Small Business: Trickle-down Economics

By Rudy Sutherland

‘…you need to be smart, focused and critically selective about how you pursue opportunities, the structures you use to align with partners and generally how you spend your time pursuing and doing business.’

What is the net-effect of reduction in federal agency spend? A: subcontractors aren’t as necessary.

Since subcontracting is the life of Smalls, you need to become smarter and better at developing industry relationships with Prime Contractors and gleaning information about upcoming opportunities.

As I have stated time and again in previous posts; when the government tightens its belt, it applies more efficient acquisition methods and favors companies with existing contracts such as the GSA Schedule, BPAs or IDIQs. If you don’t have one or more of these, you need to venture with a firm(s) that do.

In short, you need to be smart, focused and critically selective about how you pursue opportunities, the structures you use to align with partners and generally how you spend your time pursuing and doing business.

COMPETITIVE SUBCONTRACTING

Obtaining a subcontract on a legacy contract or known solicitation with the “right” Prime contractor is a competitive process and can be quite daunting. Sending out a boiler-plate capability statement will only insure you land in your targets’ junk-mail folder. Candidate firms (Small & Micro) desiring to stand out and be competitive must provide the right information as a synopsis that is both targeted and compelling.

ALJUCAR & Co. has solid relationships with a volume of large & medium size Prime Contractors in various disciplines looking for the “right” subcontractor(s). Historically, to liaise our client base, we offer ‘Prep & Representation Services’ – we are now expanding this service offering to a select group of Small & Micro businesses.

We utilize either an hourly or retainer arrangement; attempting to bring a practical solution to the realities that sound small business face to remain competitive. To request a discrete consultation, please email your request along with your most recent capability statement to emily.parcell@aljucar.com and you will be contacted with next steps.

ALJUCAR & Co.

http://www.aljucar.com/

202.505.2182

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