November 30, 2022

Y M L P-222

Did Somebody Say Business?

Selling to the World’s Largest Customer

Lt Col Ricky Howard

This week we’re discovering a exclusive option to flip the world’s largest customer of products and companies into a customer of yours.

Which is appropriate, we’re speaking about offering to the govt.

There is nothing like having a shopper that can actually print the cash!

But there is a good deal of confusion and misunderstandings close to finding govt contracts so I’ve enlisted some specialist assistance to assist us learn how to do it the suitable way.

Retired Lt Col Ricky Howard of spent years on the paying for side for the U.S. Department of Defense and now aids tiny organizations like yours get their foot in the door.

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

  • why there are so numerous rewarding possibilities with govt contracts
  • Ricky’s recommendations and very best procedures for successful contracts
  • how you can also win contracts performing as matchmaker or partnering with other business entrepreneurs

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The Chances in Govt Contracting

“It’s an wonderful prospect that most tiny enterprises really don’t know about or really do not consider. Or, if they do test they are really not certain where by to begin,” Ricky claimed.

The federal government is the solitary most significant purchaser of goods and expert services in the planet, Ricky explained.

Furthermore, Ricky said that the governing administration is mandated by law to acquire from modest corporations — at the very least 23% of their investing.

To give you an concept of what that seems to be like in bucks, Ricky reported that the authorities spent all over $154 billion just on little enterprise contracts last calendar year alone.

And it’s not just for hefty equipment and protection provides. There is a large amount of money of prospective for tiny corporations of all kinds to get a slice of the pie.

Just about everything that goes into the infrastructure of a city in which military services staff are primarily based needs to be sourced.

From leisure activities to creating and maintaining business structures, the scope is unbelievably vast.

Ricky also explained it’s a good time to pitch contracts to the government right now. Fewer than 1% of small firms are actively selling to the government, and that variety has been lowering in the latest yrs.

Locating Out if the Govt Is Getting What You are Marketing

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

Ricky stated it couldn’t be simpler to obtain out who’s carrying out the paying and what’s being acquired than when it arrives to the government.

If you want to obtain out if the governing administration is obtaining what you are selling, Ricky endorses finding begun by browsing


To use the look for aspect on USASpending to uncover out if there is a desire for your products and services, Ricky gave the next strategies as an illustration:

  • Go to “Award Search” and pull down the menu, then choose “Advanced Search”
  • Select a range masking the last three many years for the most pertinent data. That’ll be “FY 2023,” “FY 2022,” and “FY 2021”
  • Variety your specialized niche or services into the “North American Marketplace Classification Program (NAICS)” box to come across out what your federal government code is. For instance, if your form “Painting” into the NAICS box it’ll present you the code for painting is “238320”
  • You can now search for contracts awarded to little businesses featuring portray products and services. Ricky performed this research and could see about $253 million was put in on painting about the earlier three several years, and the DoD was dependable for all around $175 million of that.

This is just a speedy case in point, there is a good deal much more you can do with the state-of-the-art lookup filters out there.

If you commit some time digging into the details you are going to be ready to see the varieties of contracts on a far more granular level.

Registering to Sell to the Authorities

At the time you have observed that the federal government is awarding contracts to corporations identical to yours, the up coming step is to go to

This is where the authorities repository of all federal contracting facts is stored.

You can search up solicitation data on particular contracts, as perfectly as sign-up your company to provide to the authorities.

Ricky stated the approach of registering your company is self-explanatory, but assume it to consider a 7 days or two for all the approvals to go through.

Participating in Matchmaker or Becoming a Subcontractor

If you don’t have a enterprise or provide a company on your own, you could act as a intermediary or matchmaker.

This is referred to as remaining a federal government contract “integrator.” Ricky said being an integrator is a well known organization design that functions properly.

You could also be a subcontractor and operate with a much larger primary contractor. This allows you to place in a joint bid on a project and get the job done with an additional business.

This is a excellent way to be awarded contracts that have been set apart for specific company varieties of demographics that only one particular of you can bid on.

There are some procedures close to how a great deal perform the primary contractor has to do on a project, but it is an additional model that works nicely.

Bidding Approach

Ricky explained that if you dive in and start producing 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 rates on work opportunities, you filter on “requests for information” or “sources sought.”

These requests are the government making an attempt to determine out how to resolve a difficulty before placing a solicitation collectively.

To build a request for info, you are going to want to set collectively a couple web pages of information answering thoughts, and recommending remedies as per the proposal.

The advantage of carrying out this is that you are building contact right before the solicitation has occur out.

You are putting your organization name out there as another person that can do the work and detailing why you are fantastic for the deal when it’s produced.

You are going to usually have the possibility to ask for a assembly in individual when filling out a request for information and facts. This is a little something Ricky recommends accomplishing as a way of introducing your organization.

Bidding Best Methods and Strategies

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

  • Do not incorporate anything that isn’t asked for in the proposal, it’ll only operate versus you. Your bid is going to be scored dependent on how effectively you adopted the recommendations.
  • Glimpse at comparable contracts that have previously been awarded to get an strategy of how considerably to bid. You can use to see for how a great deal Basic Expert services Administration (GSA) contracts are becoming awarded.
  • Do not be shy to reply and talk to what the spending plan appears to be like. Ricky said most agencies will be eager to notify you what their funds is and that’ll aid give you a ballpark figure.

If you are struggling to set jointly your very first proposal, Ricky explained you can obtain anyone on Upwork with expertise producing proposals.

Looking at how a proposal is published up by a person with working experience and a keep track of file of profitable bids is heading to be a large aid.

Examples of Clientele Winning Contracts

Ricky shared a pair of illustrations of his consumers who have gained authorities contracts lately.

Just one was a girl who moves furnishings for a living. She won a few of contracts at $16k/ea going business home furniture.

Another was a woman who ran a helpdesk assistance. From reaching out to the places of work and working with requests for information, Ricky was able to see that the governing administration was transitioning from its legacy helpdesk process to a new technique that served men and women with disabilities.

His consumer was capable to tap into that need to have to go from one particular certain type of helpdesk program to one more. For the past two many years, she has billed all-around $1 million a year.

What is Next?

“I’m excited about rising the amount of compact enterprises promoting to the governing administration,” Ricky told me.

Ricky has not too long ago place with each other a certification method as element of his academy that will take learners through the methods of winning federal government contracts.

If you want to understand much more and enroll in Ricky’s schooling program, he’s made a coupon code for Side Hustle clearly show listeners that’ll give you 1-month free.

Head in excess of to and form “THESIDEHUSTLESHOW” in the coupon box to declare your totally free month.

Ricky’s #1 Suggestion for Aspect Hustle Nation

It is a marathon, not a sprint.”

Links and Methods

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