Going from Subcontractor to Prime Contractor

  |  April 1, 2011

Small businesses frequently wrestle with the question of how and when to become a prime contractor.  This challenge faces any small business experiencing growth and development.  Successfully meeting the challenge opens doors to a new career of expanded scope and revenue.  Failing in the attempt wastes precious resources and may consign a smaller company to a perpetual role as a second-tier provider.

We realize any management consultant could write a book on the subject of becoming a prime contractor. However, our present purpose is to address it briefly, attempting only to highlight the main considerations.

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The Four Quarters of Federal Selling

  |  April 9, 2009

Different sales methodologies have been rolling around in my head lately as I have been thinking about how technology manufacturers should best focus their efforts in the government sector. Read More

Early Stages of the Procurement Process Part 2

  |  April 1, 2009

Budget Approval through Notice to Proceed
This is the fourth and final in a series of articles on the advantages of starting early in the procurement process.  In previous months, I showed the advantages of starting early in procurement cycle to maximize the probability of a win for your company. Read More