Selling to the World’s Largest Customer

Lt Col Ricky Howard

This week we’re discovering a special opportunity to flip the world’s greatest customer of items and services into a purchaser of yours.

That is ideal, we’re speaking about marketing to the governing administration.

There’s almost nothing like owning a customer that can virtually print the funds!

But there is a lot of confusion and misunderstandings all around finding authorities contracts so I have enlisted some specialist help to assistance us study how to do it the proper way.

Retired Lt Col Ricky Howard of spent years on the acquiring facet for the U.S. Office of Defense and now helps little organizations like yours get their foot in the door.

Tune in to The Side Hustle Demonstrate job interview to listen to:

  • why there are so a lot of worthwhile alternatives with government contracts
  • Ricky’s recommendations and very best procedures for winning contracts
  • how you can also earn contracts performing as matchmaker or partnering with other business enterprise house owners

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The Prospects in Governing administration Contracting

“It’s an wonderful option that most smaller firms do not know about or really do not try. Or, if they do try out they’re actually not positive in which to begin,” Ricky explained.

The authorities is the solitary biggest purchaser of products and companies in the planet, Ricky discussed.

Additionally, Ricky explained that the government is mandated by regulation to invest in from tiny corporations — at least 23% of their expending.

To give you an notion of what that appears to be like in dollars, Ricky mentioned that the govt spent all over $154 billion just on compact enterprise contracts past year alone.

And it’s not just for hefty equipment and defense provides. There is a substantial amount of money of probable for tiny firms of all types to get a slice of the pie.

Just about anything at all that goes into the infrastructure of a city in which armed service staff are dependent requirements to be sourced.

From recreational things to do to making and maintaining workplace properties, the scope is very extensive.

Ricky also stated it is a wonderful time to pitch contracts to the authorities suitable now. Fewer than 1% of tiny companies are actively selling to the authorities, and that range has been decreasing in new many years.

Finding Out if the Government Is Obtaining What You’re Marketing

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

Ricky said it could not be a lot easier to locate out who’s carrying out the spending and what’s getting bought than when it comes to the govt.

If you want to uncover out if the govt is shopping for what you’re promoting, Ricky suggests getting started out by viewing


To use the lookup function on USASpending to find out if there is a demand for your services, Ricky gave the following guidelines as an case in point:

  • Go to “Award Search” and pull down the menu, then pick out “Advanced Search”
  • Select a selection masking the final 3 years for the most suitable info. That’ll be “FY 2023,” “FY 2022,” and “FY 2021”
  • Variety your market or service into the “North American Industry Classification Program (NAICS)” box to find out what your authorities code is. For example, if your sort “Painting” into the NAICS box it’ll demonstrate you the code for painting is “238320”
  • You can now lookup for contracts awarded to compact firms featuring painting services. Ricky carried out this research and could see all-around $253 million was expended on portray around the previous 3 many years, and the DoD was responsible for around $175 million of that.

This is just a fast instance, there is a whole lot extra you can do with the state-of-the-art research filters offered.

If you commit some time digging into the facts you are going to be able to see the forms of contracts on a more granular stage.

Registering to Promote to the Government

The moment you’ve uncovered that the federal government is awarding contracts to corporations equivalent to yours, the future action is to go to

This is where by the government repository of all federal contracting information is stored.

You can seem up solicitation info on precise contracts, as properly as sign-up your enterprise to market to the authorities.

Ricky explained the process of registering your organization is self-explanatory, but expect it to choose a 7 days or two for all the approvals to go as a result of.

Playing Matchmaker or Being a Subcontractor

If you really don’t have a company or supply a services oneself, you could act as a intermediary or matchmaker.

This is referred to as becoming a government agreement “integrator.” Ricky stated staying an integrator is a well-liked business design that works well.

You could also be a subcontractor and do the job with a larger sized prime contractor. This enables you to set in a joint bid on a venture and do the job with yet another company.

This is a very good way to be awarded contracts that have been established aside for distinct small business types of demographics that only one of you can bid on.

There are some policies all-around how considerably function the key contractor has to do on a project, but it’s a further model that works properly.

Bidding Tactic

Ricky discussed that if you dive in and commence crafting proposals and bidding on contracts, your odds of successful are likely to be really low.

To maximize your odds, Ricky advises that rather of filtering for requests for quotations on employment, you filter on “requests for information” or “sources sought.”

These requests are the government making an attempt to figure out how to address a issue just before putting a solicitation jointly.

To develop a request for information, you are going to will need to set alongside one another a couple webpages of facts answering thoughts, and recommending options as per the proposal.

The reward of accomplishing this is that you are producing make contact with just before the solicitation has come out.

You’re placing your company title out there as an individual that can do the perform and conveying why you are excellent for the contract when it’s made.

You will frequently have the solution to ask for a meeting in person when filling out a ask for for data. This is something Ricky suggests executing as a way of introducing your organization.

Bidding Finest Practices and Tips

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

  • Don’t insert something that isn’t questioned for in the proposal, it’ll only operate towards you. Your bid is heading to be scored centered on how nicely you adopted the instructions.
  • Appear at very similar contracts that have by now been awarded to get an notion of how a great deal to bid. You can use to see for how substantially Typical Solutions Administration (GSA) contracts are getting awarded.
  • Really don’t be shy to reply and inquire what the funds appears like. Ricky stated most businesses will be inclined to notify you what their finances is and that’ll help give you a ballpark determine.

If you are having difficulties to set collectively your initially proposal, Ricky said you can locate another person on Upwork with encounter writing proposals.

Looking at how a proposal is penned up by a person with encounter and a track history of winning bids is going to be a massive aid.

Examples of Clientele Successful Contracts

Ricky shared a few of examples of his clients who have received governing administration contracts a short while ago.

One particular was a girl who moves home furnishings for a residing. She gained a couple of contracts at $16k/ea shifting office environment home furnishings.

One more was a lady who ran a helpdesk provider. From reaching out to the places of work and applying requests for details, Ricky was in a position to see that the federal government was transitioning from its legacy helpdesk procedure to a new method that served persons with disabilities.

His shopper was equipped to tap into that require to shift from a person precise variety of helpdesk procedure to a further. For the past two many years, she has billed all-around $1 million a calendar year.

What is Upcoming?

“I’m energized about escalating the range of smaller organizations offering to the governing administration,” Ricky told me.

Ricky has a short while ago set together a certification program as element of his academy that normally takes college students as a result of the actions of successful government contracts.

If you want to study extra and enroll in Ricky’s education program, he’s established a coupon code for Aspect Hustle clearly show listeners that’ll give you 1-month no cost.

Head more than to and style “THESIDEHUSTLESHOW” in the coupon box to assert your cost-free month.

Ricky’s #1 Suggestion for Side Hustle Nation

It’s a marathon, not a sprint.”

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