Selling to the World’s Largest Customer


Lt Col Ricky Howard

This 7 days we’re exploring a distinctive chance to switch the world’s major buyer of products and products and services into a client of yours.

That is proper, we’re speaking about selling to the government.

There is nothing like obtaining a consumer that can actually print the revenue!

But there is a large amount of confusion and misunderstandings all over acquiring governing administration contracts so I’ve enlisted some skilled aid to assist us learn how to do it the right way.

Retired Lt Col Ricky Howard of invested years on the purchasing aspect for the U.S. Section of Protection and now aids tiny enterprises like yours get their foot in the door.

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

  • why there are so several valuable prospects with governing administration contracts
  • Ricky’s ideas and most effective methods for successful contracts
  • how you can also win contracts performing as matchmaker or partnering with other small business proprietors

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The Prospects in Govt Contracting

“It’s an awesome prospect that most compact firms don’t know about or really don’t check out. Or, if they do try they’re actually not confident where to commence,” Ricky said.

The authorities is the one most important purchaser of goods and expert services in the environment, Ricky defined.

Moreover, Ricky said that the government is mandated by law to purchase from modest companies — at minimum 23% of their paying.

To give you an strategy of what that seems like in pounds, Ricky said that the government spent close to $154 billion just on tiny business enterprise contracts very last yr alone.

And it’s not just for large equipment and defense supplies. There is a huge quantity of possible for little companies of all kinds to get a slice of the pie.

Just about anything at all that goes into the infrastructure of a city where by armed forces personnel are dependent requirements to be sourced.

From leisure routines to creating and preserving place of work structures, the scope is incredibly vast.

Ricky also said it’s a terrific time to pitch contracts to the govt right now. Much less than 1% of tiny companies are actively promoting to the authorities, and that range has been decreasing in new decades.

Finding Out if the Govt Is Acquiring What You are Marketing

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

Ricky mentioned it could not be a lot easier to uncover out who’s carrying out the paying out and what is being bought than when it comes to the government.

If you want to come across out if the federal government is purchasing what you’re promoting, Ricky endorses having commenced by browsing


To use the look for function on USASpending to uncover out if there is a desire for your products and services, Ricky gave the subsequent tips as an instance:

  • Go to “Award Search” and pull down the menu, then choose “Advanced Search”
  • Pick out a range covering the past three many years for the most related knowledge. That’ll be “FY 2023,” “FY 2022,” and “FY 2021”
  • Sort your specialized niche or service into the “North American Industry Classification Process (NAICS)” box to come across out what your authorities code is. For case in point, if your variety “Painting” into the NAICS box it’ll present you the code for portray is “238320”
  • You can now research for contracts awarded to compact organizations giving painting providers. Ricky performed this lookup and could see all around $253 million was invested on portray more than the previous three a long time, and the DoD was responsible for all over $175 million of that.

This is just a fast example, there is a great deal additional you can do with the superior search filters offered.

If you devote some time digging into the facts you’ll be in a position to see the varieties of contracts on a far more granular amount.

Registering to Provide to the Government

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

This is in which the authorities repository of all federal contracting information and facts is stored.

You can glimpse up solicitation information and facts on precise contracts, as very well as register your enterprise to promote to the authorities.

Ricky claimed the course of action of registering your company is self-explanatory, but be expecting it to get a 7 days or two for all the approvals to go by.

Playing Matchmaker or Staying a Subcontractor

If you really don’t have a business or provide a company oneself, you could act as a middleman or matchmaker.

This is termed becoming a govt contract “integrator.” Ricky reported being an integrator is a well-liked organization model that works properly.

You could also be a subcontractor and get the job done with a bigger primary contractor. This allows you to put in a joint bid on a job and operate with yet another business.

This is a good way to be awarded contracts that have been established apart for certain business forms of demographics that only one particular of you can bid on.

There are some rules around how a great deal function the key contractor has to do on a venture, but it is a different model that will work properly.

Bidding Method

Ricky defined that if you dive in and commence creating proposals and bidding on contracts, your odds of profitable are heading to be very very low.

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

These requests are the federal government hoping to figure out how to address a problem right before placing a solicitation collectively.

To build a ask for for information, you are going to will need to place alongside one another a few webpages of information answering concerns, and recommending options as per the proposal.

The benefit of undertaking this is that you are generating make contact with just before the solicitation has appear out.

You’re placing your firm title out there as anyone that can do the get the job done and describing why you’re perfect for the deal when it is created.

You’ll normally have the selection to ask for a meeting in individual when filling out a request for information and facts. This is a thing Ricky suggests undertaking as a way of introducing your enterprise.

Bidding Greatest Procedures and Ideas

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

  • Really don’t increase just about anything that is not requested for in the proposal, it’ll only get the job done from you. Your bid is going to be scored dependent on how properly you adopted the guidelines.
  • Seem at very similar contracts that have currently been awarded to get an notion of how considerably to bid. You can use to see for how significantly Common Providers Administration (GSA) contracts are staying awarded.
  • Do not be shy to reply and talk to what the price range seems to be like. Ricky mentioned most companies will be prepared to tell you what their finances is and that’ll support give you a ballpark figure.

If you’re struggling to place with each other your very first proposal, Ricky claimed you can obtain somebody on Upwork with expertise composing proposals.

Observing how a proposal is penned up by another person with experience and a track report of winning bids is likely to be a substantial assistance.

Examples of Customers Successful Contracts

Ricky shared a pair of illustrations of his purchasers who have won government contracts recently.

A single was a lady who moves home furniture for a residing. She gained a pair of contracts at $16k/ea moving workplace furniture.

Yet another was a woman who ran a helpdesk company. From achieving out to the workplaces and employing requests for information and facts, Ricky was capable to see that the governing administration was transitioning from its legacy helpdesk system to a new method that served men and women with disabilities.

His shopper was capable to faucet into that require to go from just one precise style of helpdesk technique to another. For the past two yrs, she has billed about $1 million a 12 months.

What is Up coming?

“I’m thrilled about increasing the number of small organizations promoting to the government,” Ricky told me.

Ricky has recently set alongside one another a certification program as component of his academy that requires college students by means of the steps of successful authorities contracts.

If you want to master more and enroll in Ricky’s schooling plan, he’s made a coupon code for Facet Hustle demonstrate listeners that’ll give you 1-thirty day period no cost.

Head in excess of to and style “THESIDEHUSTLESHOW” in the coupon box to assert your free thirty day period.

Ricky’s #1 Suggestion for Side Hustle Nation

It’s a marathon, not a dash.”

One-way links and Methods

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