MONDAY MORNING CONTRACTING TIPS

by Dannie E. James Sr.
Government Business CoachSultants LLC


Who’s your potential teaming partner?
Missing Middle’ companies to get help with federal contracts

The U.S. intends to increase competition for contracts by reaching out to “medium-sized” businesses that can’t use incentives reserved for smaller firms and aren’t large enough to compete against the large vendors.

The General Services Administration, the agency that bought $52 billion in goods and services for the federal government last year, plans to focus on the issue in May.

There are numerous businesses all over the country that have never seriously considered entering into the government market, nobody has ever reached out to them to develop a partnership arrangement that will benefit both companies. Most companies from a commercial background throw their arms up and say, ‘let’s forget it, it’s too long of a cycle, it’s too expensive for me to figure this out,’

Many medium-sized companies, a difficult-to-define segment GSA officials dubbed the “missing middle,” haven’t bid for government work because of misconceptions, a lack of knowledge about the process or a perception of bureaucratic gridlock.

Companies with more than $35 million in annual revenue or more than 500 employees typically can’t qualify for government programs aimed at steering federal contracts to small business.

Small Disadvantage Business with certifications best strategy is to identify these companies that would provide the government with a solution and present them with a value proposition that will support the growth of both companies.



Identify who’s your potential teaming partner.



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