Getting started in government contracting.

by a searcher

9 months ago

Hi team, what are some good strategies to get started in government contracting if you're starting from scratch?do you use the middleman strategy or joint venture partner to increase your chances of winning contracts?

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4 comments

investor from Yale University

If you are going to start from scratch you’ll need to have relationships within government, large systems integrators or tech companies serving government. Assuming they have a requirement you can deliver on, then you’ll track down a contract vehicle to run the deal through. If you try to win government RFPs out of the gate without relationships, you’ll just be banging your head against a wall.

Alternatively, buy a small business that already has relationships (best option)… or hire someone who does (next best option)

9 months ago | like reply | 0 likes

searcher from United States Military Academy

I’m in gov acquisitions (on the USG side, currently); for what it’s worth, I’d recommend the JV/Partner route as a means of effectively getting the foot in the door.
With that said, if you’re looking at acquiring an existing small business in GovCon and they have a JVP, ensure you account for that JVP in your valuation, challenging and testing your assumptions about the value creation that is distinct and specific to the entity you’re targeting, and not from the JVP.

9 months ago | like reply | 0 likes

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