Selling to the World’s Largest Customer

Lt Col Ricky Howard

This week we’re checking out a unique option to turn the world’s premier purchaser of items and expert services into a consumer of yours.

That’s right, we’re conversing about offering to the authorities.

There is absolutely nothing like obtaining a customer that can practically print the cash!

But there is a lot of confusion and misunderstandings all around getting federal government contracts so I have enlisted some qualified assistance to assistance us learn how to do it the proper way.

Retired Lt Col Ricky Howard of used a long time on the paying for facet for the U.S. Department of Protection and now can help little firms like yours get their foot in the door.

Tune in to The Facet Hustle Show job interview to listen to:

  • why there are so many valuable possibilities with government contracts
  • Ricky’s tips and finest procedures for profitable contracts
  • how you can also gain contracts acting as matchmaker or partnering with other business enterprise owners

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The Options in Govt Contracting

“It’s an astounding prospect that most smaller corporations really do not know about or really do not attempt. Or, if they do try out they’re really not absolutely sure exactly where to start,” Ricky reported.

The govt is the single biggest purchaser of items and companies in the environment, Ricky stated.

On top of that, Ricky reported that the governing administration is mandated by legislation to purchase from small corporations — at minimum 23% of their paying.

To give you an notion of what that appears to be like in bucks, Ricky claimed that the authorities used all around $154 billion just on compact enterprise contracts last year on your own.

And it is not just for large machinery and defense supplies. There is a big volume of probable for modest companies of all types to get a slice of the pie.

Just about everything that goes into the infrastructure of a city exactly where armed forces staff are centered needs to be sourced.

From leisure activities to making and keeping workplace buildings, the scope is unbelievably broad.

Ricky also reported it’s a fantastic time to pitch contracts to the federal government correct now. Much less than 1% of small corporations are actively selling to the authorities, and that amount has been reducing in modern several years.

Getting Out if the Government Is Shopping for What You are Marketing

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

Ricky claimed it could not be much easier to uncover out who’s executing the paying out and what’s currently being bought than when it will come to the govt.

If you want to uncover out if the govt is buying what you are marketing, Ricky recommends having commenced by checking out


To use the research function on USASpending to find out if there is a desire for your solutions, Ricky gave the pursuing recommendations as an instance:

  • Go to “Award Search” and pull down the menu, then decide on “Advanced Search”
  • Pick out a assortment masking the last 3 yrs for the most suitable knowledge. That’ll be “FY 2023,” “FY 2022,” and “FY 2021”
  • Style your niche or services into the “North American Field Classification Program (NAICS)” box to find out what your governing administration code is. For illustration, if your style “Painting” into the NAICS box it’ll display you the code for painting is “238320”
  • You can now lookup for contracts awarded to little firms giving painting providers. Ricky executed this lookup and could see about $253 million was spent on portray over the past 3 many years, and the DoD was responsible for about $175 million of that.

This is just a swift example, there is a whole lot far more you can do with the innovative research filters obtainable.

If you invest some time digging into the facts you’ll be ready to see the forms of contracts on a extra granular level.

Registering to Sell to the Government

After you’ve located that the government is awarding contracts to organizations related to yours, the future action is to go to

This is exactly where the govt repository of all federal contracting information and facts is saved.

You can seem up solicitation facts on unique contracts, as very well as register your organization to sell to the federal government.

Ricky claimed the process of registering your company is self-explanatory, but hope it to take a 7 days or two for all the approvals to go by.

Taking part in Matchmaker or Currently being a Subcontractor

If you really don’t have a company or give a support you, you could act as a intermediary or matchmaker.

This is referred to as currently being a authorities agreement “integrator.” Ricky explained being an integrator is a well known company product that performs perfectly.

You could also be a subcontractor and function with a bigger prime contractor. This permits you to place in a joint bid on a venture and do the job with a further business.

This is a superior way to be awarded contracts that have been established aside for specific business varieties of demographics that only one particular of you can bid on.

There are some guidelines all around how much do the job the primary contractor has to do on a challenge, but it’s an additional design that operates properly.

Bidding System

Ricky explained that if you dive in and begin producing proposals and bidding on contracts, your odds of successful are likely to be very small.

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

These requests are the governing administration seeking to figure out how to resolve a dilemma ahead of putting a solicitation with each other.

To create a ask for for info, you will need to put jointly a several pages of info answering queries, and recommending methods as for each the proposal.

The benefit of executing this is that you are creating make contact with just before the solicitation has come out.

You’re placing your organization identify out there as another person that can do the work and conveying why you are ideal for the agreement when it is established.

You’ll generally have the option to request a assembly in particular person when filling out a request for info. This is a thing Ricky recommends doing as a way of introducing your small business.

Bidding Greatest Practices and Tips

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

  • Do not incorporate anything that isn’t requested for in the proposal, it’ll only get the job done versus you. Your bid is heading to be scored primarily based on how well you adopted the instructions.
  • Glance at equivalent contracts that have by now been awarded to get an concept of how substantially to bid. You can use to see for how considerably Common Solutions Administration (GSA) contracts are getting awarded.
  • Really do not be shy to reply and talk to what the price range seems to be like. Ricky stated most organizations will be eager to inform you what their budget is and that’ll help give you a ballpark determine.

If you are battling to place collectively your first proposal, Ricky stated you can come across another person on Upwork with experience composing proposals.

Looking at how a proposal is written up by anyone with working experience and a monitor record of successful bids is going to be a substantial help.

Illustrations of Shoppers Profitable Contracts

Ricky shared a few of examples of his consumers who have gained government contracts recently.

Just one was a lady who moves furnishings for a living. She won a pair of contracts at $16k/ea shifting office home furniture.

An additional was a female who ran a helpdesk assistance. From reaching out to the offices and utilizing requests for facts, Ricky was able to see that the govt was transitioning from its legacy helpdesk technique to a new process that served folks with disabilities.

His customer was ready to tap into that want to transfer from a single distinct style of helpdesk procedure to an additional. For the previous two yrs, she has billed about $1 million a year.

What is Future?

“I’m fired up about growing the number of little corporations promoting to the authorities,” Ricky instructed me.

Ricky has not too long ago place alongside one another a certification system as aspect of his academy that can take learners by the methods of successful governing administration contracts.

If you want to find out more and enroll in Ricky’s teaching program, he’s created a coupon code for Side Hustle demonstrate listeners that’ll give you 1-thirty day period totally free.

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

Ricky’s #1 Idea for Side Hustle Country

It’s a marathon, not a sprint.”

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