Revealing the Secrets to Identifying Value-Added Subcontractors in Government Contracting
As government contracting evolves, the need to identify subcontractors that fulfill requirements and add significant value to your bids cannot be overstated. Dr. Curtis A. Merriweather, Jr., a recognized Game Changer by White House Policy Advisors, draws from his extensive 27-year journey in government contracting to educate entrepreneurs on this critical subject.
- Deconstruct the Opportunity
Begin by comprehensively understanding the Statement of Work (SOW), Statement of Objectives (SOO), or Performance Work Statement (PWS). It’s imperative to decode the customer’s requirements articulated in these documents. Once grasped, sketch a technical approach that addresses the specifics of the SOW, SOO, or PWS. This includes identifying necessary labor categories, the quantity of personnel required, educational prerequisites, years of experience needed, and the duration of the project or program.
2. Conduct a SWOT Analysis
Analyze your company’s Strengths, Weaknesses, Opportunities, and Threats (SWOT) concerning the contract. This introspection aids in recognizing both the internal capabilities and external partnerships needed to deliver on the contract. Remember, a strength in one context could be a weakness in another, so approach this analysis with honesty and transparency.
3. Subcontractor Identification
For newcomers to government contracting, establishing relationships is critical. Start with prior connections or recommendations from trusted sources. Utilize tools like the Small Business Administration’s Dynamic Small Business Search tool for initial leads. Understand that large businesses have established processes for identifying subcontracting partners, a practice that growing entities should mirror.
4. Establishing Contact
Outreach is crucial. Prioritize face-to-face meetings, which can occur at industry days or trade association events. Virtual introductions and platforms like LinkedIn are indispensable for establishing connections when in-person interaction isn’t possible. Don’t underestimate the power of a cold email or call as a last resort.
5. Gather Information
The goal is to ascertain whether the potential subcontractor aligns with the SOW, SOO, or PWS requirements. Inquire about their past performance with relevant agencies and discuss the possibility of them considering a subcontracting role. Ensure a Non-Disclosure Agreement (NDA) is in place before exchanging sensitive information.
6. Conduct Due Diligence
Verify the subcontractor’s active SAM registration and confirm they are not on exclusion lists. If necessary, check for an active facility clearance and perform credit checks through tools like D&B. Review their past performance references to validate their claims.
7. Proposal Support
Upon deciding to include a subcontractor, articulate expectations and the scope of work through a teaming agreement. Be clear about non-compensation for proposal contributions and deliberate on the extent of Workshare, bearing in mind the limitations of subcontracting clauses.
8. Contract Kickoff
If your bid is successful, transition planning becomes paramount. Assign roles such as program manager, address knowledge transfer, and plan for incumbent capture. Lastly, execute your program management plan, overseeing budget, scope, schedule, quality, and performance.
Dr. Merriweather’s insight showcases the nuanced process of subcontractor selection and the operational steps thereafter. While tailored for government contracting, his methodology underscores a universal truth in entrepreneurship: the right partnerships fortify success.
For those inspired by Dr. Merriweather’s guidance, the journey into government contracting awaits. The 8-Figure Government Contracting Online Community extends its invitation to join a platform dedicated to entrepreneurs eager to bridge the gap to government contracting success. Here, you’ll access a repository of knowledge, mentorship, and support that can accelerate your business profitability and growth.
Today, join the 8-Figure Government Contracting Online Community, 8figuregovcon.com, and take your first step towards government contracting mastery.
Please reference YouTube video: https://www.youtube.com/watch?v=VR-g46tq1dE
