any agreement:
-
How and when will I
receive compensation?
-
What is the
paperwork process?
-
What are my options
for payment?
-
Will I be paid via
Electronic Funds Transfer (EFT)?
-
Will I receive
progress payments (for percentage of contract completion)?
-
Will I receive
partial payments (for partial delivery of usable items)?
-
Will I receive
payment via government credit cards?
5. Get Government Procurement
Assistance in your Community
Another great resource for
small businesses is the mentoring advice offered by local *Procurement Technical Assistance Centers, which
can help you get set up to do business with the government and start building
some connections.
The SBA's district offices
also sponsor events and participate in a wide variety of procurement events.
Find the SBA
district office nearest you.
Additional Resources
-
Small Business Government Contracting Guide - Get a solid primer on government contracting,
subcontracting and teaming arrangements from the government itself at Business.gov.
-
Successful Government Marketing - A Primer for Small Business
-
Doing Business with the Federal Government: Tips for Securing Your Share During Changing Times
-
Doing Business with the Department of Defense (DoD) - A Small Business Checklist
-
Don't
forget the state and local government opportunity - *Finding Work in
Your Own Back Yard: Doing Business with State and Local Government.
-
offers a *library of articles
on the business of subcontracting, both for small businesses and the prime
contractors looking to work with them
Other Sources for Prime Contractor Contacts
- DOD
Subcontracting Directory
- DOD
Comprehensive Subcontracting Plan Test Program
(Links to prime contractor subcontracting program web sites). - Department
of the Treasury, Small Business Subcontracting Opportunities
(Prime Contractor Directory with contact information).
- Small Business Administration Sub-Net (Subcontracting Opportunity
Postings).
- *FedBiz Now
Awards
*Note: Hyperlink directs reader to a non-government Web site.
