Becoming a Federal Subcontractor Moderator: Stephanie Lewis, SBA-Government Contracting Tom Martinez, SBLO, Bell Helicopter Textron Inc. Greg Kuhn, Vice.

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Presentation transcript:

Becoming a Federal Subcontractor Moderator: Stephanie Lewis, SBA-Government Contracting Tom Martinez, SBLO, Bell Helicopter Textron Inc. Greg Kuhn, Vice President, Halff Associates, Inc Debbie Newberry, Manager, DynCorp International Rita Phillip, Supplier Diversity Officer, Zachry Constr. Barbara Gill, President, Gill Digital Services

Marketing Strategies Use established resources Do your homework Know your client and what services they need Stick to your strengths Don’t be a stranger but don’t call obsessively (neither approach will work). Know who your competition is Learn to know when you’re making progress and when you are not. Learn when to move on. Realize that there is turnover in personnel. Think ahead; anticipate needs. Have patience (know contract terms) Consider partnering and lower tier contracting.

Panel Question #1 What is your primary method of finding a new small business to utilize?

Panel Question #2 From your experience with small businesses, what is the key to those that are successful at getting federal subcontracts?

Panel Question #3 What is the #1 mistake that you see small businesses make when first trying to market their business to large prime contractors such as your company?