What primes look for in a subcontractor

Large general contractors and engineering firms are judged on their subs' performance. Here is what they check before they put your name in a proposal.

When a prime contractor names a subcontractor in a proposal, it is staking its own past performance rating on that firm. Primes reduce that risk by looking for the same handful of things.

Relevant past performance

Primes want subs who have done similar work, at a similar size, for similar owners. Public award records are often the first place they look. Keep a short list of your best three to five projects with owner, value, dates and a reference who will answer the phone.

Bonding and insurance

On public construction, a sub may need to provide its own performance and payment bonds, and will need insurance limits that match the prime contract. Know your single-job and aggregate bonding capacity and have certificates of insurance ready to send.

Safety record

Many primes screen subs on their experience modification rate (EMR) and recordable incident rates. A written safety program and a named safety lead help.

Certifications that count toward goals

Federal primes with large contracts must submit subcontracting plans with goals for small, small disadvantaged, women-owned, HUBZone and service-disabled veteran-owned businesses. States and localities set their own participation goals. A current, verifiable certification can be the reason a prime calls you first.

Responsiveness

The sub who returns a complete, clear quote before the deadline gets invited back. Read the scope carefully, list your exclusions plainly and confirm addenda.

Be easy to find

Primes search for partners by trade, location and certification. A complete, verified listing in this directory puts your public record and your capabilities in one place.