Selling to the World’s Largest Customer

Lt Col Ricky Howard

This week we’re discovering a exclusive prospect to convert the world’s major buyer of merchandise and services into a consumer of yours.

That is right, we’re chatting about marketing to the authorities.

There’s almost nothing like possessing a customer that can basically print the income!

But there is a large amount of confusion and misunderstandings all-around getting authorities contracts so I have enlisted some qualified assistance to support us understand how to do it the proper way.

Retired Lt Col Ricky Howard of expended decades on the paying for aspect for the U.S. Department of Protection and now will help little companies like yours get their foot in the doorway.

Tune in to The Side Hustle Exhibit job interview to listen to:

  • why there are so lots of valuable chances with govt contracts
  • Ricky’s tips and very best procedures for winning contracts
  • how you can also acquire contracts performing as matchmaker or partnering with other business enterprise owners

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The Options in Authorities Contracting

“It’s an remarkable chance that most little companies do not know about or really don’t check out. Or, if they do try out they’re actually not sure wherever to start off,” Ricky reported.

The authorities is the one largest purchaser of merchandise and providers in the globe, Ricky defined.

In addition, Ricky reported that the authorities is mandated by legislation to purchase from smaller companies — at least 23% of their spending.

To give you an plan of what that seems like in dollars, Ricky explained that the federal government invested close to $154 billion just on compact business contracts last calendar year alone.

And it is not just for major equipment and protection supplies. There is a huge sum of opportunity for little enterprises of all forms to get a slice of the pie.

Just about nearly anything that goes into the infrastructure of a city where by armed service personnel are dependent needs to be sourced.

From recreational things to do to creating and sustaining office environment properties, the scope is unbelievably broad.

Ricky also said it is a good time to pitch contracts to the government right now. A lot less than 1% of little corporations are actively offering to the govt, and that selection has been decreasing in recent years.

Discovering Out if the Authorities Is Shopping for What You’re Advertising

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

Ricky mentioned it couldn’t be simpler to discover out who’s carrying out the shelling out and what’s becoming acquired than when it arrives to the authorities.

If you want to discover out if the governing administration is buying what you are advertising, Ricky recommends acquiring began by checking out


To use the look for function on USASpending to find out if there is a desire for your solutions, Ricky gave the subsequent guidelines as an case in point:

  • Go to “Award Search” and pull down the menu, then find “Advanced Search”
  • Pick a range masking the very last three decades for the most appropriate info. That’ll be “FY 2023,” “FY 2022,” and “FY 2021”
  • Variety your specialized niche or company into the “North American Industry Classification Procedure (NAICS)” box to locate out what your authorities code is. For illustration, if your variety “Painting” into the NAICS box it’ll show you the code for painting is “238320”
  • You can now research for contracts awarded to compact organizations presenting painting expert services. Ricky executed this search and could see all around $253 million was expended on portray around the past 3 a long time, and the DoD was liable for all-around $175 million of that.

This is just a speedy illustration, there is a large amount extra you can do with the superior search filters available.

If you invest some time digging into the details you’ll be equipped to see the forms of contracts on a extra granular amount.

Registering to Provide to the Authorities

When you’ve observed that the federal government is awarding contracts to organizations very similar to yours, the subsequent move is to go to

This is exactly where the govt repository of all federal contracting info is saved.

You can look up solicitation information and facts on unique contracts, as properly as sign up your company to offer to the government.

Ricky explained the method of registering your small business is self-explanatory, but hope it to acquire a week or two for all the approvals to go by way of.

Taking part in Matchmaker or Remaining a Subcontractor

If you really don’t have a enterprise or provide a assistance you, you could act as a intermediary or matchmaker.

This is called currently being a govt contract “integrator.” Ricky said remaining an integrator is a common business design that operates effectively.

You could also be a subcontractor and function with a much larger key contractor. This permits you to put in a joint bid on a undertaking and get the job done with one more business enterprise.

This is a great way to be awarded contracts that have been set apart for certain business kinds of demographics that only one of you can bid on.

There are some regulations around how a great deal get the job done the prime contractor has to do on a undertaking, but it’s a further product that is effective perfectly.

Bidding Technique

Ricky explained that if you dive in and begin composing proposals and bidding on contracts, your odds of winning are likely to be extremely lower.

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

These requests are the government attempting to determine out how to fix a issue just before placing a solicitation alongside one another.

To produce a ask for for facts, you are going to have to have to place collectively a handful of web pages of info answering concerns, and recommending methods as per the proposal.

The profit of performing this is that you are making get hold of just before the solicitation has appear out.

You are putting your organization name out there as anyone that can do the perform and explaining why you’re excellent for the contract when it’s made.

You are going to normally have the option to request a meeting in human being when filling out a ask for for info. This is one thing Ricky recommends carrying out as a way of introducing your organization.

Bidding Best Methods and Recommendations

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

  • Never incorporate anything that is not questioned for in the proposal, it’ll only do the job from you. Your bid is likely to be scored centered on how properly you adopted the guidance.
  • Search at comparable contracts that have now been awarded to get an thought of how much to bid. You can use to see for how significantly Standard Services Administration (GSA) contracts are remaining awarded.
  • Don’t be shy to reply and ask what the budget looks like. Ricky stated most organizations will be inclined to inform you what their budget is and that’ll enable give you a ballpark figure.

If you’re having difficulties to put jointly your to start with proposal, Ricky mentioned you can locate an individual on Upwork with knowledge creating proposals.

Seeing how a proposal is published up by somebody with working experience and a observe record of successful bids is heading to be a huge aid.

Examples of Customers Winning Contracts

Ricky shared a few of examples of his shoppers who have received government contracts a short while ago.

One particular was a lady who moves household furniture for a residing. She received a couple of contracts at $16k/ea going office furnishings.

An additional was a woman who ran a helpdesk assistance. From reaching out to the offices and applying requests for data, Ricky was capable to see that the government was transitioning from its legacy helpdesk method to a new method that aided men and women with disabilities.

His consumer was equipped to faucet into that need to have to transfer from one particular particular kind of helpdesk procedure to yet another. For the earlier two yrs, she has billed all over $1 million a calendar year.

What’s Upcoming?

“I’m thrilled about expanding the variety of little organizations promoting to the government,” Ricky told me.

Ricky has a short while ago place with each other a certification program as part of his academy that can take pupils as a result of the steps of profitable government contracts.

If you want to study more and enroll in Ricky’s schooling system, he’s developed a coupon code for Aspect Hustle display listeners that’ll give you 1-thirty day period free of charge.

Head over to and style “THESIDEHUSTLESHOW” in the coupon box to assert your totally free month.

Ricky’s #1 Suggestion for Facet Hustle Country

It’s a marathon, not a sprint.”

Hyperlinks and Methods

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