Selling to the World’s Largest Customer

Lt Col Ricky Howard

This week we’re checking out a one of a kind prospect to change the world’s biggest purchaser of items and services into a customer of yours.

Which is appropriate, we’re speaking about marketing to the federal government.

There is very little like having a customer that can literally print the income!

But there is a ton of confusion and misunderstandings all around receiving government contracts so I’ve enlisted some skilled assistance to help us learn how to do it the correct way.

Retired Lt Col Ricky Howard of expended several years on the buying aspect for the U.S. Office of Defense and now assists small businesses like yours get their foot in the door.

Tune in to The Facet Hustle Clearly show job interview to hear:

  • why there are so many rewarding prospects with govt contracts
  • Ricky’s ideas and very best procedures for profitable contracts
  • how you can also win contracts performing as matchmaker or partnering with other organization homeowners

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The Prospects in Governing administration Contracting

“It’s an astounding possibility that most little companies never know about or really don’t attempt. Or, if they do try out they are genuinely not positive in which to begin,” Ricky explained.

The govt is the one most important purchaser of products and services in the world, Ricky described.

Moreover, Ricky explained that the govt is mandated by law to acquire from tiny firms — at minimum 23% of their spending.

To give you an plan of what that seems to be like in bucks, Ricky claimed that the governing administration expended all around $154 billion just on tiny small business contracts last yr by yourself.

And it’s not just for significant machinery and protection materials. There is a substantial amount of money of opportunity for compact organizations of all kinds to get a slice of the pie.

Just about nearly anything that goes into the infrastructure of a city exactly where armed forces personnel are primarily based demands to be sourced.

From recreational activities to making and sustaining business office properties, the scope is very large.

Ricky also claimed it’s a good time to pitch contracts to the authorities right now. Fewer than 1% of tiny corporations are actively providing to the authorities, and that selection has been reducing in current several years.

Finding Out if the Federal government Is Obtaining What You are Offering

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

Ricky mentioned it could not be less complicated to find out who’s carrying out the spending and what is getting acquired than when it arrives to the authorities.

If you want to uncover out if the governing administration is purchasing what you are selling, Ricky endorses having begun by going to


To use the research element on USASpending to locate out if there is a demand from customers for your providers, Ricky gave the following tips as an instance:

  • Go to “Award Search” and pull down the menu, then select “Advanced Search”
  • Select a selection masking the past 3 yrs for the most pertinent knowledge. That’ll be “FY 2023,” “FY 2022,” and “FY 2021”
  • Type your area of interest or services into the “North American Sector Classification Process (NAICS)” box to find out what your governing administration code is. For illustration, if your sort “Painting” into the NAICS box it’ll present you the code for painting is “238320”
  • You can now search for contracts awarded to modest businesses providing painting providers. Ricky executed this research and could see close to $253 million was used on painting about the earlier 3 several years, and the DoD was responsible for close to $175 million of that.

This is just a speedy case in point, there is a good deal more you can do with the highly developed search filters out there.

If you devote some time digging into the knowledge you will be capable to see the varieties of contracts on a more granular stage.

Registering to Offer to the Governing administration

As soon as you’ve found that the government is awarding contracts to firms comparable to yours, the following action is to go to

This is exactly where the federal government repository of all federal contracting details is saved.

You can search up solicitation information on distinct contracts, as well as sign up your business to sell to the federal government.

Ricky reported the system of registering your enterprise is self-explanatory, but expect it to choose a 7 days or two for all the approvals to go by.

Taking part in Matchmaker or Remaining a Subcontractor

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

This is named getting a federal government agreement “integrator.” Ricky stated currently being an integrator is a common company design that will work very well.

You could also be a subcontractor and work with a much larger primary contractor. This allows you to place in a joint bid on a project and work with a different organization.

This is a very good way to be awarded contracts that have been set aside for certain organization types of demographics that only a single of you can bid on.

There are some regulations all-around how a great deal work the key contractor has to do on a undertaking, but it is an additional model that functions effectively.

Bidding Method

Ricky stated that if you dive in and commence writing proposals and bidding on contracts, your odds of winning are heading to be really very low.

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

These requests are the govt making an attempt to figure out how to clear up a dilemma right before placing a solicitation alongside one another.

To create a request for details, you are going to will need to put alongside one another a few internet pages of data answering thoughts, and recommending methods as for every the proposal.

The reward of undertaking this is that you’re producing get hold of ahead of the solicitation has appear out.

You are placing your company name out there as someone that can do the operate and explaining why you are fantastic for the agreement when it’s established.

You’ll often have the possibility to request a assembly in human being when filling out a ask for for information. This is something Ricky endorses executing as a way of introducing your company.

Bidding Finest Methods and Recommendations

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

  • Really do not include something that isn’t questioned for in the proposal, it’ll only do the job against you. Your bid is heading to be scored dependent on how perfectly you adopted the instructions.
  • Search at identical contracts that have by now been awarded to get an thought of how a great deal to bid. You can use to see for how a lot Basic Solutions Administration (GSA) contracts are being awarded.
  • Do not be shy to reply and inquire what the funds looks like. Ricky stated most agencies will be keen to explain to you what their budget is and that’ll enable give you a ballpark figure.

If you’re battling to place collectively your very first proposal, Ricky said you can come across somebody on Upwork with practical experience crafting proposals.

Seeing how a proposal is composed up by a person with encounter and a track history of profitable bids is likely to be a massive support.

Examples of Customers Winning Contracts

Ricky shared a pair of illustrations of his purchasers who have won authorities contracts recently.

One was a woman who moves household furniture for a dwelling. She won a few of contracts at $16k/ea transferring place of work furniture.

Another was a woman who ran a helpdesk support. From reaching out to the offices and employing requests for information and facts, Ricky was equipped to see that the federal government was transitioning from its legacy helpdesk procedure to a new procedure that assisted people today with disabilities.

His client was ready to tap into that will need to go from a person specific type of helpdesk method to another. For the earlier two many years, she has billed all around $1 million a year.

What’s Up coming?

“I’m excited about raising the number of small organizations marketing to the authorities,” Ricky explained to me.

Ricky has not long ago set alongside one another a certification plan as component of his academy that will take learners via the actions of winning authorities contracts.

If you want to master extra and enroll in Ricky’s training program, he’s developed a coupon code for Facet Hustle clearly show listeners that’ll give you 1-thirty day period free of charge.

Head around to and variety “THESIDEHUSTLESHOW” in the coupon box to declare your totally free month.

Ricky’s #1 Idea for Aspect Hustle Nation

It is a marathon, not a dash.”

One-way links and Resources

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