No Prime, No Problem

Most subcontractors selling to government have the same quiet problem. Their pipeline depends on Prime contractors remembering to bring them in. That works until it doesn't.In this episode, Jeff walks through what happened when he tried to solve this problem for a flood mitigation company in the years after Hurricane Sandy. The RFP tools failed. The Prime networking worked sometimes. What actually produced a 2x revenue jump in five months was something else entirely.He also connects the play to the marine work SOS Signals is running now, and explains why sub-contractors across transit, infrastructure, and public works can adapt the same approach.What's covered:- Why subscribing to ConstructConnect accelerated pain instead of growth- The limits of Prime networking as a sole go-to-market strategy- The moment city councils in Philadelphia and New Jersey started asking questions- How 4,000+ global project case studies earned a shortlist seat before any RFP existed- The paper trail that signals a marine RFP 6 to 12 months before it publishes- The question every subcontractor should be able to answer about their buyersReferenced in this episode:ConstructConnect. Hurricane Sandy. 15-foot flood barrier case studies. The Signal podcast previous episodes on pre-RFP timing.Ask from the episode:What's your client's Hurricane Sandy? Send Jeff a note and tell him. Get full access to #NoVendors by Jeff Swan at jeffswan18.substack.com/subscribe