Subcontract Playbook
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First Conversations

Treat early calls like discovery, not a pitch deck. Primes sniff out desperation fast—stay curious and concrete.

Action steps

  1. 1Ask how they evaluate subs today: NDAA flow-downs, insurance minimums, and invoicing quirks up front.
  2. 2Bring a one-page past performance matrix aligned to their programs, not your entire company history.
  3. 3Surface deal-breakers early: clearance timelines, bench depth, and whether they need staff aug vs. product.
  4. 4End every call with a mutual action: intro to PM, sample SOW redline, or security paperwork checklist.
  5. 5Send a tight recap email within 24 hours with owners and dates—primes reward follow-through.