Selling to the World’s Largest Customer

Lt Col Ricky Howard

This 7 days we’re checking out a exclusive opportunity to change the world’s most significant customer of items and expert services into a customer of yours.

Which is correct, we’re talking about advertising to the govt.

There’s very little like obtaining a client that can actually print the income!

But there’s a whole lot of confusion and misunderstandings all over acquiring federal government contracts so I have enlisted some specialist help to enable us understand how to do it the suitable way.

Retired Lt Col Ricky Howard of used several years on the obtaining facet for the U.S. Department of Defense and now helps tiny companies like yours get their foot in the doorway.

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

  • why there are so several valuable opportunities with government contracts
  • Ricky’s guidelines and greatest procedures for winning contracts
  • how you can also acquire contracts performing as matchmaker or partnering with other company homeowners

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The Options in Federal government Contracting

“It’s an awesome chance that most compact organizations don’t know about or really don’t try out. Or, if they do try they are actually not absolutely sure the place to begin,” Ricky reported.

The government is the one most significant purchaser of goods and expert services in the earth, Ricky spelled out.

Additionally, Ricky mentioned that the governing administration is mandated by law to acquire from compact organizations — at least 23% of their spending.

To give you an idea of what that appears to be like in pounds, Ricky mentioned that the government put in all-around $154 billion just on compact enterprise contracts past year on your own.

And it’s not just for major machinery and defense provides. There is a substantial volume of probable for little organizations of all types to get a slice of the pie.

Just about something that goes into the infrastructure of a city the place military staff are primarily based requires to be sourced.

From recreational routines to developing and preserving business properties, the scope is unbelievably large.

Ricky also said it is a fantastic time to pitch contracts to the govt appropriate now. Fewer than 1% of compact organizations are actively promoting to the governing administration, and that selection has been decreasing in current yrs.

Acquiring Out if the Government Is Purchasing What You are Selling

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

Ricky explained it could not be less difficult to come across out who’s performing the paying and what is becoming acquired than when it arrives to the governing administration.

If you want to obtain out if the federal government is shopping for what you are offering, Ricky suggests acquiring commenced by visiting


To use the look for feature on USASpending to locate out if there is a need for your services, Ricky gave the subsequent guidelines as an case in point:

  • Go to “Award Search” and pull down the menu, then find “Advanced Search”
  • Decide on a array masking the very last 3 years for the most appropriate facts. That’ll be “FY 2023,” “FY 2022,” and “FY 2021”
  • Style your specialized niche or services into the “North American Marketplace Classification Program (NAICS)” box to obtain out what your authorities code is. For example, if your variety “Painting” into the NAICS box it’ll present you the code for painting is “238320”
  • You can now search for contracts awarded to smaller companies giving painting products and services. Ricky done this research and could see close to $253 million was invested on portray over the past 3 yrs, and the DoD was liable for all over $175 million of that.

This is just a swift example, there is a good deal much more you can do with the innovative look for filters obtainable.

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

Registering to Provide to the Governing administration

As soon as you have identified that the federal government is awarding contracts to organizations identical to yours, the upcoming move is to go to

This is the place the govt repository of all federal contracting facts is saved.

You can seem up solicitation data on particular contracts, as effectively as register your enterprise to offer to the federal government.

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

Enjoying Matchmaker or Remaining a Subcontractor

If you never have a organization or present a assistance on your own, you could act as a middleman or matchmaker.

This is called becoming a government agreement “integrator.” Ricky said staying an integrator is a well-known enterprise product that performs well.

You could also be a subcontractor and function with a greater primary contractor. This allows you to set in a joint bid on a venture and perform with a different company.

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

There are some rules all over how much function the prime contractor has to do on a venture, but it’s a different model that functions well.

Bidding Tactic

Ricky spelled out that if you dive in and commence creating proposals and bidding on contracts, your odds of winning are heading to be very lower.

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

These requests are the government striving to figure out how to solve a dilemma in advance of putting a solicitation with each other.

To create a ask for for details, you will need to place with each other a number of pages of info answering concerns, and recommending remedies as for every the proposal.

The gain of performing this is that you’re generating make contact with before the solicitation has occur out.

You’re placing your company title out there as an individual that can do the function and explaining why you are ideal for the agreement when it is made.

You are going to generally have the choice to request a meeting in person when filling out a request for info. This is some thing Ricky suggests carrying out as a way of introducing your company.

Bidding Ideal Tactics and Ideas

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

  • Do not include nearly anything that isn’t requested for in the proposal, it’ll only function towards you. Your bid is heading to be scored primarily based on how effectively you adopted the guidance.
  • Seem at equivalent contracts that have presently been awarded to get an notion of how much to bid. You can use to see for how much General Solutions Administration (GSA) contracts are currently being awarded.
  • Don’t be shy to reply and inquire what the budget appears like. Ricky mentioned most organizations will be keen to explain to you what their price range is and that’ll assist give you a ballpark figure.

If you are having difficulties to place together your to start with proposal, Ricky mentioned you can uncover somebody on Upwork with working experience crafting proposals.

Viewing how a proposal is composed up by another person with working experience and a track file of winning bids is going to be a large support.

Examples of Customers Successful Contracts

Ricky shared a couple of illustrations of his clientele who have received federal government contracts not too long ago.

Just one was a lady who moves home furniture for a living. She gained a couple of contracts at $16k/ea going place of work household furniture.

A different was a girl who ran a helpdesk company. From reaching out to the offices and using requests for facts, Ricky was ready to see that the authorities was transitioning from its legacy helpdesk technique to a new method that aided men and women with disabilities.

His customer was ready to faucet into that will need to shift from one distinct style of helpdesk process to an additional. For the past two decades, she has billed around $1 million a 12 months.

What’s Upcoming?

“I’m enthusiastic about expanding the selection of modest organizations offering to the authorities,” Ricky explained to me.

Ricky has recently place together a certification system as section of his academy that requires pupils as a result of the techniques of winning governing administration contracts.

If you want to find out a lot more and enroll in Ricky’s teaching application, he’s developed a coupon code for Aspect Hustle display listeners that’ll give you 1-thirty day period free of charge.

Head more than to and type “THESIDEHUSTLESHOW” in the coupon box to claim your totally free month.

Ricky’s #1 Idea for Side Hustle Country

It’s a marathon, not a dash.”

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