Selling to the World’s Largest Customer

Lt Col Ricky Howard

This week we’re checking out a exceptional chance to convert the world’s greatest buyer of merchandise and providers into a purchaser of yours.

Which is ideal, we’re chatting about promoting to the authorities.

There’s absolutely nothing like having a customer that can pretty much print the revenue!

But there’s a whole lot of confusion and misunderstandings around acquiring governing administration contracts so I’ve enlisted some pro enable to aid us understand how to do it the appropriate way.

Retired Lt Col Ricky Howard of put in years on the paying for aspect for the U.S. Department of Protection and now allows tiny enterprises like yours get their foot in the door.

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

  • why there are so a lot of worthwhile alternatives with governing administration contracts
  • Ricky’s tips and ideal tactics for successful contracts
  • how you can also gain contracts acting as matchmaker or partnering with other organization homeowners

freshbooks 2021

  • NordVPN — Get a huge price cut off your NordVPN Plan + 4 added months for totally free!


The Possibilities in Govt Contracting

“It’s an awesome possibility that most smaller enterprises never know about or do not check out. Or, if they do attempt they’re actually not sure exactly where to start,” Ricky explained.

The governing administration is the solitary biggest purchaser of goods and products and services in the entire world, Ricky defined.

Furthermore, Ricky mentioned that the authorities is mandated by regulation to invest in from tiny businesses — at the very least 23% of their paying out.

To give you an strategy of what that looks like in pounds, Ricky claimed that the federal government invested all around $154 billion just on modest business enterprise contracts last 12 months by itself.

And it’s not just for major machinery and defense provides. There is a large amount of money of potential for little organizations of all sorts to get a slice of the pie.

Just about anything at all that goes into the infrastructure of a town the place navy personnel are based desires to be sourced.

From recreational actions to creating and protecting workplace structures, the scope is amazingly broad.

Ricky also said it’s a excellent time to pitch contracts to the govt suitable now. Significantly less than 1% of small businesses are actively offering to the govt, and that amount has been reducing in modern a long time.

Locating Out if the Govt Is Obtaining What You are Marketing

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

Ricky mentioned it could not be much easier to locate out who’s accomplishing the investing and what’s getting bought than when it arrives to the authorities.

If you want to discover out if the govt is acquiring what you’re selling, Ricky suggests acquiring commenced by viewing


To use the search feature on USASpending to obtain out if there is a demand for your services, Ricky gave the subsequent recommendations as an illustration:

  • Go to “Award Search” and pull down the menu, then decide on “Advanced Search”
  • Choose a array masking the past 3 a long time for the most relevant data. That’ll be “FY 2023,” “FY 2022,” and “FY 2021”
  • Style your niche or assistance into the “North American Business Classification Method (NAICS)” box to uncover out what your federal government code is. For case in point, if your style “Painting” into the NAICS box it’ll clearly show you the code for painting is “238320”
  • You can now look for for contracts awarded to modest organizations providing portray services. Ricky carried out this research and could see close to $253 million was used on portray above the past a few yrs, and the DoD was accountable for close to $175 million of that.

This is just a quick case in point, there is a large amount more you can do with the sophisticated look for filters available.

If you expend some time digging into the information you are going to be ready to see the kinds of contracts on a far more granular amount.

Registering to Market to the Government

As soon as you’ve identified that the authorities is awarding contracts to businesses related to yours, the upcoming move is to go to

This is wherever the govt repository of all federal contracting details is saved.

You can glimpse up solicitation information and facts on specific contracts, as perfectly as sign-up your organization to offer to the government.

Ricky said the course of action of registering your enterprise is self-explanatory, but expect it to just take a 7 days or two for all the approvals to go as a result of.

Actively playing Matchmaker or Currently being a Subcontractor

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

This is named remaining a government contract “integrator.” Ricky claimed becoming an integrator is a popular business model that will work very well.

You could also be a subcontractor and perform with a much larger primary contractor. This permits you to set in a joint bid on a job and perform with yet another enterprise.

This is a good way to be awarded contracts that have been set apart for particular enterprise styles of demographics that only a person of you can bid on.

There are some principles around how significantly function the key contractor has to do on a venture, but it is one more design that operates well.

Bidding Technique

Ricky defined that if you dive in and begin creating proposals and bidding on contracts, your odds of successful are heading to be incredibly reduced.

To improve your odds, Ricky advises that as an alternative of filtering for requests for rates on work opportunities, you filter on “requests for information” or “sources sought.”

These requests are the govt seeking to figure out how to resolve a dilemma right before putting a solicitation alongside one another.

To generate a ask for for information, you’ll require to set collectively a several webpages of data answering concerns, and recommending answers as per the proposal.

The benefit of accomplishing this is that you’re building speak to just before the solicitation has occur out.

You are putting your business identify out there as a person that can do the get the job done and describing why you’re perfect for the deal when it’s established.

You are going to generally have the possibility to request a conference in human being when filling out a ask for for data. This is one thing Ricky suggests doing as a way of introducing your business.

Bidding Best Tactics and Strategies

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

  • Never increase anything that isn’t asked for in the proposal, it’ll only work in opposition to you. Your bid is going to be scored based mostly on how properly you followed the instructions.
  • Look at equivalent contracts that have by now been awarded to get an plan of how significantly to bid. You can use to see for how considerably Basic Expert services Administration (GSA) contracts are getting awarded.
  • Do not be shy to reply and check with what the price range looks like. Ricky stated most businesses will be prepared to explain to you what their price range is and that’ll assistance give you a ballpark determine.

If you’re battling to put together your 1st proposal, Ricky mentioned you can discover anyone on Upwork with working experience writing proposals.

Seeing how a proposal is prepared up by someone with expertise and a monitor document of winning bids is likely to be a massive aid.

Illustrations of Shoppers Successful Contracts

Ricky shared a few of examples of his customers who have won authorities contracts not long ago.

A single was a lady who moves home furnishings for a residing. She gained a couple of contracts at $16k/ea moving workplace household furniture.

One more was a female who ran a helpdesk support. From reaching out to the workplaces and employing requests for information, Ricky was capable to see that the federal government was transitioning from its legacy helpdesk program to a new program that assisted people with disabilities.

His client was equipped to faucet into that want to go from just one certain style of helpdesk technique to one more. For the past two many years, she has billed around $1 million a calendar year.

What’s Future?

“I’m fired up about expanding the amount of modest corporations advertising to the federal government,” Ricky explained to me.

Ricky has recently set collectively a certification application as part of his academy that normally takes students as a result of the measures of winning federal government contracts.

If you want to understand far more and enroll in Ricky’s instruction system, he’s created a coupon code for Aspect Hustle show listeners that’ll give you 1-thirty day period cost-free.

Head around to and type “THESIDEHUSTLESHOW” in the coupon box to claim your free thirty day period.

Ricky’s #1 Idea for Side Hustle Country

It’s a marathon, not a dash.”

Back links and Sources

On the lookout for Far more Facet Hustle Assistance?

side hustle show cover art

Leave a Reply