Posted By Guy Timberlake, The American Small Business Coalition, LLC,
Sunday, August 01, 2010
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Surprise, Surprise, Surprise!!!
(Why is this still the case?)
the past few weeks I've experienced several prideful moments related to
our members. At the same time, these moments are a point of aggravation
related to how small businesses are still perceived by many.
a recent ASBC-hosted event attended by government officials, after
introductions by the company representatives (most members of The ASBC),
there was a simultaneous and vocal acknowledgment regarding the level
of talent in the room. There was also a favorable comment made about the
apparent relevant mission experience many of the companies were able
discuss. Later that day, The ASBC received additional positive feedback
from the officials later that same day.
ASBC was recently engaged by a mid-tier integrator seeking support for a
GWAC-related opportunity. This company is a very sharp and accomplished
firm apparently still on the upswing. with decent growth momentum. To
help them identify viable partners from our member ranks, we conducted a
preliminary pre-vetting and hosted a conference call with the capture
team and our Members. The result? Six NDA's were issued that Friday
morning with a technical review meeting set for the following Monday
After the call, the Prime’s capture manager called
stating they were pretty much 'blown away' at the domain knowledge and relevant
past performance our Members brought to the table.
In this case, our Members
brought so much situational awareness about the opportunity that a no-bid
decision was made based on the intelligence they were able to provide.
In both cases, what did not occur were small businesses reciting their socioeconomic designations as the leading aspect of their introduction.
Rather, these companies got to the point and spoke in a near-technical,
on-point fashion about their capabilities as they specifically related
to the opportunity at-hand. Bravo!
Now the aggravation.
Why is it we are still so surprised at the capability, capacity and competency of the small business community?
The ASBC, we have Members supporting the mission of civilian, defense,
law enforcement and intelligence agencies across the Nation and around
the world to include a number of personnel operating in harm's way.
Given the right strategic partnering approach, our Nation's small businesses can do anything the largest federal contractor entity can do and quite likely more efficiently. These would be teams consisting of primarily small businesses and some
mid-tier companies, but not the giants. This is not a call to arms, but
how many times will we hear about large SI's and others usurping the
qual's and IP of small businesses for their own benefit and as soon as
the award come's in, they promptly develop amnesia about those who helped them.
This is not the case with every large company, or even every business
unit in every large company. Nonetheless, it would be interesting to see
some head-to-head competitions between the large companies on their own
against a few choice small business consortium's.
So maybe it is a call to arms, of sorts.
not every small business "brings the goods" but there are many more out
there that can and do. It still seems many large contractors tend to
believe they are (and should be) the only game in town.
For all of the middle tier companies out there in that proverbial "no man's land" doing business as "other than small businesses" and subject to Small Business Subcontracting Goals, stop by and take a look at our PrimeConnection membership program and see how we can help connect you with some of those very talented small business partners.
not without precedent. For the past six years we've been helping our
Members (small, medium, large and government) make high-value and very
productive "B2G love connections" to support the business and mission
operations of the U.S. Government.
Maybe next time the surprise will be the announcement of an award to another one of our teams, instead of the usual suspects.
Surprise, surprise, surprise...
Chief Visionary and CEO
person who says it cannot be
should not interrupt the person doing it."
Identify, Qualify, Pursue and Capture B2G Business
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