Congratulations to Novo Nordisk, the newest corporation identified by NaVOBA as veteran friendly!  We thank you for your support of our veteran small business movement.  Many vetrepreneurs are aware of the fact that roughly 20 percent of annual federal government contract spending is awarded to small businesses as prime contracts. What many folks don’t realize is that an additional 20 percent is subcontracted to small businesses from prime contractors. Vetrepreneurs need to ensure they explore this other huge market of opportunity.

Corporate partners offer advantages that you should consider in your market research to identify potential targets of opportunity.  Many times the best way to break into a new customer agency is as a subcontractor. As you know, without past performance, federal agencies look at you in a different light. I would also suggest that large business, better than the federal government, understand the importance of long term relationships with suppliers.

Over the years I’ve seen large businesses provide financial and technical support to small business partners in ways that the federal government could never do. Large business is a bit more flexible since it isn’t burdened by all the competitive requirements the government must address.  Use the Small Business Liaison Offices that all large businesses have.

Don’t market to them that they need you to meet certain goals, but rather learn their needs and challenges and figure out how you can help them solve a problem.  Yes, large business will love you even more if you can bring work to the table or help them get work they may not otherwise be eligible for.  Many agencies are using working with small business in a substantive way as an evaluation factor for award.

Unfortunately, many large businesses have not embraced veteran suppliers the way many of us would like. I was talking with a true veteran business advocate recently who told me of a meeting he was invited to with representatives of the auto industry to discuss inclusion of veteran suppliers. He was given half the time of the advocates from other small business groups and further was asked to cut his presentation short to make up for their schedule issues. He was very frustrated by this reception and I don’t blame him. It would seem this particular industry doesn’t see veterans as relevant to their needs.

We need to change this mindset!

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