5 Problems LA Subcontractors Face
And What They Really Need Instead
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If you’ve ever thought, “We’ve done a few government jobs, but it’s always a scramble,” you’re not alone.
Most small businesses I’ve worked with started because they knew how to provide a product or service, not because they wanted to become experts in proposals, paperwork, or agency databases.
But once you get a taste of government work, it’s easy to wonder:
Why does this still feel so hard?
It’s not about effort—it’s about strategy. And in many cases, the problem you’re trying to solve…isn’t the one holding you back. Each of the five issues below may sound familiar, but beneath them lies a deeper challenge that needs attention first.
Let’s break it down.
Problem 1:
“I don’t know where to find good bids.”
What you think you need: A website or email alert system that sends you bids.
Here’s what’s really going on: You need a focused bid strategy that reflects how your business fits into the market.
If you want to be a prime contractor, identify 2–3 agencies that consistently buy what you sell, then track their budgets, bid calendars, and award history.
But if subcontracting is part of your growth strategy, your plan should also include:
Registering in targeted prime contractor bid portals
Keeping certifications current in agency and prime contractor systems
Considering paid listings on platforms like Blue Book, Deltek, or VendorLine, where primes search for vetted subs
Why it matters: Without a plan, you’re stuck reacting to whatever shows up in your inbox. A smart bid strategy helps you focus your time and energy on buyers who already spend money in your category, whether that means going after smaller direct awards or identifying prime contractors who need your skills for larger projects. When you know who you’re targeting, everything from registration to outreach becomes more intentional—and more effective.
Problem 2:
“I don’t know what documents I’m supposed to have.”
What you think you need: A checklist of compliance documents required for bids.
Here’s what’s really going on: You need a working list of required documents—and a system for managing your business information updates.
Since different departments within an agency—and even individual contracting officers—can provide different versions of the same form, it’s wise to store your core details in editable Word or Excel files. That way, you can copy, paste, or handwrite the content into agency-specific forms without starting from scratch.
It’s not just about storing the right files—it’s about having a system to keep everything current and easy to access.
Why it matters: Providing an expired certification, license, or incorrectly completed form can disqualify your bid. Keeping your information current and in Word or Excel for easy edits helps you stay prepared, professional, and able to respond to shifting requirements.
Problem 3:
“I’ve bid before, but I don’t know why I didn’t win.”
What you think you need: A better proposal template or an example of a winning bid.
Here’s what’s really going on: You need a strategy to understand what the agency truly values—and how to address their pain points in your response.
That insight rarely comes from templates. It comes from research, building relationships with agency contacts or prime contractors, reviewing previous solicitations, and attending pre-bid meetings.
And if you’re submitting a full proposal, it’s not just about paperwork. You also need pricing that’s realistic to the agency and profitable for your business.
Why it matters: Agencies award contracts to vendors who meet the specs and show they understand the bigger picture. Without doing the homework, your proposal will sound like everyone else’s—and you’ll keep losing to competitors who made the effort to connect the dots.
One of my clients submitted what he confidently thought was the winning bid. He didn’t win.
During the debrief, he learned that his bid had ignored the specifically stated requirement: “No subcontractors.”
Because he didn’t follow the bid instructions, his bid was disqualified before pricing was ever considered.
Ready to stop guessing and start building smart systems?
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Problem 4:
“I’m doing everything and still not getting results.”
What you think you need: More outreach—calls, emails, flyers, maybe even ads.
Here’s what’s really going on: You’re spreading yourself too thin across buyers and partners who may not need your services right now.
You don’t need to market to everyone—you need to identify 2–3 public agencies that regularly contract for your services or a few prime contractors who bid on large projects and are actively seeking qualified subs with your expertise.
Once you know which buyers and partners are the best strategic fit, you can register in the right portals, keep your profile up to date, and follow up with purpose.
Outreach is a process. Research, connect, and follow up with intention, not guesswork.
Why it matters: When you spread yourself too thin, even your best effort falls flat. Focused outreach is what gets you remembered, recommended, and rewarded.
Problem 5:
“I know I need to get serious, but I don’t know where to start.”
What you think you need: A course, a coach, or a magical checklist that tells you what to do.
Here’s what’s really going on: You need a step-by-step roadmap built for small businesses, especially subcontractors—one that walks you through the exact documents, systems, and strategies to get organized, stay compliant, and start pursuing government work with confidence.
Not theory. Not fluff. Just real guidance, on your schedule, with no coaching calls or complex templates to decipher.
Why it matters: Without clear steps, it’s easy to stall out—or skip the prep and submit bids you’re not ready to win.
That’s why I’m building GovCon Ready in 90 Days—a self-paced program designed for small business owners who are ready to roll up their sleeves and move forward with purpose.
A prospective client once told me he was ready to start bidding. But after reviewing my customized compliance checklist, he changed his mind.
“This is too much,” he said. “I’m not ready to deal with all that.”
That’s the difference between wanting a contract and being prepared to earn one.
You’re Not Alone
Don’t feel like you’re the only one facing these challenges. Most small businesses, especially subcontractors I speak with, are skilled, hardworking professionals who need a strategy, not another sales pitch.
It’s not about doing everything at once—it’s about building smart systems that you can rely on.
And if you're ready for a complete, step-by-step strategy to get organized, compliant, and contract-ready, GovCon Ready in 90 Days is for you.
👉 Join the GovCon Ready in 90 Days waitlist
Let’s get your house in order—because readiness is your best strategy.
– Stephanie
About Stephanie:
Stephanie Clark-Ochoa is a Government Procurement Strategist and founder of Clark-Ochoa Business Services. Through Help 4 LA Subs, she provides practical tools and insights to help micro and small businesses in the Greater Los Angeles area become government-ready and thrive in public contracting.
Disclaimer: This post is for informational purposes only and does not constitute legal, financial, or professional advice. Please consult a qualified advisor before making decisions specific to your business.
🔜 Next Week on the Blog: Need help, but not sure where to start? I’ll share local, no-cost resources that can support your GovCon goals right here in LA and the OC.