Selling to the World’s Largest Customer

Selling to the World’s Largest Customer

Lt Col Ricky Howard

This week we’re exploring a one of a kind option to transform the world’s greatest customer of goods and companies into a client of yours.

That is appropriate, we’re speaking about offering to the governing administration.

There is practically nothing like possessing a client that can actually print the revenue!

But there’s a good deal of confusion and misunderstandings all around receiving government contracts so I have enlisted some expert assistance to assistance us master how to do it the ideal way.

Retired Lt Col Ricky Howard of spent years on the paying for side for the U.S. Office of Protection and now allows little enterprises like yours get their foot in the doorway.

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

  • why there are so a lot of valuable possibilities with authorities contracts
  • Ricky’s strategies and most effective procedures for winning contracts
  • how you can also acquire contracts acting as matchmaker or partnering with other business enterprise entrepreneurs

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The Alternatives in Authorities Contracting

“It’s an awesome prospect that most small enterprises never know about or never try out. Or, if they do consider they are seriously not certain in which to start,” Ricky mentioned.

The authorities is the one major purchaser of goods and expert services in the entire world, Ricky described.

Furthermore, Ricky claimed that the authorities is mandated by legislation to purchase from little organizations — at minimum 23% of their paying out.

To give you an thought of what that appears to be like in bucks, Ricky said that the federal government put in about $154 billion just on smaller company contracts past 12 months by yourself.

And it’s not just for heavy equipment and defense provides. There is a enormous sum of potential for tiny organizations of all types to get a slice of the pie.

Just about just about anything that goes into the infrastructure of a city wherever navy personnel are primarily based needs to be sourced.

From leisure things to do to developing and protecting business office structures, the scope is incredibly large.

Ricky also said it is a great time to pitch contracts to the federal government suitable now. Much less than 1% of compact organizations are actively selling to the government, and that number has been reducing in recent several years.

Discovering Out if the Government Is Purchasing What You’re Providing

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

Ricky reported it could not be simpler to find out who’s carrying out the paying out and what’s being bought than when it comes to the government.

If you want to discover out if the federal government is purchasing what you’re selling, Ricky suggests acquiring started by visiting


To use the search aspect on USASpending to obtain out if there is a demand for your solutions, Ricky gave the following suggestions as an illustration:

  • Go to “Award Search” and pull down the menu, then pick “Advanced Search”
  • Pick out a assortment covering the last three several years for the most applicable facts. That’ll be “FY 2023,” “FY 2022,” and “FY 2021”
  • Form your market or provider into the “North American Market Classification Method (NAICS)” box to come across out what your government code is. For instance, if your type “Painting” into the NAICS box it’ll present you the code for portray is “238320”
  • You can now lookup for contracts awarded to little organizations featuring portray services. Ricky carried out this search and could see close to $253 million was used on portray more than the past a few yrs, and the DoD was accountable for all over $175 million of that.

This is just a swift instance, there is a great deal much more you can do with the advanced research filters available.

If you spend some time digging into the information you’ll be ready to see the varieties of contracts on a far more granular amount.

Registering to Sell to the Authorities

The moment you’ve discovered that the govt is awarding contracts to firms related to yours, the subsequent stage is to go to

This is the place the government repository of all federal contracting data is stored.

You can search up solicitation information and facts on certain contracts, as very well as register your company to promote to the govt.

Ricky mentioned the process of registering your organization is self-explanatory, but be expecting it to just take a 7 days or two for all the approvals to go via.

Enjoying Matchmaker or Currently being a Subcontractor

If you really do not have a business enterprise or give a company oneself, you could act as a intermediary or matchmaker.

This is referred to as currently being a federal government agreement “integrator.” Ricky explained staying an integrator is a well known company product that performs properly.

You could also be a subcontractor and do the job with a greater key contractor. This allows you to put in a joint bid on a challenge and perform with a different business enterprise.

This is a very good way to be awarded contracts that have been set aside for particular small business sorts of demographics that only one particular of you can bid on.

There are some regulations all around how much function the key contractor has to do on a task, but it is a further model that operates effectively.

Bidding Method

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

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

These requests are the federal government attempting to determine out how to fix a challenge right before putting a solicitation together.

To make a ask for for information, you will will need to place together a handful of pages of data answering queries, and recommending remedies as per the proposal.

The benefit of performing this is that you’re producing contact just before the solicitation has come out.

You’re placing your business name out there as anyone that can do the get the job done and explaining why you’re fantastic for the contract when it is made.

You are going to often have the solution to request a assembly in man or woman when filling out a ask for for data. This is a little something Ricky suggests doing as a way of introducing your enterprise.

Bidding Ideal Tactics and Suggestions

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

  • Really don’t insert just about anything that is not requested for in the proposal, it’ll only function against you. Your bid is heading to be scored based on how perfectly you adopted the directions.
  • Appear at identical contracts that have by now been awarded to get an notion of how considerably to bid. You can use to see for how a lot Standard Solutions Administration (GSA) contracts are remaining awarded.
  • Don’t be shy to reply and question what the price range appears to be like. Ricky claimed most agencies will be willing to convey to you what their spending plan is and that’ll aid give you a ballpark determine.

If you are battling to put together your 1st proposal, Ricky mentioned you can discover an individual on Upwork with knowledge composing proposals.

Observing how a proposal is prepared up by another person with encounter and a monitor history of winning bids is likely to be a large enable.

Examples of Customers Winning Contracts

Ricky shared a couple of examples of his shoppers who have received govt contracts recently.

One was a woman who moves home furniture for a residing. She received a few of contracts at $16k/ea transferring business office furniture.

Another was a girl who ran a helpdesk provider. From achieving out to the offices and working with requests for info, Ricky was able to see that the authorities was transitioning from its legacy helpdesk process to a new procedure that assisted individuals with disabilities.

His customer was capable to faucet into that need to transfer from a person certain style of helpdesk method to a different. For the earlier two a long time, she has billed close to $1 million a calendar year.

What is Next?

“I’m enthusiastic about rising the variety of small corporations offering to the authorities,” Ricky advised me.

Ricky has a short while ago place together a certification system as element of his academy that requires students through the measures of successful government contracts.

If you want to find out far more and enroll in Ricky’s training method, he’s produced a coupon code for Side Hustle display listeners that’ll give you 1-month no cost.

Head about to and kind “THESIDEHUSTLESHOW” in the coupon box to declare your cost-free thirty day period.

Ricky’s #1 Suggestion for Side Hustle Nation

It is a marathon, not a dash.”

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