Ann Bruner

Stop chasing every RFP. Start winning as a strategic sub. For most small GovCon firms, subcontracting is the fastest path to revenue, past performance, and relationships—without burning capture budgets. Here’s a simple playbook to build a subcontracting strategy that compounds. 1) Pick your lane - Define 2–3 niche outcomes you deliver (not generic services). - Map those to PWS tasks and LCATs on the vehicles you care about. - Identify 3 target agencies and 10–20 programs where your niche fits. 2) Find the right primes - Focus on primes with: upcoming recompetes, new awards they need to staff fast, or SB subcontracting plan obligations (FAR 19.7). - Look for capability gaps you can fill (tech stack, geography, cleared staff, surge). - Track incumbents that changed NAICS/size or have mediocre CPARS—signals they may need help. 3) Make offers, not asks Outreach template: “Hi [Name], saw [Prime] supporting [Agency/Program]. We specialize in [specific outcome] tied to PWS [X/Y]. On [similar work], we delivered [measurable result]. If you’re shaping [upcoming opp/TO], we can cover [defined work package] with cleared [roles]. Open to a 15-min fit check?” 4) Protect your value - Negotiate defined workshare tied to named tasks and key personnel. - Ensure you’re named in the proposal and post-award reporting; ask to be included in CPARS narrative when appropriate. - Review flowdowns, NDAs/TAs, OCI, IP, and rates. Know limitations on subcontracting for set-asides so your prime stays compliant. 5) Execute for repeatable past performance - Be proposal-ready: resumes, LCAT mapping, price tiles, past performance blurbs. - Deliver fast and ask for a written referral within 30–60 days. - Track 3–2–1 cadence: 3 new prime convos/week → 2 quals → 1 teaming path. How GovScout helps you do this in hours, not weeks: - Surface primes with wins in your NAICS/PSC and upcoming recompetes at your target agencies. - Flag opportunities with subcontracting plan requirements and primes that historically use small business subs. - Pull task order history and PWS language to align your “teaming tiles.” - Find SBLOs and capture leads with validated contacts; set watchlists and alerts. - Benchmark competitors, see past performance signals, and time outreach before RFP drop. If you want my Subcontracting Strategy Canvas (targets, offer tiles, outreach tracker, workshare checklist), comment “SUB” and I’ll share it. What’s your biggest blocker right now: finding the right primes, getting calls, or locking in workshare?

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🤔 What happens when Idaho replaces spreadsheets and email chains with a connected grants ecosystem... Faster payments, stronger oversight, and better visibility for agencies across the state through the integration of Euna Grants with the Luma enterprise system. See the full story: 📰

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🏛 Permits, records, approvals… without the paper chase. Government teams are under pressure to do more with fewer resources while maintaining transparency and compliance. imageOne helps state and local agencies: • Digitize and centralize public records • Automate permitting and approval workflows • Improve citizen experience with secure public portals Modern document management is not about going paperless. It’s about serving your community better.

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Too often in GovCon, Capture and Proposal teams work in silos. Tools don’t talk, details slip through, and opportunities get lost. 𝙂𝙤𝙫𝘿𝙖𝙨𝙝 𝙥𝙧𝙤𝙫𝙞𝙙𝙚𝙨 𝙖 𝙨𝙤𝙡𝙪𝙩𝙞𝙤𝙣: • 𝗢𝗻𝗲 𝗰𝗼𝗻𝘁𝗶𝗻𝘂𝗼𝘂𝘀 𝘄𝗼𝗿𝗸𝗳𝗹𝗼𝘄: Data moves seamlessly from Capture to Proposal • 𝗡𝗼 𝗴𝗮𝗽𝘀 𝗯𝗲𝘁𝘄𝗲𝗲𝗻 𝘁𝗲𝗮𝗺𝘀: Intelligence, documents, and context flow forward • 𝗖𝗼𝗹𝗹𝗮𝗯𝗼𝗿𝗮𝘁𝗶𝘃𝗲 𝗳𝗲𝗮𝘁𝘂𝗿𝗲𝘀: Track activity across teams with notes and tasks Read why pipelines can fall apart in the Capture → Proposal transition, and how GovDash holds them together. https://lnkd.in/g_3cBRHu

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Cherokee Federal will acquire the Salesforce practice of HigherEchelon (HESFP), effective Nov. 1, adding specialized capabilities for federal government clients, Tribal Business News reports. The deal continues Cherokee Federal's expansion strategy. The company acquired Management Science and Innovation LLC in September 2025 and Advanced Technology Applications in September 2024 through its Sovereign Capital firm. Cherokee Federal is the federal contracting division of Cherokee Nation Businesses.

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📌GovCon Reminder: When you're a subcontractor, your contractual relationship is with the prime contractor — not the government agency. That means: ✔ Your direction comes from the prime ✔ Your performance flows through the prime ✔ Your payment depends on the prime Understanding this dynamic protects your business, clarifies communication channels, and reduces compliance risk. Strong primes = strong subcontracting experience. Know the structure. Protect your position. #DYK #GovCon #FederalContracts #TeamingStrategy #SmallBusiness #GCGL

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Legacy systems can quietly hold your public agency back — limiting efficiency, transparency, and accountability. Modern ERP solutions can change that. MGO's Steven Montano, M.P.P. break down what modernization really means for public agencies, from managing change and data migration to building long-term success through training and governance. If your team is exploring an ERP upgrade or recovering from implementation challenges, this piece outlines practical steps to move forward with confidence: https://hubs.la/Q03_tR7x0 #ERP #PublicSector #GovernmentFinance #DigitalTransformation #MGO

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