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FCW : July 30, 2015
BackStory What primes say about subs 34 July 30, 2015 FCW.COM Subcontractors are a critical part of federal acquisition, but their relationships with prime contractors are not always smooth. Here’s how the primes grade their partners. This data is drawn from Washington Technology’s most recent Insider Report. The full study is available to WT Insider subscribers at WashingtonTechnology.com. “Accept changes.” Overall Poor Fair Good Very good Excellent Don’t know 13.6% 0.6% 36.9% 37.5% 10.8% 0.6% Scores have slipped, however, even for the “best subcontractors” when primes are asked to rate them on a scale of 1-5 for: Industry perception Customer knowledge Technical expertise Teamwork Process Ratings for all subs in 2015 averaged 0.5 to 0.9 points lower and showed similar declines from 2013. 2013 2015 2013 2015 2013 2015 2013 2015 2013 2015 4.6 4.3 4.6 4.4 4.5 4.3 4.4 4.2 4.3 4.1 There are plenty of partnerships to manage: 53.6% of primes work with five or more subs 40.5% expect that number to grow in the next few years To improve the relationships, primes have plenty of advice, including: “Be more courteous.” “Don’t oversell.” “Participate in the proposal process.” “Understand completely that [you] are the subcontractor and not the prime.” 0730fcw_034.indd 34 7/14/15 9:23 AM
July 15, 2015
August 15, 2015