How do small trucking companies get hauling work under highway primes, and where do they look?

Small trucking companies get hauling work under highway primes by networking directly with those primes and registering on their internal vendor lists, as state and local procurement often operates differently from federal. For federal contracts, the prime contractor is required to submit a subcontracting plan for awards exceeding $900,000, or $2 million for construction, and these plans include goals for various small business categories (FAR 19.702(a)(1)). However, state and local agencies have their own rules. Many states require primes on large construction projects to meet Disadvantaged Business Enterprise (DBE) goals, but how they solicit for those subs is often left to the prime. Primes typically build a network of preferred subcontractors through long-term relationships and word-of-mouth referrals. They may not post public notices for every subcontracting opportunity. Your best approach is to identify the primes winning state highway projects, register on their specific vendor portals, and establish direct contact with their procurement or project managers. Attend industry events and pre-bid meetings when possible, even if you are not bidding as a prime, to meet these key players. Continue to check the state's procurement portal for any prime contractor outreach events or lists of upcoming projects where you can proactively reach out.