May 29, 2023

Great Business

Business Help


Selling to the World’s Largest Customer

Lt Col Ricky Howard

This 7 days we’re exploring a distinctive prospect to convert the world’s biggest customer of items and expert services into a customer of yours.

That is ideal, we’re speaking about advertising to the government.

There’s absolutely nothing like having a consumer that can literally print the funds!

But there’s a large amount of confusion and misunderstandings around obtaining governing administration contracts so I have enlisted some specialist help to aid us master how to do it the ideal way.

Retired Lt Col Ricky Howard of put in many years on the paying for side for the U.S. Division of Defense and now allows modest firms like yours get their foot in the door.

Tune in to The Side Hustle Demonstrate job interview to hear:

  • why there are so lots of beneficial prospects with government contracts
  • Ricky’s strategies and most effective tactics for winning contracts
  • how you can also acquire contracts acting as matchmaker or partnering with other enterprise house owners

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The Options in Authorities Contracting

“It’s an astounding option that most tiny organizations don’t know about or don’t attempt. Or, if they do try they are seriously not certain where to start off,” Ricky mentioned.

The government is the single biggest purchaser of goods and products and services in the entire world, Ricky discussed.

Also, Ricky reported that the federal government is mandated by legislation to obtain from small businesses — at least 23% of their expending.

To give you an thought of what that seems like in dollars, Ricky stated that the authorities invested about $154 billion just on modest company contracts final year alone.

And it is not just for major machinery and protection supplies. There is a massive sum of opportunity for smaller enterprises of all sorts to get a slice of the pie.

Just about anything that goes into the infrastructure of a town where by military staff are dependent needs to be sourced.

From leisure things to do to making and protecting workplace buildings, the scope is unbelievably vast.

Ricky also mentioned it’s a excellent time to pitch contracts to the govt suitable now. Considerably less than 1% of modest companies are actively promoting to the government, and that number has been lowering in recent years.

Discovering Out if the Governing administration Is Obtaining What You’re Marketing

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

Ricky explained it couldn’t be less complicated to locate out who’s undertaking the spending and what is currently being purchased than when it arrives to the govt.

If you want to locate out if the government is buying what you are marketing, Ricky recommends obtaining started off by going to


To use the lookup characteristic on USASpending to come across out if there is a demand for your expert services, Ricky gave the next strategies as an example:

  • Go to “Award Search” and pull down the menu, then find “Advanced Search”
  • Find a range covering the past 3 a long time for the most related info. That’ll be “FY 2023,” “FY 2022,” and “FY 2021”
  • Style your market or provider into the “North American Industry Classification Process (NAICS)” box to discover out what your government code is. For example, if your variety “Painting” into the NAICS box it’ll demonstrate you the code for portray is “238320”
  • You can now search for contracts awarded to compact firms presenting painting solutions. Ricky carried out this lookup and could see around $253 million was used on portray in excess of the past a few decades, and the DoD was dependable for around $175 million of that.

This is just a rapid instance, there is a ton more you can do with the superior lookup filters obtainable.

If you commit some time digging into the data you’ll be capable to see the sorts of contracts on a extra granular stage.

Registering to Market to the Govt

At the time you’ve found that the federal government is awarding contracts to corporations comparable to yours, the upcoming move is to go to

This is in which the governing administration repository of all federal contracting data is saved.

You can appear up solicitation information and facts on certain contracts, as well as sign up your business enterprise to promote to the authorities.

Ricky mentioned the approach of registering your business is self-explanatory, but be expecting it to consider a week or two for all the approvals to go as a result of.

Actively playing Matchmaker or Being a Subcontractor

If you do not have a organization or provide a support oneself, you could act as a middleman or matchmaker.

This is called becoming a govt agreement “integrator.” Ricky stated currently being an integrator is a common company model that performs nicely.

You could also be a subcontractor and get the job done with a more substantial primary contractor. This allows you to put in a joint bid on a project and do the job with an additional organization.

This is a superior way to be awarded contracts that have been established apart for unique business enterprise styles of demographics that only a person of you can bid on.

There are some regulations about how substantially get the job done the key contractor has to do on a challenge, but it’s yet another model that works very well.

Bidding System

Ricky discussed that if you dive in and begin writing proposals and bidding on contracts, your odds of successful are likely to be really lower.

To enhance your odds, Ricky advises that instead of filtering for requests for quotes on jobs, you filter on “requests for information” or “sources sought.”

These requests are the government attempting to determine out how to clear up a trouble right before putting a solicitation together.

To make a ask for for facts, you will have to have to set together a handful of web pages of information and facts answering inquiries, and recommending options as for every the proposal.

The reward of executing this is that you’re generating make contact with ahead of the solicitation has come out.

You’re putting your enterprise title out there as somebody that can do the operate and conveying why you are great for the contract when it’s made.

You will normally have the solution to ask for a meeting in person when filling out a request for information and facts. This is one thing Ricky endorses executing as a way of introducing your organization.

Bidding Ideal Methods and Guidelines

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

  • Really do not increase something that is not asked for in the proposal, it’ll only perform against you. Your bid is heading to be scored based mostly on how very well you followed the guidelines.
  • Look at related contracts that have by now been awarded to get an strategy of how significantly to bid. You can use to see for how significantly Normal Expert services Administration (GSA) contracts are getting awarded.
  • Don’t be shy to reply and question what the spending budget seems like. Ricky mentioned most agencies will be willing to inform you what their spending plan is and that’ll support give you a ballpark determine.

If you are having difficulties to set alongside one another your very first proposal, Ricky claimed you can obtain another person on Upwork with experience writing proposals.

Looking at how a proposal is written up by an individual with knowledge and a monitor history of winning bids is going to be a huge support.

Examples of Shoppers Profitable Contracts

Ricky shared a pair of examples of his customers who have gained federal government contracts lately.

1 was a lady who moves household furniture for a dwelling. She gained a couple of contracts at $16k/ea relocating office household furniture.

Another was a lady who ran a helpdesk assistance. From achieving out to the offices and working with requests for data, Ricky was able to see that the authorities was transitioning from its legacy helpdesk procedure to a new technique that served persons with disabilities.

His consumer was able to faucet into that will need to go from just one certain kind of helpdesk method to one more. For the previous two many years, she has billed close to $1 million a year.

What is Up coming?

“I’m energized about rising the range of smaller corporations marketing to the authorities,” Ricky informed me.

Ricky has just lately place collectively a certification program as section of his academy that can take learners through the techniques of winning federal government contracts.

If you want to study additional and enroll in Ricky’s training software, he’s made a coupon code for Facet Hustle present listeners that’ll give you 1-thirty day period no cost.

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

Ricky’s #1 Suggestion for Facet Hustle Nation

It’s a marathon, not a sprint.”

Hyperlinks and Resources

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