Selling to the World’s Largest Customer

Lt Col Ricky Howard

This week we’re checking out a one of a kind prospect to transform the world’s biggest buyer of goods and providers into a client of yours.

That’s right, we’re speaking about selling to the govt.

There’s nothing at all like obtaining a customer that can literally print the dollars!

But there’s a lot of confusion and misunderstandings all-around finding federal government contracts so I have enlisted some specialist support to assistance us discover how to do it the right way.

Retired Lt Col Ricky Howard of expended a long time on the getting facet for the U.S. Department of Defense and now helps little companies like yours get their foot in the doorway.

Tune in to The Side Hustle Clearly show job interview to hear:

  • why there are so lots of rewarding prospects with governing administration contracts
  • Ricky’s guidelines and most effective techniques for profitable contracts
  • how you can also win contracts performing as matchmaker or partnering with other organization homeowners

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The Chances in Governing administration Contracting

“It’s an awesome opportunity that most little organizations really do not know about or really don’t try. Or, if they do consider they are truly not positive the place to commence,” Ricky said.

The govt is the solitary biggest purchaser of goods and expert services in the entire world, Ricky stated.

In addition, Ricky mentioned that the federal government is mandated by law to obtain from little corporations — at least 23% of their investing.

To give you an thought of what that appears like in bucks, Ricky mentioned that the authorities invested all around $154 billion just on tiny organization contracts past calendar year alone.

And it is not just for heavy equipment and protection provides. There is a big sum of likely for smaller enterprises of all varieties to get a slice of the pie.

Just about nearly anything that goes into the infrastructure of a city in which navy staff are centered needs to be sourced.

From leisure routines to developing and protecting office environment buildings, the scope is extremely wide.

Ricky also mentioned it’s a good time to pitch contracts to the authorities suitable now. Fewer than 1% of little businesses are actively advertising to the govt, and that number has been reducing in recent a long time.

Finding Out if the Authorities Is Purchasing What You are Offering

“In the general public sector, all the info is community,” Ricky said.

Ricky said it couldn’t be simpler to uncover out who’s accomplishing the investing and what is remaining purchased than when it arrives to the federal government.

If you want to come across out if the government is getting what you’re providing, Ricky recommends having started out by visiting


To use the look for characteristic on USASpending to obtain out if there is a need for your providers, Ricky gave the following strategies as an illustration:

  • Go to “Award Search” and pull down the menu, then find “Advanced Search”
  • Pick out a array masking the last a few decades for the most relevant details. That’ll be “FY 2023,” “FY 2022,” and “FY 2021”
  • Form your market or support into the “North American Sector Classification Program (NAICS)” box to obtain out what your federal government code is. For instance, if your sort “Painting” into the NAICS box it’ll present you the code for portray is “238320”
  • You can now research for contracts awarded to small enterprises supplying painting companies. Ricky executed this search and could see about $253 million was used on portray around the earlier three many years, and the DoD was liable for about $175 million of that.

This is just a speedy instance, there is a ton much more you can do with the innovative research filters offered.

If you invest some time digging into the data you are going to be ready to see the kinds of contracts on a far more granular stage.

Registering to Market to the Govt

Once you’ve uncovered that the government is awarding contracts to corporations similar to yours, the following move is to go to

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

You can search up solicitation info on unique contracts, as well as register your business enterprise to sell to the govt.

Ricky claimed the process of registering your business enterprise is self-explanatory, but hope it to just take a week or two for all the approvals to go by means of.

Actively playing Matchmaker or Being a Subcontractor

If you do not have a business or offer a provider on your own, you could act as a intermediary or matchmaker.

This is known as currently being a authorities contract “integrator.” Ricky stated currently being an integrator is a well-liked business model that works properly.

You could also be a subcontractor and operate with a more substantial prime contractor. This permits you to put in a joint bid on a project and get the job done with another organization.

This is a excellent way to be awarded contracts that have been established apart for distinct organization varieties of demographics that only one particular of you can bid on.

There are some rules all around how significantly work the primary contractor has to do on a venture, but it is one more model that functions nicely.

Bidding Tactic

Ricky explained that if you dive in and start off crafting proposals and bidding on contracts, your odds of profitable are going to be extremely reduced.

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

These requests are the governing administration making an attempt to figure out how to clear up a issue ahead of placing a solicitation alongside one another.

To build a ask for for information and facts, you’ll need to put alongside one another a number of web pages of data answering thoughts, and recommending remedies as per the proposal.

The advantage of accomplishing this is that you’re making contact ahead of the solicitation has come out.

You’re putting your firm name out there as another person that can do the operate and explaining why you are great for the agreement when it is established.

You’ll typically have the alternative to ask for a meeting in man or woman when filling out a ask for for information and facts. This is a little something Ricky endorses performing as a way of introducing your small business.

Bidding Greatest Methods and Ideas

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

  • Don’t incorporate everything that isn’t questioned for in the proposal, it’ll only do the job in opposition to you. Your bid is going to be scored centered on how effectively you followed the recommendations.
  • Search at equivalent contracts that have currently been awarded to get an plan of how substantially to bid. You can use to see for how significantly General Providers Administration (GSA) contracts are getting awarded.
  • Don’t be shy to reply and request what the price range appears to be like. Ricky mentioned most organizations will be ready to tell you what their budget is and that’ll aid give you a ballpark figure.

If you are struggling to put alongside one another your 1st proposal, Ricky claimed you can come across an individual on Upwork with working experience crafting proposals.

Seeing how a proposal is composed up by somebody with expertise and a monitor file of winning bids is heading to be a substantial support.

Examples of Consumers Winning Contracts

Ricky shared a pair of examples of his clients who have won federal government contracts not too long ago.

A person was a female who moves home furnishings for a dwelling. She gained a few of contracts at $16k/ea shifting office household furniture.

One more was a female who ran a helpdesk support. From achieving out to the places of work and employing requests for data, Ricky was capable to see that the authorities was transitioning from its legacy helpdesk system to a new process that helped men and women with disabilities.

His consumer was able to tap into that have to have to go from 1 particular type of helpdesk program to yet another. For the past two years, she has billed all-around $1 million a yr.

What is Following?

“I’m excited about escalating the number of modest businesses promoting to the governing administration,” Ricky told me.

Ricky has not too long ago put together a certification system as aspect of his academy that normally takes pupils as a result of the steps of winning federal government contracts.

If you want to learn far more and enroll in Ricky’s schooling method, he’s established a coupon code for Facet Hustle exhibit listeners that’ll give you 1-thirty day period totally free.

Head over to and sort “THESIDEHUSTLESHOW” in the coupon box to assert your no cost thirty day period.

Ricky’s #1 Idea for Facet Hustle Nation

It’s a marathon, not a sprint.”

Links and Resources

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