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EP035: Four Steps to Finding the Right Subcontractor – with Marsha Lindquist

THE RFP SUCCESS™ SHOW

So, you’ve come across an RFP that is nearly a perfect fit for your company. How do you decide whether to bring in a subcontractor or pass on the bid? And if you do choose to bring in a sub, how do you find the RIGHT one?

Marsha Lindquist is the founder of Granite Leadership Strategies, a firm with a reputation for being the government contract strategy experts. With more than 35 years of experience consulting in the areas of federal compliance, contracts management, and pricing strategy, Marsha’s diverse client base includes MIT and Ames National Laboratory, among many others. She has also worked with NASA, the National Institutes of Health, and the Departments of Defense, Energy and Agriculture.

Today, Marsha joins us to discuss when you should and should NOT bring in subcontractors to fulfill the requirements of an RFP. She describes the value in cultivating ongoing relationships with both competitors and companies that offer services tangential to what you do and walks us through the four steps to finding subs who are a good fit. Marsha also explains why the prime contractor should own at least 50% of the work and shares the risks associated with pursuing a contract that’s out of your wheelhouse. Listen in for Marsha’s insight on establishing a margin that covers the cost of doing business and learn how to negotiate pricing with prospective subcontractors!

Key Takeaways

  • Marsha’s background in the realm of government contracts + strategic pricing

  • Marsha’s guidelines around when you should and should NOT bring in subs

  • The value in cultivating relationships with potential subs on an ongoing basis

  • Why it’s wise for the prime contractor to own at least 50% of the work

  • Marsha’s insight on how to find subs who are a good fit

    1.      Management philosophy

    2.      Marriage of talent

    3.      Ethics and integrity

    4.      Competitive pricing

  • The risks associated with pursuing a contract that’s out of your wheelhouse

  • How to establish a margin that covers the cost of doing business

  • Marsha’s advice on negotiating pricing with prospective subcontractors

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