What if your real customer is the prime and not the government? In this episode, I interview Rick Stengard from EBWATER, who took a business unit from zero to about $55 million a year in federal revenue and an exit to private equity. More than 90% of that revenue came as a subcontractor, and that was by design. Rick walks through the 18 months it took to win the first contract, why his company had 8(a) and SDVOSB status and built the business around the primes instead, and what debriefs and CPARS taught his team. He also coaches drivers at the Porsche Experience Center in Atlanta (yes, we talk about that too).
