During the past three years, there has been a profound change in the way bidders use subject matter expert (SME) talent. Previously bidders occasionally made use of SMEs. However, there is now a dramatic increase in the use of SMEs, especially by small and medium-size business.

Where do SMEs fit into the Business Development Process?

This past fall, I completed a survey of what companies are doing to survive in the post sequestration era. I heard small and medium-size businesses say again and again: “There are three parts of the process to capture a contract. Study the customer; study the program; and hire an SME to put it together.”

What Type of SMEs do Bidders Use?

Bidders use whatever type of SMEs they need to fill in the missing element needed to win the contract. This may be a person intimately familiar with the customer, the program, the process, or the technology.

How can Bidders find SMEs?

Most SME service is provided by consultants engaged through an agency. There is a risk to using independent talent, because this talent usually can’t be well vetted.

Blocks to the use of SME Talent.

Some businesses fail to engage badly needed SME talent because of the cost. On the Washington, DC area market, prices usually range from $175 to $250 or more per hour.

The Cost of not using SME Talent

Those businesses that fail to use this talent are often making a strategic mistake. They could profit by finding a way to use it. This can include biding less to be able to afford these contract-winning resources. Or finding a way to at least utilize a minimum number of hours to gain added insight. Further, if companies can plan in advance, they can often find the talent at a lower rate.

In the words of the adage, “the race is won by the swift, and the victory goes to the strong.”