Reach out to other companies doing business with the government and try to set up a meeting. If they are above a certain size (typically in the $30M range for IT functions) they will have mandatory requirements to work with small businesses (up to or over 25% of the total work depending on the industry and government customer).
Get to know the small business rep at that company, and work your way up the chain. That's how we started out.
Other ways are to attend government events. There is lots of elbow-rubbing going on and you'll surely meet someone willing to bring you on as a sub so long as you have a solid value proposition that sets you apart from the rest out there. Be personable with them - don't ask for work right out of the gate, have a long-term view of the relationship.
Relationships are crucial. Meet people, vet their quals, and then maintain the relationship. "Give first" is a good mantra to have, as many large companies look for market intel from their subcontractor small business partners in exchange for getting recurring work with them. Sharing openly and offering something of value first has worked very, very well for us.
Get to know the small business rep at that company, and work your way up the chain. That's how we started out.
Other ways are to attend government events. There is lots of elbow-rubbing going on and you'll surely meet someone willing to bring you on as a sub so long as you have a solid value proposition that sets you apart from the rest out there. Be personable with them - don't ask for work right out of the gate, have a long-term view of the relationship.
Relationships are crucial. Meet people, vet their quals, and then maintain the relationship. "Give first" is a good mantra to have, as many large companies look for market intel from their subcontractor small business partners in exchange for getting recurring work with them. Sharing openly and offering something of value first has worked very, very well for us.