Selling to the World’s Largest Customer

Lt Col Ricky Howard

This 7 days we’re checking out a special option to turn the world’s biggest customer of goods and companies into a client of yours.

That is right, we’re speaking about promoting to the govt.

There’s nothing at all like owning a shopper that can literally print the money!

But there’s a great deal of confusion and misunderstandings all around finding governing administration contracts so I’ve enlisted some skilled assistance to assist us find out how to do it the appropriate way.

Retired Lt Col Ricky Howard of expended years on the paying for side for the U.S. Section of Protection and now will help tiny organizations like yours get their foot in the doorway.

Tune in to The Side Hustle Show interview to listen to:

  • why there are so many beneficial possibilities with governing administration contracts
  • Ricky’s tips and very best tactics for profitable contracts
  • how you can also get contracts acting as matchmaker or partnering with other business homeowners

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The Alternatives in Govt Contracting

“It’s an wonderful prospect that most tiny businesses don’t know about or don’t attempt. Or, if they do check out they are genuinely not sure exactly where to start off,” Ricky stated.

The governing administration is the one most important purchaser of merchandise and companies in the globe, Ricky described.

On top of that, Ricky claimed that the governing administration is mandated by regulation to acquire from compact enterprises — at minimum 23% of their paying.

To give you an plan of what that appears like in dollars, Ricky claimed that the governing administration spent about $154 billion just on compact enterprise contracts very last calendar year by yourself.

And it is not just for heavy machinery and protection materials. There is a large amount of probable for smaller organizations of all kinds to get a slice of the pie.

Just about just about anything that goes into the infrastructure of a city where armed forces staff are centered desires to be sourced.

From recreational routines to creating and sustaining business structures, the scope is extremely large.

Ricky also mentioned it’s a excellent time to pitch contracts to the government proper now. Less than 1% of compact corporations are actively selling to the govt, and that number has been decreasing in modern yrs.

Locating Out if the Government Is Getting What You are Advertising

“In the public sector, all the info is general public,” Ricky reported.

Ricky explained it could not be less complicated to find out who’s performing the paying and what is remaining purchased than when it comes to the governing administration.

If you want to locate out if the governing administration is buying what you are advertising, Ricky endorses having begun by viewing


To use the search element on USASpending to uncover out if there is a desire for your providers, Ricky gave the next tips as an example:

  • Go to “Award Search” and pull down the menu, then pick out “Advanced Search”
  • Pick out a array masking the very last 3 a long time for the most appropriate info. That’ll be “FY 2023,” “FY 2022,” and “FY 2021”
  • Sort your niche or company into the “North American Business Classification Technique (NAICS)” box to come across out what your govt code is. For illustration, if your type “Painting” into the NAICS box it’ll exhibit you the code for painting is “238320”
  • You can now lookup for contracts awarded to smaller enterprises providing painting products and services. Ricky executed this look for and could see about $253 million was spent on painting around the past a few decades, and the DoD was liable for close to $175 million of that.

This is just a fast case in point, there is a great deal extra you can do with the advanced research filters readily available.

If you devote some time digging into the info you’ll be ready to see the sorts of contracts on a more granular degree.

Registering to Offer to the Governing administration

When you’ve uncovered that the governing administration is awarding contracts to firms very similar to yours, the subsequent move is to go to

This is where by the govt repository of all federal contracting info is saved.

You can look up solicitation info on unique contracts, as nicely as sign up your business enterprise to provide to the government.

Ricky said the approach of registering your company is self-explanatory, but expect it to consider a 7 days or two for all the approvals to go by means of.

Actively playing Matchmaker or Staying a Subcontractor

If you do not have a enterprise or give a support by yourself, you could act as a intermediary or matchmaker.

This is called remaining a govt deal “integrator.” Ricky explained currently being an integrator is a well-known business model that performs nicely.

You could also be a subcontractor and get the job done with a bigger key contractor. This enables you to place in a joint bid on a job and function with a further enterprise.

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

There are some principles around how a great deal perform the prime contractor has to do on a venture, but it is an additional model that performs effectively.

Bidding Tactic

Ricky discussed that if you dive in and start composing proposals and bidding on contracts, your odds of profitable are likely to be pretty very low.

To raise your odds, Ricky advises that instead of filtering for requests for quotes on employment, you filter on “requests for information” or “sources sought.”

These requests are the authorities seeking to figure out how to clear up a issue in advance of putting a solicitation jointly.

To make a ask for for info, you’ll need to place collectively a number of web pages of info answering concerns, and recommending remedies as for each the proposal.

The profit of performing this is that you are earning contact just before the solicitation has come out.

You’re placing your organization name out there as somebody that can do the perform and explaining why you are fantastic for the contract when it is designed.

You’ll frequently have the possibility to request a meeting in human being when filling out a request for facts. This is a little something Ricky endorses undertaking as a way of introducing your business.

Bidding Finest Tactics and Recommendations

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

  • Never incorporate something that is not asked for in the proposal, it’ll only perform against you. Your bid is heading to be scored primarily based on how nicely you adopted the instructions.
  • Look at similar contracts that have currently been awarded to get an notion of how substantially to bid. You can use to see for how much Standard Solutions Administration (GSA) contracts are getting awarded.
  • Never be shy to reply and talk to what the funds appears like. Ricky reported most companies will be eager to explain to you what their budget is and that’ll assistance give you a ballpark determine.

If you are struggling to place collectively your first proposal, Ricky said you can obtain anyone on Upwork with encounter composing proposals.

Looking at how a proposal is created up by another person with experience and a keep track of record of successful bids is heading to be a substantial help.

Illustrations of Customers Winning Contracts

Ricky shared a pair of examples of his customers who have won federal government contracts not long ago.

A single was a girl who moves furnishings for a living. She won a pair of contracts at $16k/ea relocating workplace furniture.

Yet another was a girl who ran a helpdesk support. From reaching out to the offices and working with requests for info, Ricky was able to see that the govt was transitioning from its legacy helpdesk program to a new system that helped folks with disabilities.

His customer was equipped to faucet into that need to have to transfer from one particular precise style of helpdesk technique to an additional. For the previous two many years, she has billed all over $1 million a calendar year.

What’s Upcoming?

“I’m thrilled about expanding the variety of smaller organizations advertising to the government,” Ricky informed me.

Ricky has just lately place alongside one another a certification method as part of his academy that takes students through the techniques of winning authorities contracts.

If you want to learn a lot more and enroll in Ricky’s coaching system, he’s created a coupon code for Aspect Hustle display listeners that’ll give you 1-thirty day period free of charge.

Head around to and style “THESIDEHUSTLESHOW” in the coupon box to declare your free month.

Ricky’s #1 Idea for Side Hustle Nation

It is a marathon, not a dash.”

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