Blog | Webinars

April 2022

Prime Contract bidders often submit Cost/Price volumes supported by Subcontractor sealed package submissions that the Prime has not been able to verify for completeness, correctness, or compliance. Subcontractors often and justifiably do not want to reveal proprietary or confidential financial information to their Prime Contractor. While teammates today, they may well be competition tomorrow.

Deficient Subcontractor submissions can and do cause companies to lose bids they may otherwise have won. However, there are mechanisms Prime Contractors can employ to reduce the risk of deficient subcontractor submissions. This session will explore the continuum of what Prime Contractors can do, from the doing nothing to ensure compliance other than issuing directives, to providing guidance/limitations, to bringing in an outside source that can perform verification of complete, correct, compliant packages.

This webinar focuses heavily on the proactive aspects of what Prime contractors can do to help guide and ensure their Subcontractors develop sealed packages submissions that bolster the Prime Contractor’s win probability instead of detracting from it. We discuss techniques such as providing pricing model and narrative templates for Subcontractors to use, the use of target and not-to-exceed rates for limiting Subcontractor pricing to within Prime Contractor expectations or needs, and how to have Subcontractors prepare and submit sanitized pricing in a timely manner to support the Prime cost volume.

The discussion explores how the Prime Contractor’s proposal schedule impacts Subcontractors, where and when to include the Subcontractors in proposal meetings and discussions. We look at situations when bringing in an outside consultant, with whom all parties execute an NDA, can help Prime Contractors ensure their Subcontractors do not let them down.

The webinar also explores how Prime Contractors can support their Subcontractors by giving good instruction, by having open lines of communication, by developing and maintaining schedules for requesting and receiving Subcontractor pricing, by providing clear and concise data calls and solicitations, and by finding expertise to help and support their Subcontractors when necessary, especially companies new to Government contracting. It is not uncommon for Subcontractors that want to do their best to support their Prime Contractors to fail because they just don’t know how to “do it right” and they don’t get much in the way of support from their Prime Contractors.

This webinar benefits all Government contractors, whether large or small business or somewhere in between.