Lessons On Doing Business w/Large Integrators

Recently I sat in on a call with the Director for Supplier Diversity for Lockheed Martin, Nancy Deskins (@LMsupplier_div on Twitter). She, in partnership with MySBX, was holding a webinar for small businesses looking to do more work with large integrators and since we often do businesses with companies that sell directly to the government, or small to medium sized businesses that seek to do business with large integrators (like Northrop Grumman, Boeing, Raytheon, or Lockheed Martin) we thought it was worth our time.

I learned a great deal from the call about the protocol of doing business with these large “prime” vendors, but one of the greatest lessons that came out of the call was something that reinforced something that we’ve always told clients and prospects: According to Nancy, almost without fail, the first thing these integrators or the government does when contemplating vendors is go to investigate the company’s website.

She noted that one of the most important things when awarding a contract or solidifying a partnership is that the prime can trust that the company they choose is going to deliver on time, on budget and without complications. She went on to say that SBLO’s (small business liaison officers) look for cues on a company’s website that indicate whether they have what it takes to perform. They want to see proven results, attention to detail and a clear demonstration of mastery in a given field.

So take a look at your own website and if you’re not proud of what it says about your company to potential partners and customers, you can’t afford not to call us.

by Garret Ohm

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