Creating a Strong Government Subcontractor Proposal

September 17, 2019

If you want to subcontract for or are interested in teaming with a prime contractor, you may be asked to submit a proposal. Prime contractors usually have specific information they want to see. You'll likely receive a request for qualifications (RFQ) or request for proposal (RFP) explaining these requirements.

Below you'll find an explanation from GovWin about the information you might be required to include, and a few tips for creating the strongest possible government subcontractor proposal that you can.


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Review Qualifications and Disadvantaged Business Enterprise Information

In addition to the basics that might be included in a capability statement – your company's name, address, ownership status, length of time in business, DUNS number, tax identification number, and the name of a principal contact – you should include your company's history, management strategy, and any qualifications that set it apart from other subcontractors. Also be sure to incorporate details about the company's relevant experience on similar jobs.

The prime contractor may also want to know if your company is a small business (SMB), a minority- or woman-owned business, or has been certified as a disadvantaged business enterprise (DBE). You'll probably be asked to include information about licenses and industry certification, as well.

Write a Strong Statement of Work, Products, and Services

The statement of work should accurately describe the products and services the prime contractor needs for you to provide. It may be a short letter or a detailed report. In the statement of work, describe the contributions you'll make to the project, along with deadlines for the start and completion of work. Also include particulars about design review, testing, training, or any other necessary tasks.

The prime contractor will also want an assurance of accountability. Your statement of work should identify the person in charge of the project, whether inspections or facility tours are possible, reassurance that the job will be completed on time, and your plans for auditing the project as part of this accountability.

Set a Budget for Your Government Subcontractor Proposal

Your budget explains how much the contract will cost and why. You should be able to explain all the job's components and direct costs, such as salaries, supplies, materials, insurance, and travel and legal fees. Also explain all the indirect costs of your overhead and infrastructure, such as rent, human resources, equipment, and management. Be prepared to clarify why certain costs are included. For example, the prime contractor may question the travel budget and have you break it down into the number of necessary business trips. Or you may need to justify an equipment purchase.

Obviously your proposal must include a great deal of information to present a compelling case to the prime contractor. Before you plunge into your proposal, find out everything the prime contractor wants to know - then strive to provide it, and be willing to offer more information upon request. Above all, make sure to stress why your company is the best subcontractor for the job.

Looking to put these tips into action, and start uncovering more government subcontractor leads or teaming opportunities that your business can go after? You might be ready to learn more about GovWin IQ, the leading market intelligence platform that provides up-to-the-minute government contracting information and early notice of upcoming opportunities.

“GovWin IQ allowed us to step away from being reactive to opportunities, and [to be] more prepared for opportunities way before they come out to the public. We're winning more business, but we're also increasing the types of clients that we're actually providing services to.”

April Horsley, Business Development Manager, Sealaska

Whether you’re a small business contractor or a larger enterprise company, GovWin can help you meet your government sales goals. Click here to request a live demonstration of GovWin IQ today.