Selling to the World’s Largest Customer

Lt Col Ricky Howard

This week we’re discovering a distinctive chance to change the world’s largest purchaser of merchandise and services into a consumer of yours.

That is suitable, we’re conversing about promoting to the authorities.

There is nothing at all like having a shopper that can literally print the income!

But there is a ton of confusion and misunderstandings all-around obtaining government contracts so I’ve enlisted some qualified enable to enable us master how to do it the ideal way.

Retired Lt Col Ricky Howard of expended yrs on the acquiring facet for the U.S. Section of Protection and now assists modest organizations like yours get their foot in the door.

Tune in to The Aspect Hustle Display interview to hear:

  • why there are so several worthwhile alternatives with government contracts
  • Ricky’s suggestions and finest techniques for profitable contracts
  • how you can also win contracts performing as matchmaker or partnering with other organization house owners

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The Options in Government Contracting

“It’s an awesome option that most little organizations do not know about or really do not try. Or, if they do try out they’re actually not positive where by to start out,” Ricky stated.

The authorities is the single largest purchaser of merchandise and providers in the planet, Ricky explained.

Furthermore, Ricky reported that the authorities is mandated by law to get from smaller enterprises — at least 23% of their shelling out.

To give you an concept of what that seems to be like in bucks, Ricky reported that the governing administration put in all-around $154 billion just on compact company contracts previous yr on your own.

And it is not just for major equipment and protection provides. There is a large quantity of possible for small firms of all sorts to get a slice of the pie.

Just about anything at all that goes into the infrastructure of a city wherever navy staff are based mostly requires to be sourced.

From leisure activities to setting up and protecting office structures, the scope is exceptionally huge.

Ricky also mentioned it’s a great time to pitch contracts to the government proper now. Fewer than 1% of smaller companies are actively promoting to the government, and that quantity has been reducing in the latest several years.

Locating Out if the Governing administration Is Getting What You are Providing

“In the community sector, all the information is community,” Ricky stated.

Ricky mentioned it could not be much easier to uncover out who’s carrying out the paying and what’s becoming acquired than when it arrives to the federal government.

If you want to come across out if the authorities is buying what you’re selling, Ricky endorses obtaining started by checking out


To use the lookup aspect on USASpending to come across out if there is a need for your solutions, Ricky gave the following ideas as an instance:

  • Go to “Award Search” and pull down the menu, then pick out “Advanced Search”
  • Pick a vary masking the past a few years for the most pertinent information. That’ll be “FY 2023,” “FY 2022,” and “FY 2021”
  • Variety your market or assistance into the “North American Sector Classification Procedure (NAICS)” box to obtain out what your governing administration code is. For instance, if your variety “Painting” into the NAICS box it’ll show you the code for painting is “238320”
  • You can now research for contracts awarded to tiny firms giving painting expert services. Ricky performed this lookup and could see around $253 million was expended on portray more than the previous a few a long time, and the DoD was dependable for around $175 million of that.

This is just a swift illustration, there is a lot additional you can do with the state-of-the-art lookup filters offered.

If you shell out some time digging into the details you will be equipped to see the varieties of contracts on a more granular amount.

Registering to Promote to the Federal government

The moment you have observed that the government is awarding contracts to firms equivalent to yours, the future step is to go to

This is in which the governing administration repository of all federal contracting details is stored.

You can search up solicitation facts on specific contracts, as nicely as sign up your business to sell to the government.

Ricky mentioned the course of action of registering your enterprise is self-explanatory, but be expecting it to get a week or two for all the approvals to go by way of.

Playing Matchmaker or Remaining a Subcontractor

If you do not have a organization or supply a service your self, you could act as a middleman or matchmaker.

This is named being a government agreement “integrator.” Ricky explained getting an integrator is a common small business product that works effectively.

You could also be a subcontractor and do the job with a larger key contractor. This allows you to put in a joint bid on a job and perform with yet another organization.

This is a very good way to be awarded contracts that have been established aside for specific enterprise varieties of demographics that only just one of you can bid on.

There are some guidelines about how a lot operate the key contractor has to do on a undertaking, but it’s one more model that is effective perfectly.

Bidding Strategy

Ricky discussed that if you dive in and start writing proposals and bidding on contracts, your odds of successful are heading to be extremely lower.

To improve your odds, Ricky advises that as a substitute of filtering for requests for quotes on work, you filter on “requests for information” or “sources sought.”

These requests are the government striving to determine out how to clear up a difficulty prior to putting a solicitation with each other.

To generate a ask for for info, you’ll need to put alongside one another a number of web pages of info answering inquiries, and recommending remedies as per the proposal.

The gain of accomplishing this is that you’re producing speak to in advance of the solicitation has come out.

You’re putting your company identify out there as anyone that can do the do the job and detailing why you are great for the deal when it’s developed.

You will often have the option to request a conference in individual when filling out a ask for for info. This is some thing Ricky recommends executing as a way of introducing your organization.

Bidding Finest Practices and Ideas

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

  • Do not add anything that isn’t questioned for in the proposal, it’ll only operate against you. Your bid is likely to be scored centered on how well you followed the directions.
  • Glimpse at equivalent contracts that have now been awarded to get an concept of how much to bid. You can use to see for how considerably Common Services Administration (GSA) contracts are currently being awarded.
  • Don’t be shy to reply and ask what the spending budget appears like. Ricky claimed most agencies will be prepared to notify you what their finances is and that’ll help give you a ballpark determine.

If you’re struggling to set jointly your to start with proposal, Ricky claimed you can obtain another person on Upwork with expertise creating proposals.

Viewing how a proposal is published up by someone with expertise and a track file of successful bids is likely to be a enormous assist.

Examples of Clientele Winning Contracts

Ricky shared a few of examples of his customers who have gained governing administration contracts not long ago.

A single was a woman who moves household furniture for a residing. She gained a few of contracts at $16k/ea moving place of work home furnishings.

A further was a lady who ran a helpdesk assistance. From achieving out to the offices and utilizing requests for data, Ricky was in a position to see that the governing administration was transitioning from its legacy helpdesk procedure to a new method that helped people today with disabilities.

His shopper was in a position to tap into that require to shift from 1 specific variety of helpdesk system to yet another. For the earlier two a long time, she has billed around $1 million a 12 months.

What’s Next?

“I’m enthusiastic about increasing the variety of smaller firms offering to the federal government,” Ricky explained to me.

Ricky has just lately place collectively a certification system as part of his academy that usually takes students as a result of the techniques of profitable governing administration contracts.

If you want to study far more and enroll in Ricky’s instruction software, he’s established a coupon code for Facet Hustle exhibit listeners that’ll give you 1-month free of charge.

Head around to and kind “THESIDEHUSTLESHOW” in the coupon box to claim your free of charge thirty day period.

Ricky’s #1 Tip for Facet Hustle Country

It’s a marathon, not a dash.”

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