The previous installment discussed the motivation of politicians in the federal purchasing process. This installment looks at the motivation of prime contractors.

The motivation of prime contractors is simple; their bottom line. Appeal to it and they will do business with you in a heartbeat.

Responsibilities of Prime Contractors

• Sell business
• Perform well so they will sell more business

Primary Motivation

• More contract dollars
• Controlling the customer relationship

Not Motivated To:

• Subcontract with companies that do not bring contract dollars or threaten customer relationships

Prime contractors would love to do business with you. The federal government sets small business goals and the prime contractors try to meet them. Show them how you will increase their profits and you will be welcome. Remember what motivates us all; bring them business.