5 Steps to Becoming a Subcontractor on 'Awarded' Contract Vehicles | It's Never Too Late

Summary

In this federal sales training, Neil McDonald debunks myths about contract vehicles, emphasizing their strategic importance for business growth. He outlines a five-step process to identify and engage with contract holders, advocating for building relationships and demonstrating value to secure subcontracting opportunities. The training provides practical tips for navigating the complex world of government contracting, encouraging attendees to leverage existing contract vehicles rather than solely focusing on new ones.

Takeaways

• 🚀 Focus on both new and existing contract vehicles for business growth, not just the new ones that are getting attention.
• 🔍 Dispel myths about contract vehicles, such as the belief that once a team is formed, it's unchangeable, and that primes do not need more partners.
• 📈 Understand that there are over 100,000 contract vehicles, not just the well-known 'best-in-class' ones, offering many opportunities for subcontracting.
• 🔎 Opportunities are not solely listed on SAM; a significant portion of them are on contract vehicles and other portals, so diversify your search.
• 🤝 Building relationships with prime contractors can position you at the forefront when they have a need, even if they don't currently.
• 🛠 Use specific strategies to get on contract vehicles, such as identifying the vehicle, finding contract holders, getting points of contact, and reaching out.
• 📝 Know your value proposition clearly when approaching potential partners, and be prepared to demonstrate how you can add value to their team.
• 🔑 Don't limit yourself to one teaming partner; engage with multiple to find the best fit and increase your chances of success.
• 🔄 Follow a repeatable process for government contracting: research, target, outreach, and repeat until you establish strong partnerships.
• 🗂️ Stay updated and subscribe to relevant newsletters and resources to keep abreast of changes and opportunities in government contracting.
• 🌐 Utilize online tools and resources, such as GSA's eLibrary and other portals, to find information on contract vehicles and their holders.

Q & A

What are contract vehicles and why are they important?

Contract vehicles are pre-negotiated agreements used by government agencies to procure products and services. They are important because they streamline the procurement process, saving time and resources for both the government and contractors.

What is the common misconception about the formation of contract vehicle teams?

A common misconception is that once a contract vehicle team is formed and awarded a contract, it remains unchanged. However, teams often evolve due to factors such as new technological needs or turnover among team members.

Why should companies focus on existing contract vehicles as well as new ones?

Focusing on existing contract vehicles can provide immediate opportunities to grow your company. These vehicles are already active and can offer subcontracting opportunities that do not require waiting for new contracts to be awarded.

What are some myths about contract vehicles that need to be demystified?

Myths include the ideas that once a team is formed it does not change, primes do not need more partners, and there are only a few contract vehicles available. In reality, teams evolve, primes continuously seek new partners, and there are numerous contract vehicles beyond the most well-known ones.

How can a company become a subcontractor on a contract vehicle?

To become a subcontractor, a company should identify and reach out to primes that hold the contract vehicle, demonstrate their value and expertise, and build relationships to position themselves for subcontracting opportunities.

Why are contract vehicles preferred by many government buyers?

Government buyers prefer contract vehicles because they offer a streamlined procurement process and often represent a pre-approved pool of vendors, making it easier and faster to acquire necessary goods and services.

What steps should be taken to get on a contract vehicle?

The steps include picking a contract vehicle, finding which companies have won that vehicle, identifying points of contact, reaching out to them, and developing multiple teaming partners.

What should companies consider when building relationships with primes on contract vehicles?

Companies should consider the prime’s needs, such as specific expertise or agency presence, and position themselves as valuable partners by showcasing their strengths and how they can help the prime win more task orders.

What are some benefits of being a subcontractor on a contract vehicle?

Benefits include low administrative overhead since the prime handles interactions with the government, the ability to focus on delivering subject matter expertise, and building past performance in the federal market.

What is the significance of outreach in the context of contract vehicles?

Outreach involves contacting primes and establishing connections to explore subcontracting opportunities. It is essential for building relationships and finding the right teaming partners who can help you access and succeed in contract vehicles.