EP036: The Role of Contracts in Successful Prime + Sub Partnerships – with Marsha Lindquist
Once a prime and subcontractor have made the decision to team up on a bid, it becomes necessary to define who’s responsible for what—in writing. That’s where contracts come in. So, what’s the difference between a teaming agreement and a subcontract agreement? Is it REALLY necessary to read both the prime and subcontract from start to finish? And how do contracts help primes and subs present themselves as a cohesive team throughout the RFP process?
Marsha Lindquist has 35 years of experience consulting government contractors on federal compliance and pricing strategy. She launched Granite Leadership Strategies in 2012, and the firm has since earned a reputation for being the government contract strategy experts. Marsha’s wide range of experience ranges from small startups to Fortune 500 companies in the science and technology space, and she is a highly sought-after business proposal strategist and contracts professional.
Today, Marsha is back on the podcast to talk contracts. She walks us through the timeline of setting up first a teaming agreement and then a subcontract agreement, sharing the key components of each. Marsha goes on to explain why it’s crucial for subs to read both the prime and subcontract agreement very carefully, stressing the value in having a professional do a contract brief as soon as you receive the contract. Listen in for Marsha’s key tips for managing subcontractors and learn how to win bids by presenting the prime and subcontractors as a cohesive team!
The process of drawing up a teaming agreement for the proposal effort
When Marsha suggests you establish the basic subcontract agreement
Why the prime contractor is responsible for the subcontract agreement
The difference between a teaming and subcontract agreement
Why it’s crucial to read the subcontract agreement carefully
Why subcontractors need to access the prime contract
The value in having a professional do a contract brief early on
Marsha’s key tips for managing subcontractors
1. Establish written agreement
2. Monitor performance regularly
3. Confirm adherence to schedule
4. Review work + all invoices
How to present the prime and subcontractors as a cohesive team