Short answer: any large company that wins a federal contract over $900,000 (or $2 million for construction) has to file a small business subcontracting plan with goals for small, veteran-owned, women-owned, HUBZone, and disadvantaged businesses. Failing to make a good-faith effort can cost them money. That makes those primes your best customers. Find who holds the work you do, show them you lower their risk, and ask for a specific piece of it.
Why Primes Need You
- Subcontracting plans are required above $900,000 ($2 million for construction) since October 1, 2025. Small businesses are exempt from writing them.
- A prime that doesn't make a good-faith effort on its plan can face liquidated damages, and not complying is a material breach.
- As a group, primes fell short on SDVOSB subcontracting in FY2025: 2.42% against a 5% goal. Veteran-owned subs are in demand.
Where to Find Primes That Buy What You Do
| Source | What it tells you |
|---|---|
| USAspending.gov and SAM.gov contract awards | Who won contracts in your NAICS code, where, and when they end |
| DoD daily contract announcements | Every DoD award of $7.5 million or more, posted each business day |
| SBA SubNet | Subcontracting opportunities posted by primes |
| SBA's directory of primes with subcontracting plans and agency prime lists | Which companies carry plans, and who to contact |
| Small Business Liaison Officers (SBLOs) | The person at each prime whose job is finding small subs |
| Your local APEX Accelerator | Free introductions and matchmaking events |
10 Tips That Get You on a Prime's Team
- Find the incumbent first. Search awards in your NAICS code and write down who holds the work you'd do. That's your call list.
- Call before the recompete. Primes usually build their teams months before a solicitation comes out. If you call after the RFP drops, the team is often already set.
- Go through the SBLO. Large primes have a small business liaison. Start there instead of cold-calling a program manager.
- Name the piece you want. "We can handle the HVAC maintenance on your VA clinic contract" beats "We'd love to partner."
- Bring your certification and your proof. Your SDVOSB, HUBZone, WOSB, or 8(a) status helps them hit goals. Your past performance tells them you won't cause problems.
- Complete your SBA Small Business Search profile. Primes search it by NAICS, keyword, and certification. Empty profiles get skipped.
- Get registered on their supplier portal. Most big primes have one. It's tedious and it's required.
- Use a teaming agreement. Get the scope, workshare, and exclusivity in writing before you help write the proposal. Our teaming agreement basics cover what to look for.
- Consider mentor-protégé. In SBA's program, a protégé can have up to two mentors over its life, agreements run up to six years, and a mentor-protégé joint venture can bid on set-asides using the mentor's experience.
- Deliver, then ask for a reference. One well-done subcontract is past performance you can use to prime the next job yourself.
Frequently Asked Questions
Which prime contractors need small business subcontractors?
Large businesses with federal contracts over $900,000 ($2 million for construction) must have subcontracting plans with small business goals, so they actively look for small subs.
How do I find subcontracting opportunities?
Search contract awards on USAspending.gov and SAM.gov for your NAICS code, check SBA SubNet, read DoD's daily contract announcements, and contact primes' Small Business Liaison Officers.
What is a Small Business Liaison Officer?
The person at a large prime responsible for its small business subcontracting program. They're usually the best first contact.
Can subcontracting count as past performance?
Yes. Work you perform as a subcontractor can be used as past performance on future proposals, which is why it's a common path to your first prime contract.