Comments on: Is the government giving small biz a fair shake? Grow your own Thu, 26 Mar 2015 12:32:24 +0000 hourly 1 By: Jeffrey Belkin Fri, 04 Sep 2009 18:33:06 +0000 I see the biggest obstacle for SMBs to be the relative absence of a history with government contracting, or with the government agency seeking the work, compared to larger and more established contractors. Agencies are risk-averse, and want to choose a safe option, even if it may cost slightly more. SMBs need to get creative and demonstrate their value to the government, even if prices are lower than the larger competition, because the government agencies are usually required to factor in past performance on similar contracts. One strategy: find larger companies with the performance history or the agency relationship and team with them for a portion of the work. Although you won’t get the whole contract, you will start a good relationship with a prime contractor, may start a good relationship directly with the customer, and certainly will start building a good track record with the agency. And, if you see a solicitation or RFP that is not set aside for small businesses, but contains a piece of work that could be done effectively by a small business, reach out to the SBA and encourage them to contact the agency. They might not be able to change the contract to a “set aside,” but it may get them thinking the right way for the next similar opportunity. Some other helpful hints: 2009/09/big-government-small-business.