Selling to the World’s Largest Customer

Lt Col Ricky Howard

This 7 days we’re discovering a exceptional opportunity to convert the world’s most significant buyer of products and companies into a shopper of yours.

Which is appropriate, we’re talking about providing to the authorities.

There is very little like possessing a shopper that can actually print the cash!

But there’s a ton of confusion and misunderstandings all-around finding government contracts so I have enlisted some pro assistance to aid us discover how to do it the appropriate way.

Retired Lt Col Ricky Howard of used years on the acquiring aspect for the U.S. Section of Protection and now allows smaller enterprises like yours get their foot in the doorway.

Tune in to The Facet Hustle Display job interview to hear:

  • why there are so many valuable prospects with federal government contracts
  • Ricky’s strategies and very best practices for profitable contracts
  • how you can also win contracts acting as matchmaker or partnering with other business enterprise entrepreneurs

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The Prospects in Govt Contracting

“It’s an remarkable opportunity that most small corporations really do not know about or really don’t test. Or, if they do check out they are really not absolutely sure where to begin,” Ricky explained.

The federal government is the one greatest purchaser of items and services in the world, Ricky described.

Moreover, Ricky explained that the govt is mandated by law to purchase from smaller firms — at least 23% of their expending.

To give you an plan of what that looks like in bucks, Ricky stated that the govt used all around $154 billion just on tiny company contracts very last yr on your own.

And it’s not just for hefty machinery and protection provides. There is a large volume of possible for tiny organizations of all sorts to get a slice of the pie.

Just about anything that goes into the infrastructure of a city in which military staff are based mostly requires to be sourced.

From recreational activities to constructing and keeping workplace properties, the scope is exceptionally broad.

Ricky also mentioned it is a terrific time to pitch contracts to the federal government ideal now. Considerably less than 1% of tiny enterprises are actively providing to the authorities, and that range has been lowering in recent a long time.

Locating Out if the Federal government Is Getting What You’re Promoting

“In the general public sector, all the information and facts is general public,” Ricky said.

Ricky explained it could not be simpler to come across out who’s doing the paying out and what is becoming purchased than when it will come to the authorities.

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


To use the lookup characteristic on USASpending to uncover out if there is a desire for your companies, Ricky gave the following suggestions as an instance:

  • Go to “Award Search” and pull down the menu, then pick out “Advanced Search”
  • Find a range covering the last three a long time for the most appropriate information. That’ll be “FY 2023,” “FY 2022,” and “FY 2021”
  • Kind your area of interest or service into the “North American Field Classification System (NAICS)” box to discover out what your authorities code is. For instance, if your variety “Painting” into the NAICS box it’ll demonstrate you the code for painting is “238320”
  • You can now look for for contracts awarded to little companies featuring portray companies. Ricky carried out this research and could see all around $253 million was expended on painting about the previous three decades, and the DoD was dependable for close to $175 million of that.

This is just a quick example, there is a good deal a lot more you can do with the advanced look for filters out there.

If you commit some time digging into the details you’ll be ready to see the styles of contracts on a a lot more granular amount.

Registering to Offer to the Govt

Once you have discovered that the federal government is awarding contracts to businesses very similar to yours, the upcoming phase is to go to

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

You can appear up solicitation facts on distinct contracts, as nicely as sign up your organization to provide to the government.

Ricky stated the process of registering your enterprise is self-explanatory, but anticipate it to take a 7 days or two for all the approvals to go by way of.

Participating in Matchmaker or Being a Subcontractor

If you really do not have a enterprise or provide a company yourself, you could act as a intermediary or matchmaker.

This is referred to as staying a govt deal “integrator.” Ricky claimed getting an integrator is a preferred business design that functions effectively.

You could also be a subcontractor and perform with a bigger key contractor. This enables you to place in a joint bid on a job and perform with yet another company.

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

There are some policies around how significantly operate the prime contractor has to do on a undertaking, but it is an additional design that performs properly.

Bidding Method

Ricky explained that if you dive in and start off creating proposals and bidding on contracts, your odds of profitable are likely to be very minimal.

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

These requests are the governing administration trying to figure out how to resolve a trouble in advance of putting a solicitation alongside one another.

To produce a request for details, you are going to will need to put collectively a handful of pages of information and facts answering thoughts, and recommending answers as for every the proposal.

The benefit of doing this is that you are creating get in touch with in advance of the solicitation has arrive out.

You are putting your corporation title out there as somebody that can do the perform and detailing why you are ideal for the agreement when it’s developed.

You are going to usually have the selection to ask for a assembly in man or woman when filling out a ask for for data. This is a thing Ricky recommends accomplishing as a way of introducing your small business.

Bidding Most effective Techniques and Strategies

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

  • Don’t increase anything that isn’t asked for in the proposal, it’ll only get the job done towards you. Your bid is going to be scored primarily based on how properly you adopted the recommendations.
  • Search at similar contracts that have presently been awarded to get an idea of how a lot to bid. You can use to see for how significantly Standard Companies Administration (GSA) contracts are remaining awarded.
  • Do not be shy to reply and question what the spending plan appears to be like like. Ricky explained most organizations will be eager to tell you what their spending budget is and that’ll assistance give you a ballpark determine.

If you’re battling to place with each other your very first proposal, Ricky reported you can locate anyone on Upwork with practical experience creating proposals.

Seeing how a proposal is written up by anyone with working experience and a observe report of successful bids is going to be a enormous aid.

Illustrations of Consumers Winning Contracts

Ricky shared a couple of examples of his clientele who have received governing administration contracts not too long ago.

1 was a girl who moves furniture for a living. She gained a pair of contracts at $16k/ea relocating office furnishings.

Yet another was a woman who ran a helpdesk service. From achieving out to the places of work and utilizing requests for information, Ricky was able to see that the authorities was transitioning from its legacy helpdesk method to a new method that served persons with disabilities.

His client was capable to faucet into that want to move from just one distinct type of helpdesk procedure to an additional. For the past two years, she has billed all-around $1 million a yr.

What is Future?

“I’m fired up about expanding the selection of small corporations providing to the authorities,” Ricky told me.

Ricky has lately put with each other a certification system as part of his academy that requires pupils as a result of the steps of winning authorities contracts.

If you want to discover much more and enroll in Ricky’s training application, he’s produced a coupon code for Side Hustle exhibit listeners that’ll give you 1-thirty day period free of charge.

Head around to and sort “THESIDEHUSTLESHOW” in the coupon box to declare your cost-free thirty day period.

Ricky’s #1 Tip for Facet Hustle Country

It’s a marathon, not a sprint.”

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