Selling to the World’s Largest Customer

Lt Col Ricky Howard

This 7 days we’re discovering a exceptional opportunity to flip the world’s greatest customer of goods and products and services into a buyer of yours.

That’s appropriate, we’re talking about advertising to the government.

There is nothing like acquiring a customer that can practically print the income!

But there’s a lot of confusion and misunderstandings close to getting government contracts so I’ve enlisted some expert assist to assistance us find out how to do it the right way.

Retired Lt Col Ricky Howard of invested a long time on the obtaining aspect for the U.S. Office of Protection and now assists tiny firms like yours get their foot in the doorway.

Tune in to The Aspect Hustle Exhibit interview to listen to:

  • why there are so many rewarding alternatives with government contracts
  • Ricky’s suggestions and best practices for profitable contracts
  • how you can also win contracts performing as matchmaker or partnering with other organization proprietors

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The Alternatives in Govt Contracting

“It’s an astounding prospect that most tiny enterprises do not know about or really do not try. Or, if they do test they’re genuinely not guaranteed where to start,” Ricky explained.

The authorities is the solitary most significant purchaser of merchandise and companies in the earth, Ricky stated.

Additionally, Ricky mentioned that the governing administration is mandated by law to get from tiny organizations — at the very least 23% of their paying out.

To give you an thought of what that appears to be like like in pounds, Ricky explained that the authorities expended all around $154 billion just on tiny company contracts past year by itself.

And it’s not just for heavy equipment and defense supplies. There is a big amount of money of opportunity for tiny corporations of all forms to get a slice of the pie.

Just about something that goes into the infrastructure of a town wherever navy personnel are primarily based desires to be sourced.

From leisure activities to building and maintaining office properties, the scope is unbelievably huge.

Ricky also explained it is a good time to pitch contracts to the government appropriate now. Considerably less than 1% of smaller organizations are actively promoting to the governing administration, and that quantity has been lowering in latest a long time.

Discovering Out if the Authorities Is Buying What You’re Marketing

“In the public sector, all the details is public,” Ricky explained.

Ricky mentioned it could not be less difficult to come across out who’s undertaking the paying and what’s becoming acquired than when it arrives to the govt.

If you want to locate out if the govt is purchasing what you are marketing, Ricky endorses finding commenced by going to


To use the research function on USASpending to find out if there is a desire for your products and services, Ricky gave the pursuing recommendations as an illustration:

  • Go to “Award Search” and pull down the menu, then pick out “Advanced Search”
  • Select a array masking the past three years for the most pertinent facts. That’ll be “FY 2023,” “FY 2022,” and “FY 2021”
  • Style your niche or support into the “North American Industry Classification Program (NAICS)” box to obtain out what your authorities code is. For illustration, if your form “Painting” into the NAICS box it’ll exhibit you the code for portray is “238320”
  • You can now look for for contracts awarded to modest corporations featuring portray providers. Ricky executed this research and could see all-around $253 million was expended on portray above the earlier a few a long time, and the DoD was liable for close to $175 million of that.

This is just a speedy instance, there is a great deal much more you can do with the advanced search filters out there.

If you shell out some time digging into the facts you will be capable to see the kinds of contracts on a much more granular stage.

Registering to Offer to the Authorities

At the time you have observed that the federal government is awarding contracts to companies comparable to yours, the future stage is to go to

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

You can search up solicitation details on particular contracts, as nicely as sign-up your small business to provide to the authorities.

Ricky claimed the method of registering your business enterprise is self-explanatory, but assume it to acquire a 7 days or two for all the approvals to go through.

Taking part in Matchmaker or Currently being a Subcontractor

If you do not have a company or supply a company your self, you could act as a middleman or matchmaker.

This is named becoming a federal government deal “integrator.” Ricky mentioned currently being an integrator is a well-known small business product that performs effectively.

You could also be a subcontractor and do the job with a much larger key contractor. This permits you to place in a joint bid on a job and get the job done with yet another business.

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

There are some principles all over how a great deal work the primary contractor has to do on a undertaking, but it’s one more model that functions nicely.

Bidding Technique

Ricky explained that if you dive in and begin creating proposals and bidding on contracts, your odds of successful are heading to be extremely very low.

To enhance your odds, Ricky advises that alternatively of filtering for requests for quotations on careers, you filter on “requests for information” or “sources sought.”

These requests are the federal government trying to figure out how to remedy a dilemma prior to placing a solicitation with each other.

To create a request for data, you’ll want to put with each other a handful of internet pages of information and facts answering questions, and recommending methods as per the proposal.

The reward of undertaking this is that you are producing call prior to the solicitation has arrive out.

You are putting your enterprise identify out there as anyone that can do the operate and detailing why you are excellent for the deal when it is produced.

You are going to often have the option to request a conference in person when filling out a ask for for information and facts. This is some thing Ricky recommends performing as a way of introducing your business enterprise.

Bidding Ideal Techniques and Tips

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

  • Never add anything at all that is not requested for in the proposal, it’ll only work from you. Your bid is likely to be scored based mostly on how properly you followed the instructions.
  • Glance at very similar contracts that have by now been awarded to get an idea of how substantially to bid. You can use to see for how substantially Typical Expert services Administration (GSA) contracts are getting awarded.
  • Really do not be shy to reply and question what the spending plan appears to be like. Ricky claimed most organizations will be inclined to inform you what their funds is and that’ll aid give you a ballpark figure.

If you’re having difficulties to place collectively your first proposal, Ricky said you can locate somebody on Upwork with encounter crafting proposals.

Seeing how a proposal is penned up by anyone with working experience and a keep track of report of successful bids is likely to be a enormous help.

Illustrations of Consumers Profitable Contracts

Ricky shared a couple of examples of his customers who have received authorities contracts lately.

A single was a lady who moves furnishings for a dwelling. She won a couple of contracts at $16k/ea going office environment furniture.

Another was a lady who ran a helpdesk services. From reaching out to the workplaces and working with requests for details, Ricky was capable to see that the governing administration was transitioning from its legacy helpdesk technique to a new process that helped people with disabilities.

His customer was in a position to faucet into that will need to transfer from just one certain form of helpdesk procedure to a further. For the past two decades, she has billed all-around $1 million a calendar year.

What’s Upcoming?

“I’m energized about rising the selection of modest corporations advertising to the federal government,” Ricky informed me.

Ricky has just lately put collectively a certification program as element of his academy that usually takes pupils through the actions of profitable authorities contracts.

If you want to master additional and enroll in Ricky’s education program, he’s established a coupon code for Side Hustle present listeners that’ll give you 1-month free of charge.

Head over to and type “THESIDEHUSTLESHOW” in the coupon box to claim your free month.

Ricky’s #1 Tip for Side Hustle Nation

It is a marathon, not a dash.”

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