When Are You Ready to Prime?
Consider yourself ready when you have 3+ federal contract references, active SAM.gov with certifications, financial stability for 30-60 day payment cycles, and operational capacity for contract administration.
Step 1: Build Federal Past Performance as a Sub
Track every subcontract: contract number, period of performance, your dollar value, scope description, and reference contacts. This becomes your past performance library for prime proposals.
Step 2: Get Certified for Set-Asides
- 8(a) — Sole source awards up to $4.5M, 9-year program
- SDVOSB/VOSB — Strong VA market set-asides
- WOSB — 5% federal goal, broad applicability
- HUBZone — 10% price evaluation preference
Step 3: Target Recompetes
Highest-probability first prime win: a recompete where you performed as a sub under the incumbent, have agency relationships, and the incumbent is vulnerable.
Step 4: Start With Smaller Opportunities
Target contracts where past performance is directly relevant and value is 1-3x your largest subcontract.
Step 5: Build Proposal Infrastructure
- Develop boilerplate past performance narratives
- Create a professional capability statement
- Identify proposal writing resources
- Build a price-to-win model
GovCon Media Mosiac tracks recompetes and expiring contracts daily. Subscribe free for prime opportunity alerts.