Be What a Prime Looks for in a Sub

If you're hoping to seal the deal on some subcontracting work, there are things you can do to improve your chances.

Becoming a subcontractor takes hard work, persistence and a thick skin for rejection. Even when you do everything "right," you may still be passed over simply because you don't fit the profile of what the prime is looking for.

In deciding whether to use a sub, and which sub is right for the job, primes look at a variety of issues. Should they make or buy? Is it going to be less expensive for them to go out of plant to get the work done? Are there union issues? Is the technology such that they can only buy or use a sub? Does the potential subcontractor have the needed technical ability and qualifications to do the work? Are there socioeconomic considerations in making a decision, like using small, minority-, women-, service-disabled-, and/or veteran-owned, businesses?

Our advice, then, is to prepare yourself and your company to look and function its best so you are ready to take advantage of an opportunity when it comes along. If you are serious about turning the opportunity into a subcontract, be prepared to burn the midnight oil.