For most small businesses, the path into defense contracting runs through prime contractors. Companies like Boeing, Lockheed Martin, Raytheon, Northrop Grumman, and General Dynamics manage the largest defense programs and rely on thousands of small business subcontractors. Building relationships with these primes is the most effective strategy for entering the defense market.
Why Prime Contractors Need Small Businesses
Regulatory Requirements
DoD requires primes to subcontract 23%+ to small businessesIndividual subcontracting goals for each socioeconomic categoryPrimes must submit subcontracting plans and report performanceFailure to meet goals can affect past performance ratings
Operational Needs
Primes can't do everything in-houseSpecialized capabilities often reside in small businessesSmall businesses offer flexibility and responsivenessCost-effective solutions for non-core activities
Innovation
Small businesses drive innovation in defenseSBIR/STTR technologies often commercialized through primesFresh perspectives on persistent challengesAgility to develop and test new approaches
The Top Defense Prime Contractors
The "Big 5" and Their Small Business Programs
Lockheed Martin
Largest defense contractor ($65+ billion in revenue)Supplier portal: supplierportal.lockheedmartin.comSmall business goals: 35%+ of subcontractingKey programs: F-35, Aegis, Space systems
Boeing Defense
Second largest ($26+ billion defense revenue)Supplier portal: boeingsuppliers.comActive mentor-protégé programKey programs: KC-46, Apache, satellites
RTX (Raytheon Technologies)
Major missile and electronics contractorSupplier diversity programKey programs: Patriot, AMRAAM, radar systems
Northrop Grumman
Aerospace and defense technologySupplier portal with opportunity listingsKey programs: B-21, JWST, autonomous systems
General Dynamics
Land systems, marine, and ITActive small business outreachKey programs: Abrams, Virginia-class submarines, IT services
How to Connect with Prime Contractors
1. Supplier Portals
Every major prime has an online supplier portal. Register on all of them:
Complete your company profile thoroughlyUpload capability statements and certificationsSpecify your NAICS codes and capabilitiesUpdate regularly with new certifications and past performance
2. Industry Events
Attend events where primes are actively seeking suppliers:
DoD Small Business Events — Annual conferences by each serviceNDIA conferences — National Defense Industrial AssociationSBA matchmaking events — Organized by SBA district officesPrime contractor supplier days — Hosted by individual primesRegional defense industry events — State and local opportunities
3. Mentor-Protégé Programs
The DoD Mentor-Protégé Program pairs small businesses with primes:
Technical and management assistanceFinancial assistance possibleJoint ventures for contract opportunitiesPast performance credit sharingDuration: Typically 3 years
4. Small Business Liaison Officers (SBLOs)
Every prime contractor has SBLOs whose job is to find small business partners:
Contact them directly with your capability statementAsk about upcoming opportunitiesRequest introductions to program managersInquire about supplier diversity events
5. Subcontracting Databases
SBA SubNet — Subcontracting opportunities databaseDoD Subcontracting Directory — Prime contractor contactsAgency-specific portals — Army, Navy, Air Force databases
Making the Partnership Work
Before the First Meeting
Research the prime's current programs and needsTailor your capability statement to their requirementsPrepare specific examples of relevant past performanceKnow your NAICS codes, certifications, and clearancesHave your elevator pitch ready (30 seconds)
During the Relationship
Deliver on every commitment — Reliability builds trustCommunicate proactively — Don't wait for problems to escalateBe responsive — Return calls and emails within 24 hoursAdd value — Suggest improvements and innovationsBe patient — Relationships take time to develop into contracts
Growing the Relationship
Start with small orders to prove yourselfExpand into adjacent capabilitiesSeek opportunities on multiple programsPursue mentor-protégé arrangementsConsider joint ventures for larger opportunities
Common Mistakes to Avoid
Cold-calling program managers — Go through proper channels (SBLOs, supplier portals)Overselling capabilities — Be honest about what you can and can't doIgnoring small opportunities — Every contract builds past performanceFailing to follow up — Persistence (not pestering) winsNot investing in certifications — CMMC, AS9100D, and small business certs matterTreating it as transactional — Build genuine relationships
The Subcontracting Agreement
When you win a subcontract, key terms to understand:
Flow-down clauses — Prime contract requirements that apply to youPayment terms — Typically Net 30-60 from the primeQuality requirements — Often more stringent than commercialIntellectual property — Understand data rights provisionsTermination clauses — Know your rights and obligations
Conclusion
Prime contractor partnerships are the most proven path for small businesses to enter and grow in the defense market. Success requires patience, persistence, and a commitment to excellence. Start building relationships now, deliver outstanding performance on every opportunity, and your defense business will grow.
Ready to Take the Next Step?
Whether you're a small manufacturer seeking defense contracts, a government buyer looking for qualified suppliers, or a business owner pursuing CMMC certification, KDM & Associates and the V+KDM Consortium are here to help.
Join the KDM Consortium Platform today:
Schedule a free introductory session to learn how we can accelerate your path to government contracting success.
Whether you're a small manufacturer seeking defense contracts, a government buyer looking for qualified suppliers, or a business owner pursuing CMMC certification, KDM & Associates and the V+KDM Consortium are here to help.
Join the KDM Consortium Platform today:
[Register as a Supplier (SME)](/register?type=sme) — Get matched with government contract opportunities, access capacity-building resources, and connect with prime contractors.[Register as a Government Buyer](/register?type=buyer) — Discover qualified, defense-ready small businesses and streamline your procurement process.
*Schedule a free introductory session to learn how we can accelerate your path to government contracting success.*
