Selling to the World’s Largest Customer

Lt Col Ricky Howard

This week we’re discovering a distinctive chance to change the world’s most significant purchaser of items and companies into a buyer of yours.

Which is proper, we’re speaking about providing to the governing administration.

There is nothing at all like owning a client that can pretty much print the income!

But there is a ton of confusion and misunderstandings about getting government contracts so I’ve enlisted some skilled assistance to help us study how to do it the correct way.

Retired Lt Col Ricky Howard of put in decades on the purchasing aspect for the U.S. Office of Protection and now will help tiny companies like yours get their foot in the doorway.

Tune in to The Facet Hustle Clearly show job interview to listen to:

  • why there are so a lot of beneficial possibilities with govt contracts
  • Ricky’s strategies and finest procedures for profitable contracts
  • how you can also acquire contracts performing as matchmaker or partnering with other business entrepreneurs

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The Possibilities in Govt Contracting

“It’s an astounding prospect that most small corporations never know about or really do not attempt. Or, if they do attempt they are truly not sure where by to start out,” Ricky mentioned.

The federal government is the solitary most important purchaser of goods and expert services in the planet, Ricky discussed.

Also, Ricky reported that the federal government is mandated by legislation to get from compact firms — at the very least 23% of their investing.

To give you an plan of what that seems to be like in pounds, Ricky claimed that the govt expended around $154 billion just on smaller business enterprise contracts previous yr alone.

And it’s not just for heavy equipment and protection supplies. There is a enormous sum of prospective for little businesses of all forms to get a slice of the pie.

Just about everything that goes into the infrastructure of a city wherever armed forces staff are based mostly needs to be sourced.

From recreational pursuits to developing and maintaining workplace properties, the scope is unbelievably extensive.

Ricky also said it is a good time to pitch contracts to the governing administration correct now. Significantly less than 1% of tiny firms are actively marketing to the authorities, and that variety has been reducing in the latest several years.

Discovering Out if the Governing administration Is Getting What You’re Advertising

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

Ricky reported it could not be easier to discover out who’s performing the spending and what’s currently being bought than when it comes to the governing administration.

If you want to find out if the governing administration is obtaining what you’re selling, Ricky recommends receiving began by traveling to


To use the look for element on USASpending to uncover out if there is a demand for your products and services, Ricky gave the pursuing recommendations as an case in point:

  • Go to “Award Search” and pull down the menu, then decide on “Advanced Search”
  • Pick a selection masking the previous a few several years for the most suitable details. That’ll be “FY 2023,” “FY 2022,” and “FY 2021”
  • Sort your specialized niche or assistance into the “North American Industry Classification System (NAICS)” box to obtain out what your govt code is. For illustration, if your type “Painting” into the NAICS box it’ll clearly show you the code for painting is “238320”
  • You can now search for contracts awarded to compact companies offering portray expert services. Ricky done this lookup and could see about $253 million was used on painting in excess of the earlier 3 a long time, and the DoD was accountable for all-around $175 million of that.

This is just a fast illustration, there is a good deal much more you can do with the state-of-the-art lookup filters offered.

If you commit some time digging into the facts you are going to be in a position to see the sorts of contracts on a more granular degree.

Registering to Offer to the Govt

As soon as you have observed that the government is awarding contracts to organizations equivalent to yours, the future move is to go to

This is where the authorities repository of all federal contracting details is saved.

You can search up solicitation facts on precise contracts, as nicely as sign up your company to provide to the federal government.

Ricky explained the system of registering your business enterprise is self-explanatory, but be expecting it to acquire a 7 days or two for all the approvals to go through.

Actively playing Matchmaker or Becoming a Subcontractor

If you do not have a enterprise or supply a company yourself, you could act as a intermediary or matchmaker.

This is called becoming a federal government contract “integrator.” Ricky said currently being an integrator is a well known enterprise design that is effective effectively.

You could also be a subcontractor and get the job done with a larger prime contractor. This allows you to place in a joint bid on a task and perform with a further small business.

This is a excellent way to be awarded contracts that have been established aside for specific organization sorts of demographics that only one of you can bid on.

There are some principles all over how significantly get the job done the prime contractor has to do on a challenge, but it’s one more model that works well.

Bidding Method

Ricky described that if you dive in and start out producing proposals and bidding on contracts, your odds of successful are heading to be very minimal.

To boost your odds, Ricky advises that instead of filtering for requests for rates on jobs, you filter on “requests for information” or “sources sought.”

These requests are the government seeking to figure out how to resolve a problem right before placing a solicitation with each other.

To generate a ask for for info, you are going to need to have to put collectively a number of pages of details answering questions, and recommending methods as for every the proposal.

The benefit of carrying out this is that you are producing get in touch with right before the solicitation has arrive out.

You are placing your business name out there as somebody that can do the work and outlining why you’re great for the contract when it’s established.

You will normally have the choice to request a meeting in person when filling out a request for data. This is one thing Ricky suggests performing as a way of introducing your business.

Bidding Greatest Procedures and Strategies

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

  • Don’t include just about anything that isn’t questioned for in the proposal, it’ll only do the job versus you. Your bid is likely to be scored primarily based on how well you followed the instructions.
  • Glimpse at similar contracts that have by now been awarded to get an thought of how substantially to bid. You can use to see for how substantially Standard Services Administration (GSA) contracts are becoming awarded.
  • Never be shy to reply and talk to what the finances seems like. Ricky said most businesses will be keen to tell you what their funds is and that’ll aid give you a ballpark determine.

If you are battling to set with each other your initially proposal, Ricky claimed you can find anyone on Upwork with knowledge crafting proposals.

Looking at how a proposal is prepared up by an individual with knowledge and a monitor report of profitable bids is likely to be a big help.

Illustrations of Customers Winning Contracts

Ricky shared a few of illustrations of his clients who have gained govt contracts not too long ago.

One particular was a female who moves furniture for a living. She received a pair of contracts at $16k/ea transferring office home furniture.

A further was a girl who ran a helpdesk assistance. From achieving out to the workplaces and applying requests for facts, Ricky was equipped to see that the federal government was transitioning from its legacy helpdesk technique to a new system that served people with disabilities.

His shopper was able to faucet into that need to move from a single particular sort of helpdesk technique to yet another. For the earlier two yrs, she has billed all over $1 million a year.

What is Next?

“I’m energized about rising the amount of little companies marketing to the governing administration,” Ricky instructed me.

Ricky has not long ago place together a certification application as part of his academy that will take students as a result of the measures of profitable government contracts.

If you want to find out more and enroll in Ricky’s training plan, he’s produced a coupon code for Side Hustle display listeners that’ll give you 1-month no cost.

Head about to and kind “THESIDEHUSTLESHOW” in the coupon box to declare your no cost thirty day period.

Ricky’s #1 Suggestion for Aspect Hustle Country

It’s a marathon, not a sprint.”

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