Winning a government contract as a small or new business can be challenging — especially when you're competing against experienced federal vendors. But there’s a smart way to break into the market without going it alone:

👉 Subcontracting and teaming.

In this article, we’ll explain:

• What subcontracting and teaming are
• How they help you build past performance
• Where to find opportunities to collaborate
• Why big contractors are actively looking for small partners

What Is Subcontracting?

Subcontracting means you work under a prime contractor who holds the main government contract. You’re not the lead, but you’re paid to perform a specific piece of the work.

Example:
A large IT company wins a federal cybersecurity contract and subcontracts a smaller firm (you) to handle compliance documentation.

✅ Pros:

• No need to manage the full project
• Gain real government experience
• Build relationships and credibility
• Often quicker to win than bidding as a prime

What Is Teaming?

Teaming is when two or more businesses combine forces to pursue a government contract together — usually through a teaming agreement or joint venture.

One company usually leads the bid, and the other(s) provide specialized support.

Teaming makes you more competitive by:

• Filling experience or capability gaps
• Meeting size or certification requirements
• Increasing capacity for larger projects

Why Large Primes Want to Work with Small Businesses

Federal agencies often require prime contractors to subcontract a portion of the work to small or disadvantaged businesses (WOSB, SDVOSB, 8(a), etc.).

This creates real incentive for large companies to partner with you — especially if:

• You have a niche skill or local presence
• You hold a certification they don’t
• You help them meet contractual small business goals

Where to Find Subcontracting Opportunities

✅ 1. Search Existing Prime Awards

• Use USAspending.gov or SAM.gov to see who has already won contracts in your industry
• Reach out and introduce your company as a potential partner

✅ 2. Explore SubNet

• The SBA’s SubNet portal lists open subcontracting opportunities from large primes

✅ 3. Attend Industry Events

• Look for matchmaking events or federal small business expos
• Many primes attend specifically to meet small subcontractors

✅ 4. Use GovTenders

• We highlight large awards, prime contractors, and past winners in your niche — so you can reach out strategically

How to Introduce Yourself to a Prime Contractor

Send a short, professional outreach message that includes:

• A 1–2 sentence summary of your business
• Relevant certifications (WOSB, 8(a), etc.)
• NAICS codes and core competencies
• A link to your capability statement

📎 Bonus: If you’ve identified a contract they’ve won — mention how your skills align with their project.

What to Watch Out For

⚠️ Protect your interests. Always get subcontracting terms in writing.
⚠️ Be clear on your scope of work and payment terms.
⚠️ Don’t rely only on one prime. Build relationships with several.

GovTenders Helps You Find the Right Partnerships

With GovTenders, you can:

• 🔎 Identify top-performing primes in your category
• 🧩 Track upcoming opportunities for subcontracting
• 📬 Access filtered opportunities suited to small business teaming
• 📁 Build a subcontractor-friendly profile you can reuse

Next: Staying Compliant and Delivering Value

Once you win (or support) a contract, your next goal is execution. In the next article, we’ll cover how to stay compliant, deliver on your promises, and build a reputation that leads to repeat awards.

👉 Stay tuned for “Staying Compliant and Delivering Value”.