Selling to the World’s Largest Customer

Lt Col Ricky Howard

This 7 days we’re checking out a unique opportunity to flip the world’s most significant consumer of goods and expert services into a shopper of yours.

That is suitable, we’re talking about marketing to the governing administration.

There’s almost nothing like getting a consumer that can basically print the funds!

But there is a lot of confusion and misunderstandings around obtaining governing administration contracts so I’ve enlisted some professional support to support us understand how to do it the suitable way.

Retired Lt Col Ricky Howard of expended decades on the buying aspect for the U.S. Section of Protection and now aids smaller firms like yours get their foot in the door.

Tune in to The Aspect Hustle Demonstrate job interview to listen to:

  • why there are so a lot of worthwhile possibilities with governing administration contracts
  • Ricky’s recommendations and most effective procedures for profitable contracts
  • how you can also earn contracts performing as matchmaker or partnering with other company homeowners

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The Chances in Government Contracting

“It’s an amazing chance that most modest organizations really don’t know about or really do not try out. Or, if they do try out they’re seriously not sure the place to commence,” Ricky claimed.

The governing administration is the one biggest purchaser of products and solutions in the world, Ricky discussed.

Additionally, Ricky said that the federal government is mandated by law to obtain from tiny organizations — at least 23% of their expending.

To give you an concept of what that seems like in bucks, Ricky stated that the federal government expended around $154 billion just on smaller organization contracts very last 12 months by yourself.

And it is not just for weighty machinery and defense supplies. There is a huge amount of money of opportunity for small corporations of all forms to get a slice of the pie.

Just about anything at all that goes into the infrastructure of a town exactly where navy personnel are centered desires to be sourced.

From recreational pursuits to constructing and preserving business properties, the scope is amazingly extensive.

Ricky also claimed it is a excellent time to pitch contracts to the federal government ideal now. Less than 1% of little organizations are actively promoting to the government, and that selection has been lowering in new several years.

Locating Out if the Govt Is Purchasing What You are Offering

“In the community sector, all the data is public,” Ricky reported.

Ricky stated it could not be less complicated to locate out who’s carrying out the investing and what’s staying acquired than when it arrives to the federal government.

If you want to find out if the governing administration is acquiring what you are offering, Ricky suggests having commenced by traveling to


To use the lookup function on USASpending to discover out if there is a desire for your services, Ricky gave the following guidelines as an instance:

  • Go to “Award Search” and pull down the menu, then find “Advanced Search”
  • Choose a assortment masking the very last three years for the most related knowledge. That’ll be “FY 2023,” “FY 2022,” and “FY 2021”
  • Kind your market or service into the “North American Business Classification Technique (NAICS)” box to come across out what your authorities code is. For instance, if your form “Painting” into the NAICS box it’ll clearly show you the code for painting is “238320”
  • You can now lookup for contracts awarded to smaller companies giving portray providers. Ricky carried out this look for and could see around $253 million was expended on portray above the earlier a few several years, and the DoD was liable for all-around $175 million of that.

This is just a fast example, there is a lot far more you can do with the advanced search filters out there.

If you shell out some time digging into the knowledge you are going to be ready to see the kinds of contracts on a more granular amount.

Registering to Market to the Govt

At the time you have identified that the authorities is awarding contracts to firms comparable to yours, the future action is to go to

This is exactly where the authorities repository of all federal contracting data is stored.

You can look up solicitation facts on precise contracts, as properly as sign-up your company to sell to the govt.

Ricky mentioned the system of registering your small business is self-explanatory, but be expecting it to acquire a week or two for all the approvals to go as a result of.

Playing Matchmaker or Remaining a Subcontractor

If you really don’t have a business or supply a assistance on your own, you could act as a middleman or matchmaker.

This is named getting a authorities deal “integrator.” Ricky stated getting an integrator is a popular organization product that functions effectively.

You could also be a subcontractor and get the job done with a bigger prime contractor. This enables you to set in a joint bid on a job and operate with an additional small business.

This is a superior way to be awarded contracts that have been set apart for unique business kinds of demographics that only one of you can bid on.

There are some rules close to how substantially get the job done the key contractor has to do on a job, but it’s another product that performs perfectly.

Bidding Tactic

Ricky defined that if you dive in and start off crafting proposals and bidding on contracts, your odds of successful are going to be extremely lower.

To increase your odds, Ricky advises that rather of filtering for requests for estimates on work, you filter on “requests for information” or “sources sought.”

These requests are the government striving to figure out how to solve a trouble in advance of placing a solicitation together.

To create a request for information and facts, you will have to have to place together a several web pages of data answering thoughts, and recommending solutions as for each the proposal.

The reward of accomplishing this is that you are generating get hold of before the solicitation has appear out.

You are placing your organization title out there as someone that can do the function and outlining why you are ideal for the deal when it is made.

You will normally have the possibility to request a assembly in individual when filling out a request for data. This is a thing Ricky endorses carrying out as a way of introducing your organization.

Bidding Greatest Practices and Strategies

When you see a solicitation that you want to put in a bid for, some strategies Ricky shared are:

  • Really don’t insert anything at all that is not questioned for in the proposal, it’ll only function in opposition to you. Your bid is going to be scored primarily based on how very well you followed the directions.
  • Glance at comparable contracts that have presently been awarded to get an concept of how much to bid. You can use to see for how considerably Standard Companies Administration (GSA) contracts are currently being awarded.
  • Really do not be shy to reply and check with what the finances appears to be like. Ricky reported most businesses will be inclined to tell you what their price range is and that’ll assistance give you a ballpark figure.

If you’re battling to set collectively your first proposal, Ricky said you can come across somebody on Upwork with practical experience creating proposals.

Looking at how a proposal is created up by anyone with working experience and a track file of profitable bids is likely to be a substantial aid.

Examples of Clientele Profitable Contracts

Ricky shared a few of illustrations of his shoppers who have won authorities contracts not long ago.

One particular was a female who moves furnishings for a residing. She received a couple of contracts at $16k/ea transferring office environment furniture.

A different was a girl who ran a helpdesk company. From achieving out to the offices and making use of requests for data, Ricky was capable to see that the authorities was transitioning from its legacy helpdesk method to a new program that helped individuals with disabilities.

His consumer was ready to tap into that require to move from just one particular kind of helpdesk process to one more. For the past two many years, she has billed all around $1 million a yr.

What is Future?

“I’m excited about raising the number of compact organizations marketing to the authorities,” Ricky informed me.

Ricky has recently put jointly a certification program as portion of his academy that usually takes learners by way of the measures of winning govt contracts.

If you want to find out far more and enroll in Ricky’s coaching software, he’s established a coupon code for Aspect Hustle present listeners that’ll give you 1-month cost-free.

Head above to and variety “THESIDEHUSTLESHOW” in the coupon box to assert your absolutely free thirty day period.

Ricky’s #1 Suggestion for Side Hustle Nation

It is a marathon, not a sprint.”

Hyperlinks and Methods

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