Seeking subcontracts with prime contractors can be an effective government contracts strategy, but not always easy to do.  Prime contractors are required to subcontract a portion of each contract with various types of small businesses (e.g, woman-owed small business, 8-a, veteran-owned small business, etc).

Most major prime contractors have a page on their web site where you can register to do business with them.  You can find a list of the top prime contractors at Washington technology. You can do this but it does not guarantee business and many small businesses become discouraged when they do not hear back.  The reason is that many firms register with these sites and while the information is given to the firms various program managers, those managers tend to choose firms that they know.  They are wiling to work with newcomers but you must do your part to make them aware of your experience and strengths that you can bring to their team.

Here are some tips:

Make sure you prepare a capabilities statement that provides key information about capabilities, prior government experience, and your firm’s value proposition.

Look at various listings of current prime contracts and determine if the prime might be able to use your services.  For example, look at GSA Directory of major contracts.  Then contact the company’s small business liaison and ask for name of the contract’s program manager.  Provide that person with information about your firm’s capabilities and what value you can add.

Before contacting the prime contractor or their program managers, look for them on linked in and see if any of your connections are connected with those people.  If so, an introduction would help pave the way for you.

DoD has a similar directory of prime government contracts.

Consider obtaining a GSA Schedule contract as many primes like working with firms that have a GSA contract in place.