Subcontract Playbook
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Targeting Primes

Stop spraying RFIs. Build a short list of primes that already need your stack, geography, or clearance profile.

Action steps

  1. 1Mine FPDS / USASpending for incumbents on vehicles where you have real past performance overlap.
  2. 2Score primes by subcontract history, small-business utilization, and active recompetes in your lane.
  3. 3Capture the name of the actual small business liaison or capture manager—not just the generic inbox.
  4. 4Define a “good fit” rule (e.g. 2+ active task orders in your NAICS) and discard everything else for 30 days.
  5. 5Track outreach in a simple sheet: prime, contact, last touch, next action.