September 25, 2023


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Selling to the World’s Largest Customer

Lt Col Ricky Howard

This week we’re discovering a special possibility to flip the world’s largest purchaser of goods and products and services into a client of yours.

That’s ideal, we’re talking about offering to the govt.

There is nothing at all like possessing a shopper that can practically print the revenue!

But there’s a great deal of confusion and misunderstandings around acquiring authorities contracts so I have enlisted some expert help to support us study how to do it the correct way.

Retired Lt Col Ricky Howard of put in yrs on the paying for facet for the U.S. Department of Protection and now allows little organizations like yours get their foot in the doorway.

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

  • why there are so quite a few beneficial opportunities with governing administration contracts
  • Ricky’s recommendations and ideal practices for winning contracts
  • how you can also get contracts performing as matchmaker or partnering with other organization homeowners

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The Options in Govt Contracting

“It’s an amazing option that most little organizations never know about or really do not check out. Or, if they do attempt they’re seriously not absolutely sure the place to get started,” Ricky reported.

The govt is the one largest purchaser of merchandise and providers in the globe, Ricky discussed.

Also, Ricky said that the govt is mandated by legislation to acquire from modest organizations — at minimum 23% of their paying.

To give you an idea of what that seems like in bucks, Ricky said that the govt put in close to $154 billion just on smaller business enterprise contracts final calendar year on your own.

And it is not just for weighty equipment and protection supplies. There is a big volume of probable for small organizations of all types to get a slice of the pie.

Just about something that goes into the infrastructure of a town where navy staff are based mostly requires to be sourced.

From leisure pursuits to making and keeping business structures, the scope is unbelievably wide.

Ricky also reported it is a terrific time to pitch contracts to the authorities suitable now. Considerably less than 1% of compact organizations are actively providing to the authorities, and that variety has been decreasing in current yrs.

Getting Out if the Authorities Is Acquiring What You’re Advertising

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

Ricky said it couldn’t be a lot easier to locate out who’s undertaking the expending and what is becoming acquired than when it arrives to the government.

If you want to uncover out if the government is getting what you are selling, Ricky suggests receiving began by traveling to


To use the research element on USASpending to come across out if there is a demand from customers for your services, Ricky gave the next tips as an case in point:

  • Go to “Award Search” and pull down the menu, then choose “Advanced Search”
  • Decide on a vary masking the very last 3 years for the most suitable data. That’ll be “FY 2023,” “FY 2022,” and “FY 2021”
  • Form your niche or company into the “North American Business Classification Process (NAICS)” box to obtain out what your govt code is. For case in point, if your sort “Painting” into the NAICS box it’ll clearly show you the code for painting is “238320”
  • You can now lookup for contracts awarded to modest organizations offering portray providers. Ricky done this research and could see all over $253 million was invested on painting in excess of the past 3 many years, and the DoD was dependable for all over $175 million of that.

This is just a fast illustration, there is a whole lot far more you can do with the superior lookup filters offered.

If you spend some time digging into the facts you will be in a position to see the sorts of contracts on a a lot more granular stage.

Registering to Offer to the Governing administration

When you’ve observed that the government is awarding contracts to organizations equivalent to yours, the upcoming action is to go to

This is exactly where the govt repository of all federal contracting data is stored.

You can search up solicitation information on specific contracts, as very well as sign up your small business to offer to the government.

Ricky reported the procedure of registering your small business is self-explanatory, but anticipate it to take a 7 days or two for all the approvals to go via.

Enjoying Matchmaker or Getting a Subcontractor

If you never have a business or give a assistance by yourself, you could act as a intermediary or matchmaker.

This is referred to as being a government contract “integrator.” Ricky reported being an integrator is a well known small business product that works properly.

You could also be a subcontractor and do the job with a bigger primary contractor. This permits you to place in a joint bid on a job and operate with a further organization.

This is a great way to be awarded contracts that have been set apart for particular company types of demographics that only a single of you can bid on.

There are some regulations around how considerably operate the key contractor has to do on a venture, but it’s an additional model that works perfectly.

Bidding Technique

Ricky discussed that if you dive in and start producing proposals and bidding on contracts, your odds of profitable are going to be quite minimal.

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

These requests are the authorities making an attempt to figure out how to remedy a challenge right before placing a solicitation together.

To make a request for details, you are going to need to place collectively a number of pages of info answering thoughts, and recommending methods as per the proposal.

The gain of undertaking this is that you are making make contact with prior to the solicitation has arrive out.

You’re putting your firm name out there as somebody that can do the get the job done and describing why you’re fantastic for the deal when it’s developed.

You’ll typically have the alternative to request a conference in human being when filling out a ask for for data. This is something Ricky recommends undertaking as a way of introducing your organization.

Bidding Most effective Procedures and Recommendations

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 function versus you. Your bid is going to be scored centered on how nicely you adopted the guidance.
  • Glance at similar contracts that have previously been awarded to get an strategy of how a lot to bid. You can use to see for how much General Expert services Administration (GSA) contracts are becoming awarded.
  • Never be shy to reply and request what the finances looks like. Ricky mentioned most agencies will be eager to convey to you what their funds is and that’ll enable give you a ballpark figure.

If you are having difficulties to place collectively your initially proposal, Ricky reported you can come across somebody on Upwork with practical experience creating proposals.

Viewing how a proposal is created up by another person with knowledge and a observe history of profitable bids is heading to be a enormous enable.

Examples of Consumers Successful Contracts

Ricky shared a pair of examples of his consumers who have won govt contracts a short while ago.

Just one was a woman who moves furnishings for a dwelling. She gained a couple of contracts at $16k/ea moving business home furnishings.

Another was a girl who ran a helpdesk services. From reaching out to the places of work and employing requests for information, Ricky was able to see that the governing administration was transitioning from its legacy helpdesk technique to a new procedure that assisted people with disabilities.

His shopper was capable to faucet into that require to move from a single unique kind of helpdesk procedure to another. For the previous two years, she has billed about $1 million a 12 months.

What is Up coming?

“I’m energized about increasing the quantity of little companies promoting to the federal government,” Ricky explained to me.

Ricky has a short while ago put jointly a certification plan as portion of his academy that normally takes college students by means of the steps of profitable federal government contracts.

If you want to discover far more and enroll in Ricky’s teaching program, he’s designed a coupon code for Facet Hustle present listeners that’ll give you 1-month totally free.

Head more than to and variety “THESIDEHUSTLESHOW” in the coupon box to declare your totally free thirty day period.

Ricky’s #1 Tip for Side Hustle Country

It’s a marathon, not a sprint.”

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