Selling to the World’s Largest Customer

Marty Batteen

Lt Col Ricky Howard

This week we’re exploring a one of a kind prospect to convert the world’s largest buyer of products and products and services into a buyer of yours.

That’s right, we’re speaking about providing to the governing administration.

There is practically nothing like acquiring a consumer that can practically print the money!

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

Retired Lt Col Ricky Howard of expended decades on the paying for aspect for the U.S. Division of Defense and now aids modest firms like yours get their foot in the door.

Tune in to The Side Hustle Demonstrate interview to listen to:

  • why there are so many worthwhile possibilities with authorities contracts
  • Ricky’s guidelines and most effective procedures for winning contracts
  • how you can also earn contracts performing as matchmaker or partnering with other enterprise entrepreneurs

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The Prospects in Authorities Contracting

“It’s an amazing possibility that most little corporations really don’t know about or never try out. Or, if they do consider they’re genuinely not absolutely sure in which to commence,” Ricky stated.

The authorities is the single largest purchaser of merchandise and services in the earth, Ricky stated.

In addition, Ricky mentioned that the govt is mandated by regulation to acquire from small enterprises — at minimum 23% of their investing.

To give you an thought of what that appears like in dollars, Ricky explained that the govt used all around $154 billion just on modest organization contracts final calendar year on your own.

And it is not just for significant machinery and protection materials. There is a large total of possible for modest corporations of all sorts to get a slice of the pie.

Just about everything that goes into the infrastructure of a city exactly where armed forces personnel are centered requirements to be sourced.

From recreational pursuits to building and sustaining place of work structures, the scope is unbelievably extensive.

Ricky also claimed it is a great time to pitch contracts to the authorities correct now. Much less than 1% of small enterprises are actively promoting to the govt, and that range has been reducing in new yrs.

Discovering Out if the Government Is Getting What You’re Marketing

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

Ricky said it could not be easier to find out who’s accomplishing the paying and what’s currently being bought than when it will come to the authorities.

If you want to obtain out if the government is acquiring what you are providing, Ricky recommends having started off by going to


To use the lookup function on USASpending to find out if there is a need for your services, Ricky gave the following suggestions as an case in point:

  • Go to “Award Search” and pull down the menu, then decide on “Advanced Search”
  • Pick a vary covering the very last a few many years for the most relevant knowledge. That’ll be “FY 2023,” “FY 2022,” and “FY 2021”
  • Type your specialized niche or assistance into the “North American Business Classification Process (NAICS)” box to uncover out what your federal government code is. For illustration, if your kind “Painting” into the NAICS box it’ll present you the code for painting is “238320”
  • You can now lookup for contracts awarded to little businesses offering painting services. Ricky performed this research and could see about $253 million was put in on portray above the earlier three a long time, and the DoD was accountable for around $175 million of that.

This is just a rapid instance, there is a good deal more you can do with the superior look for filters obtainable.

If you shell out some time digging into the facts you are going to be able to see the kinds of contracts on a a lot more granular level.

Registering to Promote to the Government

As soon as you have identified that the federal government is awarding contracts to companies similar to yours, the next step is to go to

This is the place the govt repository of all federal contracting information and facts is stored.

You can glimpse up solicitation information and facts on unique contracts, as very well as sign-up your company to provide to the govt.

Ricky explained the system of registering your company is self-explanatory, but assume it to take a 7 days or two for all the approvals to go by.

Actively playing Matchmaker or Becoming a Subcontractor

If you never have a business or offer you a provider oneself, you could act as a intermediary or matchmaker.

This is known as currently being a federal government contract “integrator.” Ricky reported becoming an integrator is a well-liked business design that functions properly.

You could also be a subcontractor and work with a much larger key contractor. This enables you to set in a joint bid on a challenge and do the job with one more organization.

This is a fantastic way to be awarded contracts that have been set apart for certain business enterprise sorts of demographics that only 1 of you can bid on.

There are some procedures around how significantly get the job done the primary contractor has to do on a challenge, but it’s another product that works nicely.

Bidding Method

Ricky described that if you dive in and begin writing proposals and bidding on contracts, your odds of winning are going to be quite lower.

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

These requests are the government hoping to figure out how to remedy a issue just before putting a solicitation alongside one another.

To make a ask for for facts, you are going to need to place jointly a couple of internet pages of data answering concerns, and recommending alternatives as for each the proposal.

The gain of carrying out this is that you’re generating speak to prior to the solicitation has appear out.

You are placing your organization name out there as somebody that can do the perform and outlining why you’re excellent for the deal when it’s established.

You’ll usually have the choice to request a assembly in person when filling out a ask for for info. This is something Ricky endorses performing as a way of introducing your organization.

Bidding Best Procedures and Guidelines

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

  • Never incorporate anything that isn’t requested for in the proposal, it’ll only function versus you. Your bid is heading to be scored primarily based on how very well you adopted the recommendations.
  • Glance at very similar contracts that have previously been awarded to get an thought of how substantially to bid. You can use to see for how substantially Common Companies Administration (GSA) contracts are staying awarded.
  • Do not be shy to reply and question what the spending budget seems to be like. Ricky stated most agencies will be inclined to notify you what their funds is and that’ll aid give you a ballpark determine.

If you’re having difficulties to put alongside one another your to start with proposal, Ricky stated you can locate someone on Upwork with expertise creating proposals.

Seeing how a proposal is prepared up by a person with practical experience and a monitor file of profitable bids is likely to be a substantial assist.

Examples of Clients Successful Contracts

Ricky shared a few of examples of his shoppers who have won govt contracts just lately.

A single was a female who moves home furniture for a living. She gained a pair of contracts at $16k/ea transferring office environment home furniture.

An additional was a female who ran a helpdesk assistance. From achieving out to the places of work and working with requests for details, Ricky was in a position to see that the govt was transitioning from its legacy helpdesk process to a new system that aided persons with disabilities.

His customer was able to faucet into that want to shift from one unique style of helpdesk process to one more. For the earlier two many years, she has billed around $1 million a yr.

What’s Following?

“I’m thrilled about raising the range of smaller corporations promoting to the federal government,” Ricky instructed me.

Ricky has lately set together a certification system as section of his academy that will take learners by means of the techniques of profitable governing administration contracts.

If you want to discover much more and enroll in Ricky’s schooling program, he’s developed a coupon code for Side Hustle exhibit listeners that’ll give you 1-month absolutely free.

Head around to and kind “THESIDEHUSTLESHOW” in the coupon box to assert your absolutely free thirty day period.

Ricky’s #1 Idea for Side Hustle Country

It’s a marathon, not a sprint.”

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