100% of Nuthin' is Still Nuthin'

One of the secrets to getting your foot in the government contracting door is partnering. Yet, I still find that many entrepreneurs are reluctant to partner. Some entrepreneurs would rather have 100% of "nothing" that 49% of "something" and the possibility of moving on to bigger and better things.

Partnering with the Primes:
One of the best ways to get started in the world of government contracting is to become a sub-contractor for a company that already has a government contract. Federal contracts for more than $500,000 may require that a portion of the contract be set aside for small and disadvantaged businesses. Many large Prime Contractors have Small Business divisions that are searching for small, minority and/or disadvantaged business partners to fulfill the "set-aside" requirement. You may find it beneficial to Google some of the large government contracting organizations like Boeing, Pratt & Whitney, Raytheon, General Dynamics, Northrop Grumman, the Battelle Memorial Trust, etc. and search their sites for the small business office.

A successful track record a sub-contractor, or even as a sub of a sub, can open the door for greater opportunities in the future. Especially in the area of critical components, contracting officials are looking for proven capabilities.

Skill Partnering:
Many times a person with a particular skill (machinist, carpenter, painter, plumber, etc.) will start a small business without understanding that it takes more than producing an exceptional service or product to succeed in business. Even if the entrepreneur has an exceptional range of aptitudes and skills, as business increases, he/she may find that one person simply does not have the time to devote to the variety of job functions necessary to manage a growing successful business. Recruiting partners with marketing, accounting, administration, human resources, etc. skills may be a good way to bring extra capital and expertise into the new business enterprise.

An entrepreneur may make the best widgets in the world, but unless he/she can also negotiate the beauracratic mountain of paper work associated with government contracting, he/she will not be successful. Having a partner that has the aptitude and inclination to complete government applications is a definite advantage.

Co-Opetition:
One of the new buzz phrases in the business world is "co-opetition." It suggests that businesses need to find ways of collaborating with their competition. Are their tasks that your competitor can do better than you? Are their tasks that you can do better than your competition? Why not network those strengths to win contracts that neither of you could win singularly? You can choose to compete on projects where it makes sense to compete. But, their may well be larger, more lucrative contracts that neither of you can win unless you engage in co-opetition.

Business Networking:
Do you belong to associations and organizations that provide the opportunity to network with successful business leaders in your field? Do you attend and exhibit at trade shows and conferences that let others in your industry know who you are and what you do? Do you belong to your local chamber of commerce?

Stephen Covey in his Seven Habits of Highly Effective People refers to this as "Sharpening the Saw." If you don't take time today to sharpen your saw, you will lose productivity and effectiveness tomorrow. Iron sharpens iron. Associating with sharp people will make you sharper. Networking works.

Government Contracting Resources:
Tinker AFB Small Business Office - http://www.tinker.af.mil/sbo.asp
Vendor Notification Service - http://www.fbo.gov/EPSVendorRegistration.html

Federal Business Opportunities - http://www.fbo.gov/index.html
Federal Acquisition Regulations Site - http://farsite.hill.af.mil/