Selling to the World’s Largest Customer

Selling to the World’s Largest Customer

Lt Col Ricky Howard

This week we’re exploring a one of a kind opportunity to turn the world’s most significant purchaser of goods and companies into a customer of yours.

That’s right, we’re conversing about providing to the governing administration.

There is almost nothing like owning a shopper that can actually print the money!

But there’s a whole lot of confusion and misunderstandings all around acquiring govt contracts so I have enlisted some skilled aid to support us master how to do it the right way.

Retired Lt Col Ricky Howard of spent yrs on the getting aspect for the U.S. Department of Protection and now allows small businesses like yours get their foot in the door.

Tune in to The Facet Hustle Display interview to listen to:

  • why there are so several beneficial prospects with govt contracts
  • Ricky’s ideas and ideal practices for profitable contracts
  • how you can also win contracts acting as matchmaker or partnering with other organization proprietors

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The Prospects in Authorities Contracting

“It’s an awesome possibility that most modest firms really do not know about or do not try. Or, if they do attempt they’re really not confident exactly where to get started,” Ricky reported.

The government is the single largest purchaser of goods and companies in the globe, Ricky discussed.

In addition, Ricky mentioned that the federal government is mandated by regulation to get from compact organizations — at the very least 23% of their expending.

To give you an plan of what that seems like in pounds, Ricky reported that the government put in around $154 billion just on smaller company contracts final calendar year by yourself.

And it’s not just for major machinery and defense provides. There is a massive sum of likely for small organizations of all sorts to get a slice of the pie.

Just about something that goes into the infrastructure of a town exactly where military staff are dependent demands to be sourced.

From leisure functions to developing and sustaining office environment properties, the scope is exceptionally wide.

Ricky also said it is a terrific time to pitch contracts to the govt right now. Much less than 1% of smaller businesses are actively marketing to the government, and that quantity has been reducing in the latest several years.

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

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

Ricky reported it could not be much easier to obtain out who’s doing the paying and what’s currently being purchased than when it arrives to the govt.

If you want to locate out if the government is purchasing what you are providing, Ricky recommends acquiring begun by viewing


To use the research attribute on USASpending to find out if there is a need for your companies, Ricky gave the adhering to tips as an instance:

  • Go to “Award Search” and pull down the menu, then decide on “Advanced Search”
  • Select a selection masking the last 3 yrs for the most related information. That’ll be “FY 2023,” “FY 2022,” and “FY 2021”
  • Form your area of interest or company into the “North American Sector Classification Program (NAICS)” box to obtain out what your authorities code is. For example, if your form “Painting” into the NAICS box it’ll demonstrate you the code for painting is “238320”
  • You can now research for contracts awarded to modest firms featuring painting expert services. Ricky carried out this research and could see all-around $253 million was spent on portray over the past three yrs, and the DoD was dependable for close to $175 million of that.

This is just a quick case in point, there is a large amount much more you can do with the innovative look for filters obtainable.

If you shell out some time digging into the knowledge you are going to be capable to see the types of contracts on a a lot more granular amount.

Registering to Provide to the Federal government

After you have discovered that the authorities is awarding contracts to enterprises identical to yours, the subsequent move is to go to

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

You can look up solicitation facts on particular contracts, as properly as sign-up your business to market to the governing administration.

Ricky said the process of registering your business is self-explanatory, but count on it to choose a 7 days or two for all the approvals to go via.

Actively playing Matchmaker or Staying a Subcontractor

If you do not have a company or offer you a assistance you, you could act as a intermediary or matchmaker.

This is referred to as being a authorities contract “integrator.” Ricky mentioned remaining an integrator is a well-liked organization design that works well.

You could also be a subcontractor and operate with a more substantial key contractor. This enables you to put in a joint bid on a venture and operate with an additional business.

This is a great way to be awarded contracts that have been established aside for unique company styles of demographics that only one particular of you can bid on.

There are some procedures around how considerably work the prime contractor has to do on a task, but it’s yet another design that operates properly.

Bidding Approach

Ricky defined that if you dive in and start off writing proposals and bidding on contracts, your odds of profitable are likely to be incredibly lower.

To enhance your odds, Ricky advises that in its place of filtering for requests for rates on jobs, you filter on “requests for information” or “sources sought.”

These requests are the federal government striving to determine out how to resolve a problem prior to putting a solicitation with each other.

To generate a request for data, you will have to have to set together a couple of internet pages of information and facts answering issues, and recommending remedies as per the proposal.

The advantage of performing this is that you are earning contact prior to the solicitation has occur out.

You’re placing your corporation identify out there as somebody that can do the do the job and detailing why you are excellent for the contract when it is created.

You are going to frequently have the selection to request a assembly in particular person when filling out a request for information and facts. This is a little something Ricky recommends doing as a way of introducing your small business.

Bidding Best Methods and Strategies

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

  • Never incorporate everything that isn’t asked for in the proposal, it’ll only function from you. Your bid is going to be scored based mostly on how well you adopted the instructions.
  • Seem at equivalent contracts that have already been awarded to get an thought of how significantly to bid. You can use to see for how a great deal Basic Services Administration (GSA) contracts are currently being awarded.
  • Do not be shy to reply and question what the spending plan appears to be like. Ricky stated most organizations will be keen to tell you what their spending budget is and that’ll enable give you a ballpark determine.

If you’re having difficulties to place alongside one another your very first proposal, Ricky stated you can find someone on Upwork with knowledge creating proposals.

Looking at how a proposal is created up by somebody with knowledge and a monitor record of winning bids is going to be a large enable.

Illustrations of Clients Profitable Contracts

Ricky shared a few of examples of his consumers who have won govt contracts recently.

A single was a woman who moves furnishings for a residing. She received a couple of contracts at $16k/ea relocating office environment furnishings.

One more was a woman who ran a helpdesk assistance. From achieving out to the offices and employing requests for facts, Ricky was ready to see that the government was transitioning from its legacy helpdesk technique to a new method that served people with disabilities.

His consumer was able to tap into that will need to transfer from 1 particular variety of helpdesk technique to one more. For the past two many years, she has billed close to $1 million a year.

What is Following?

“I’m enthusiastic about growing the number of small firms offering to the govt,” Ricky advised me.

Ricky has recently put jointly a certification system as section of his academy that normally takes pupils via the techniques of profitable govt contracts.

If you want to discover more and enroll in Ricky’s instruction system, he’s designed a coupon code for Aspect Hustle display listeners that’ll give you 1-month free of charge.

Head over to and kind “THESIDEHUSTLESHOW” in the coupon box to assert your free of charge thirty day period.

Ricky’s #1 Tip for Side Hustle Nation

It is a marathon, not a sprint.”

Links and Resources

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