Successful partnering between prime contractors and small businesses is a complex challenge.
In the federal contracting industry, many companies and professionals who have worked together for years understand the ins and outs of the relationships between prime contractor and sub-contractors, and the ways small businesses and large businesses establish formal and informal ways to connect.
For those who are new to the industry, or just need a refresher, the best way to find out how to forge business relationships in the federal contracting space is to ask an expert. In particular, we thought it would be helpful to speak with someone who understands how to manage and grow a small business, yet also understands the priorities and business practices of established prime contractors.
We turned to Mr. Jay McCargo, who has over 25 years of experience as a Senior Executive in both small and large government contractors. Mr. McCargo is currently President and CEO of ARServices, and he has also held executive roles at AT&T Government Solutions, WAM!NET Government Services, NCI Information Systems and Unisys Federal Systems.
We had the chance to sit down with Mr. McCargo to talk about the challenges small businesses face, and the opportunities they have, in the federal contracting market. In the first of a two-part podcast, we talked about ways for small businesses to differentiate themselves in a competitive market, how to target and select the best prime contractors for potential partnerships, and what characteristics prime contractors look for when courting small businesses for federal opportunities.
Listen to the podcast below to learn what it means to be a teaming partner. Some of the advice may surprise you.