Growing Your Government Business
How to Approach Lockheed Martin, Northrop Grumman, and Other Major Primes
Use official supplier channels and a program-relevant capability introduction instead of generic requests or implied relationships.
Research before naming a company
Major primes have different businesses, supplier procedures, and program needs. Lockheed Martin and Northrop Grumman are examples, not a statement that Desra has a supplier relationship with them or can secure introductions.
Prepare the approach
- 01Research official company information and relevant public awards.
- 02Identify the business area where your offering fits.
- 03Navigate directly to the company's official supplier or small-business resources.
- 04Follow its current registration and contact process.
- 05Provide a concise, tailored capability statement and relevant evidence.
Explain the contribution
Describe a product, service, technical gap, geographic need, or capacity issue you can address. Avoid a generic claim that your certification will help the prime win. Accurate business status is useful context, not a complete value proposition.
Understand what registration means
A portal entry does not establish approved status, a subcontract, or an obligation to consider your company. Additional reviews and requirements can apply to the actual scope.
Follow through professionally
Record the requested next step, provide information promptly, and keep claims current. Do not send controlled information or competitor data in an unsolicited introduction. A credible supplier relationship develops from fit and reliable engagement, not pressure or assumed access.
Official sources
Check current instructions and requirements directly with the relevant agency.
Next guide
How to Prepare for a Meeting with a Prime Contractor
Bring your capabilities into the conversation.
The Solution Network is open to qualified companies at no cost. Share what you deliver and where your solutions could help. Relationships develop through understanding, trust, and fit, not guaranteed opportunities.
Send Us Your CapabilitiesRelated guides
This guide is provided for general informational purposes only and does not constitute legal or compliance advice. Specific obligations depend on your contracts and the data you handle.