Selling to the World’s Largest Customer


Lt Col Ricky Howard

This week we’re checking out a unique chance to change the world’s largest buyer of products and products and services into a buyer of yours.

That is appropriate, we’re conversing about advertising to the authorities.

There is very little like possessing a client that can basically print the income!

But there’s a large amount of confusion and misunderstandings close to finding authorities contracts so I have enlisted some professional enable to assist us learn how to do it the correct way.

Retired Lt Col Ricky Howard of invested yrs on the getting side for the U.S. Office of Defense and now assists small enterprises like yours get their foot in the door.

Tune in to The Side Hustle Demonstrate interview to hear:

  • why there are so numerous lucrative chances with authorities contracts
  • Ricky’s ideas and very best practices for winning contracts
  • how you can also gain contracts performing as matchmaker or partnering with other small business owners

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The Possibilities in Authorities Contracting

“It’s an wonderful possibility that most smaller enterprises really don’t know about or don’t test. Or, if they do consider they are really not absolutely sure in which to begin,” Ricky explained.

The government is the one largest purchaser of goods and providers in the earth, Ricky discussed.

Furthermore, Ricky claimed that the government is mandated by regulation to purchase from tiny businesses — at minimum 23% of their shelling out.

To give you an thought of what that seems to be like in bucks, Ricky reported that the federal government put in about $154 billion just on little business enterprise contracts very last calendar year on your own.

And it is not just for heavy equipment and defense provides. There is a substantial quantity of likely for modest companies of all varieties to get a slice of the pie.

Just about just about anything that goes into the infrastructure of a town wherever armed forces personnel are primarily based demands to be sourced.

From leisure things to do to building and retaining office environment properties, the scope is amazingly extensive.

Ricky also claimed it’s a great time to pitch contracts to the federal government right now. Fewer than 1% of tiny enterprises are actively offering to the authorities, and that variety has been decreasing in new decades.

Finding Out if the Governing administration Is Getting What You’re Marketing

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

Ricky said it could not be a lot easier to discover out who’s undertaking the expending and what is currently being purchased than when it will come to the authorities.

If you want to come across out if the authorities is shopping for what you are marketing, Ricky endorses obtaining started off by going to


To use the look for attribute on USASpending to find out if there is a demand for your providers, Ricky gave the next recommendations as an instance:

  • Go to “Award Search” and pull down the menu, then find “Advanced Search”
  • Find a variety covering the previous 3 years for the most suitable data. That’ll be “FY 2023,” “FY 2022,” and “FY 2021”
  • Kind your specialized niche or assistance into the “North American Marketplace Classification Technique (NAICS)” box to discover out what your governing administration code is. For illustration, if your form “Painting” into the NAICS box it’ll clearly show you the code for painting is “238320”
  • You can now research for contracts awarded to modest firms providing painting expert services. Ricky carried out this look for and could see about $253 million was spent on painting in excess of the previous three yrs, and the DoD was accountable for all around $175 million of that.

This is just a quick example, there is a great deal additional you can do with the state-of-the-art lookup filters obtainable.

If you invest some time digging into the details you are going to be equipped to see the varieties of contracts on a extra granular stage.

Registering to Provide to the Governing administration

Once you have uncovered that the federal government is awarding contracts to firms comparable to yours, the upcoming move is to go to

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

You can glance up solicitation facts on unique contracts, as well as sign-up your organization to market to the government.

Ricky claimed the process of registering your company is self-explanatory, but hope it to acquire a 7 days or two for all the approvals to go by means of.

Participating in Matchmaker or Becoming a Subcontractor

If you really do not have a business enterprise or provide a assistance you, you could act as a middleman or matchmaker.

This is named staying a govt contract “integrator.” Ricky reported getting an integrator is a common company design that is effective perfectly.

You could also be a subcontractor and operate with a larger primary contractor. This enables you to put in a joint bid on a challenge and work with one more business.

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

There are some policies all over how significantly operate the prime contractor has to do on a job, but it is an additional product that is effective nicely.

Bidding System

Ricky described that if you dive in and get started creating proposals and bidding on contracts, your odds of profitable are going to be really lower.

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

These requests are the government striving to figure out how to resolve a challenge ahead of placing a solicitation jointly.

To develop a ask for for facts, you’ll require to place with each other a several pages of information answering thoughts, and recommending remedies as per the proposal.

The advantage of executing this is that you are building get in touch with ahead of the solicitation has occur out.

You are placing your firm name out there as an individual that can do the perform and explaining why you are great for the deal when it is established.

You are going to generally have the choice to ask for a meeting in particular person when filling out a request for information. This is one thing Ricky endorses carrying out as a way of introducing your small business.

Bidding Ideal Techniques and Ideas

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

  • Never incorporate 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 dependent on how properly you followed the directions.
  • Glance at identical contracts that have currently been awarded to get an notion of how much to bid. You can use to see for how considerably Typical Providers Administration (GSA) contracts are staying awarded.
  • Don’t be shy to reply and inquire what the finances appears to be like like. Ricky said most businesses will be eager to notify you what their funds is and that’ll support give you a ballpark figure.

If you are battling to put together your to start with proposal, Ricky explained you can discover an individual on Upwork with knowledge composing proposals.

Looking at how a proposal is written up by anyone with expertise and a keep track of file of profitable bids is going to be a enormous enable.

Illustrations of Clients Winning Contracts

Ricky shared a pair of illustrations of his shoppers who have gained government contracts not too long ago.

Just one was a female who moves furniture for a residing. She won a pair of contracts at $16k/ea moving place of work furniture.

Another was a woman who ran a helpdesk support. From reaching out to the places of work and applying requests for details, Ricky was ready to see that the governing administration was transitioning from its legacy helpdesk program to a new program that assisted persons with disabilities.

His client was in a position to faucet into that need to shift from one certain kind of helpdesk program to another. For the earlier two several years, she has billed around $1 million a calendar year.

What’s Subsequent?

“I’m enthusiastic about rising the range of modest firms selling to the federal government,” Ricky advised me.

Ricky has a short while ago put collectively a certification system as section of his academy that takes learners by the methods of winning authorities contracts.

If you want to study extra and enroll in Ricky’s training software, he’s designed a coupon code for Side Hustle demonstrate listeners that’ll give you 1-month totally free.

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

Ricky’s #1 Idea for Side Hustle Country

It is a marathon, not a dash.”

Back links and Methods

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