Selling to the World’s Largest Customer


Lt Col Ricky Howard

This week we’re checking out a exclusive opportunity to switch the world’s largest purchaser of merchandise and expert services into a consumer of yours.

That is appropriate, we’re conversing about promoting to the govt.

There is almost nothing like having a customer that can actually print the money!

But there is a whole lot of confusion and misunderstandings all over having govt contracts so I’ve enlisted some specialist assistance to assistance us discover how to do it the proper way.

Retired Lt Col Ricky Howard of used a long time on the purchasing side for the U.S. Section of Protection and now helps compact businesses like yours get their foot in the door.

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

  • why there are so numerous lucrative chances with authorities contracts
  • Ricky’s strategies and ideal techniques for successful contracts
  • how you can also gain contracts performing as matchmaker or partnering with other enterprise owners

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The Possibilities in Govt Contracting

“It’s an wonderful chance that most smaller companies never know about or don’t attempt. Or, if they do test they’re actually not absolutely sure in which to start out,” Ricky explained.

The government is the solitary most significant purchaser of merchandise and services in the world, Ricky stated.

Additionally, Ricky claimed that the federal government is mandated by law to get from smaller organizations — at minimum 23% of their shelling out.

To give you an notion of what that appears like in pounds, Ricky explained that the authorities invested around $154 billion just on smaller business enterprise contracts very last yr by itself.

And it is not just for weighty equipment and defense materials. There is a big amount of potential for tiny corporations of all kinds to get a slice of the pie.

Just about anything that goes into the infrastructure of a town where armed forces staff are centered wants to be sourced.

From leisure routines to building and protecting office environment structures, the scope is exceptionally broad.

Ricky also claimed it’s a wonderful time to pitch contracts to the governing administration appropriate now. A lot less than 1% of tiny organizations are actively providing to the authorities, and that range has been reducing in modern years.

Obtaining Out if the Govt Is Buying What You are Offering

“In the community sector, all the info is public,” Ricky reported.

Ricky explained it could not be less complicated to locate out who’s performing the spending and what’s currently being bought than when it comes to the governing administration.

If you want to discover out if the federal government is buying what you’re marketing, Ricky recommends having started by going to


To use the lookup aspect on USASpending to discover out if there is a desire for your providers, Ricky gave the subsequent ideas as an case in point:

  • Go to “Award Search” and pull down the menu, then find “Advanced Search”
  • Choose a variety masking the last a few yrs for the most relevant details. That’ll be “FY 2023,” “FY 2022,” and “FY 2021”
  • Kind your market or services into the “North American Marketplace Classification Procedure (NAICS)” box to discover out what your governing administration code is. For instance, if your form “Painting” into the NAICS box it’ll present you the code for portray is “238320”
  • You can now lookup for contracts awarded to tiny organizations supplying painting solutions. Ricky done this look for and could see all over $253 million was used on painting in excess of the earlier a few yrs, and the DoD was responsible for around $175 million of that.

This is just a fast example, there is a large amount additional you can do with the highly developed lookup filters obtainable.

If you commit some time digging into the knowledge you will be in a position to see the sorts of contracts on a more granular stage.

Registering to Market to the Federal government

At the time you’ve discovered that the govt is awarding contracts to businesses comparable to yours, the subsequent phase is to go to

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

You can appear up solicitation information on specific contracts, as properly as register your company to provide to the government.

Ricky claimed the course of action of registering your organization is self-explanatory, but assume it to consider a 7 days or two for all the approvals to go through.

Actively playing Matchmaker or Remaining a Subcontractor

If you never have a small business or give a company your self, you could act as a intermediary or matchmaker.

This is called remaining a government agreement “integrator.” Ricky mentioned remaining an integrator is a popular organization model that functions properly.

You could also be a subcontractor and get the job done with a larger prime contractor. This enables you to set in a joint bid on a job and perform with a further small business.

This is a superior way to be awarded contracts that have been established apart for specific business kinds of demographics that only 1 of you can bid on.

There are some rules all around how substantially operate the prime contractor has to do on a undertaking, but it is another design that works very well.

Bidding Technique

Ricky described that if you dive in and start writing proposals and bidding on contracts, your odds of winning are likely to be pretty low.

To maximize your odds, Ricky advises that in its place of filtering for requests for estimates on employment, you filter on “requests for information” or “sources sought.”

These requests are the government hoping to figure out how to clear up a issue just before placing a solicitation jointly.

To develop a ask for for facts, you’ll will need to set collectively a couple webpages of info answering thoughts, and recommending remedies as per the proposal.

The advantage of doing this is that you’re earning contact ahead of the solicitation has occur out.

You’re placing your business identify out there as an individual that can do the work and conveying why you are excellent for the deal when it’s made.

You are going to usually have the possibility to request a assembly in person when filling out a ask for for info. This is something Ricky endorses doing as a way of introducing your organization.

Bidding Finest Methods and Ideas

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

  • Really don’t add nearly anything that is not questioned for in the proposal, it’ll only perform from you. Your bid is likely to be scored dependent on how perfectly you adopted the directions.
  • Look at identical contracts that have already been awarded to get an idea of how significantly to bid. You can use to see for how a great deal Normal Services Administration (GSA) contracts are currently being awarded.
  • Really don’t be shy to reply and request what the budget looks like. Ricky said most organizations will be inclined to tell you what their price range is and that’ll support give you a ballpark determine.

If you are battling to place together your to start with proposal, Ricky stated you can obtain another person on Upwork with experience producing proposals.

Viewing how a proposal is published up by a person with expertise and a monitor report of winning bids is heading to be a massive help.

Examples of Consumers Profitable Contracts

Ricky shared a couple of illustrations of his purchasers who have won govt contracts recently.

One particular was a female who moves home furnishings for a living. She received a pair of contracts at $16k/ea shifting office home furnishings.

One more was a lady who ran a helpdesk assistance. From achieving out to the places of work and employing requests for data, Ricky was in a position to see that the authorities was transitioning from its legacy helpdesk program to a new process that assisted people today with disabilities.

His consumer was capable to faucet into that want to shift from a single specific kind of helpdesk program to an additional. For the previous two a long time, she has billed all over $1 million a calendar year.

What is Up coming?

“I’m excited about expanding the amount of little businesses providing to the govt,” Ricky explained to me.

Ricky has recently put collectively a certification system as element of his academy that requires students by means of the ways of profitable govt contracts.

If you want to discover more and enroll in Ricky’s education plan, he’s made a coupon code for Facet Hustle clearly show listeners that’ll give you 1-month no cost.

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

Ricky’s #1 Suggestion for Side Hustle Nation

It’s a marathon, not a dash.”

Links and Methods

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