TEAMINGJun 9, 202613:37
Federal Subcontracting Strategy That Gets You in Front of Project Managers Who Actually Pay
0:0013:37
Featured guest
Zack Golden
Zack Golden joined Eric Coffie on this episode.
About this episode
Federal subcontracting opportunities on SBA's SubNet are one of the most underused tools in govcon, and most small businesses walk right past them. In this episode, Zack Golden breaks down a systematic, research-first approach to identifying large primes with subcontracting plans, getting in front of the right people, and positioning your business as the dependable boots-on-the-ground partner primes actually need. What you'll learn in this episode:
Show notes & timestamps
- 0:00Mindy AI intro and Federal Help Center community welcome
- 0:53How to use SBA SubNet to find subcontracting opportunities
- 2:22Filtering SubNet by state, keyword, and industry type
- 2:52Directory of federal prime contractors with subcontracting plans explained
- 4:21Deep research strategy for targeting specific prime contractor projects
- 5:19How to reach project managers and what to say when you do
- 6:18How GE Hitachi became a real client through persistence and quotes
- 6:48Why large primes have mandatory small business subcontracting requirements
- 7:18Supplier portals and why registering before meetings is essential
- 8:44Using expiring contracts and NAICS codes to find targeted opportunities
- 10:12IDIQ and MAC vehicles as leverage for regional subcontracting in construction
- 12:34How to approach prime contractor project managers with subcontracting proposals
