Becoming a Government Supplier
The Fastest Way to Get Noticed by Prime Contractors
If you're a small or mid-sized manufacturing company in the U.S., you know that landing contracts with large prime contractors can be a game-changer. But the process of getting noticed by these big players often feels like trying to find a needle in a haystack. How do you stand out in a crowded field? What steps can you take today to position your company as a credible, reliable partner?
Understanding What Prime Contractors Look For
Prime contractors often seek subcontractors who can deliver quality work on time and within budget. They want reliable partners with proven expertise and a solid track record. To catch their attention, you need to demonstrate:
Certification and compliance – Meeting industry standards (ISO, AS9100 for aerospace, etc.)
Financial stability – Showing you can handle large projects without risk of failure
Strong past performance – Having a portfolio of completed projects relevant to their needs
Efficient processes – Evidence of operational capability and quality controls
Step 1: Get Certified and Stay Compliant
One of the quickest ways to build credibility is by obtaining relevant certifications. If you operate in aerospace, for instance, securing ISO 9100 certification sets you apart. Similarly, for other industries, compliance with standards like ISO 9001 can open doors. These certifications validate your commitment to quality and safety, which prime contractors prioritize.
Takeaway: Start with the certifications that align with your target industry and ensure ongoing compliance. This is often a prerequisite for bidding on large projects.
Step 2: Build a Strong Portfolio and References
Prime contractors want to see that you’ve successfully completed similar projects. Collect detailed case studies and testimonials from satisfied customers. Include specifics like project scope, challenges overcome, and results. Having a well-organized portfolio ready on your website or in digital format allows quick sharing when opportunities arise.
Tip: Reach out to past clients and ask for references. Be prepared to provide prime contractors with letter of recommendations or contact information.
Step 3: Leverage Industry Associations and Networking
Joining industry groups can accelerate your visibility. Associations like the National Association of Manufacturers provide networking opportunities, trade shows, and directories where prime contractors look for subcontractors. Attending industry events and trade shows helps you establish face-to-face relationships, which are often the fastest path to trust.
Tip: Engage actively—introduce yourself, participate in panels or workshops, and follow up with contacts afterward.
Step 4: Register in Government and Prime Contractor Systems
Many prime contractors turn to online databases to find subcontractors. Make sure your company is registered in platforms like:
System for Award Management (SAM) – https://sam.gov
Subcontractor Registry – Many primes have their own portals or supplier registration systems
Completing your profile thoroughly and updating it regularly ensures you appear in search results. Listing specific capabilities, certifications, and past work significantly increases your chances of being contacted.
Step 5: Focus on Quality and Reliability
Prime contractors value subcontractors they can trust. Consistency in quality, delivery, and communication keeps you top of mind for future projects. Invest in lean manufacturing, employee training, and quality controls to ensure every order meets expectations.
Real Example: A small metal fabrication shop specialized in aerospace components. After obtaining ISO 9100, they prioritized quality control and became a preferred supplier for a large aerospace prime contractor, resulting in increased bid frequency and larger projects.
Conclusion: The Bottom Line
Getting noticed by prime contractors isn’t about quick tricks—it’s about building credibility through consistent performance, industry recognition, and strategic networking. Focus on certifications, showcase your work, engage with industry groups, and stay present in contractor databases. Over time, these actions will position your company as a trustworthy, capable partner.
Remember: small steps taken today can lead to big opportunities tomorrow. Stay committed, and don’t be afraid to reach out and introduce your company to decision-makers.