June 13, 2024


Promising insurance


Selling to the World’s Largest Customer

Lt Col Ricky Howard

This week we’re checking out a unique prospect to transform the world’s premier purchaser of merchandise and products and services into a buyer of yours.

That’s proper, we’re conversing about promoting to the governing administration.

There’s nothing at all like having a customer that can literally print the money!

But there’s a ton of confusion and misunderstandings all over obtaining govt contracts so I’ve enlisted some expert assistance to aid us understand how to do it the suitable way.

Retired Lt Col Ricky Howard of DoDContract.com expended decades on the obtaining side for the U.S. Office of Defense and now allows small firms like yours get their foot in the doorway.

Tune in to The Facet Hustle Show interview to listen to:

  • why there are so several profitable chances with govt contracts
  • Ricky’s strategies and greatest tactics for winning contracts
  • how you can also gain contracts acting as matchmaker or partnering with other organization house owners

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The Prospects in Govt Contracting

“It’s an amazing possibility that most smaller corporations never know about or don’t attempt. Or, if they do try out they’re really not confident the place to commence,” Ricky explained.

The governing administration is the solitary biggest purchaser of merchandise and expert services in the entire world, Ricky described.

Moreover, Ricky reported that the govt is mandated by regulation to buy from little firms — at least 23% of their paying.

To give you an strategy of what that appears to be like like in bucks, Ricky reported that the govt put in around $154 billion just on small enterprise contracts final calendar year by itself.

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

Just about anything that goes into the infrastructure of a city wherever military staff are primarily based demands to be sourced.

From leisure things to do to creating and protecting place of work properties, the scope is amazingly large.

Ricky also mentioned it’s a excellent time to pitch contracts to the governing administration appropriate now. Considerably less than 1% of modest firms are actively selling to the govt, and that quantity has been decreasing in current yrs.

Acquiring Out if the Governing administration Is Purchasing What You are Providing

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

Ricky mentioned it couldn’t be a lot easier to discover out who’s doing the paying and what is staying acquired than when it arrives to the federal government.

If you want to locate out if the federal government is buying what you’re selling, Ricky recommends getting started off by traveling to USASpending.gov.


To use the research function on USASpending to come across out if there is a demand for your products and services, Ricky gave the next ideas as an example:

  • Go to “Award Search” and pull down the menu, then find “Advanced Search”
  • Choose a selection covering the final 3 years for the most relevant knowledge. That’ll be “FY 2023,” “FY 2022,” and “FY 2021”
  • Sort your specialized niche or company into the “North American Business Classification System (NAICS)” box to come across out what your govt code is. For instance, if your form “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 smaller businesses presenting painting products and services. Ricky performed this lookup and could see all over $253 million was expended on portray over the previous a few several years, and the DoD was responsible for around $175 million of that.

This is just a fast example, there is a whole lot a lot more you can do with the superior search filters obtainable.

If you devote some time digging into the information you are going to be able to see the types of contracts on a a lot more granular degree.

Registering to Market to the Federal government

As soon as you have identified that the governing administration is awarding contracts to businesses related to yours, the next move is to go to Sam.gov.

This is where the governing administration repository of all federal contracting details is saved.

You can glance up solicitation data on distinct contracts, as perfectly as sign up your enterprise to promote to the federal government.

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

Actively playing Matchmaker or Being a Subcontractor

If you really do not have a company or offer a service oneself, you could act as a intermediary or matchmaker.

This is identified as staying a governing administration deal “integrator.” Ricky stated being an integrator is a preferred small business model that performs effectively.

You could also be a subcontractor and operate with a bigger primary contractor. This allows you to place in a joint bid on a project and get the job done with a different small business.

This is a great way to be awarded contracts that have been set apart for specific company forms of demographics that only a single of you can bid on.

There are some principles about how significantly operate the primary contractor has to do on a project, but it’s a further model that works perfectly.

Bidding Technique

Ricky discussed that if you dive in and start out composing proposals and bidding on contracts, your odds of profitable are likely to be pretty small.

To increase 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 governing administration attempting to figure out how to solve a issue in advance of putting a solicitation together.

To make a ask for for info, you will need to set with each other a number of internet pages of information and facts answering concerns, and recommending alternatives as for every the proposal.

The advantage of carrying out this is that you are producing call before the solicitation has appear out.

You are placing your firm identify out there as somebody that can do the do the job and outlining why you are ideal for the contract when it is created.

You’ll generally have the possibility to ask for a assembly in man or woman when filling out a request for facts. This is one thing Ricky suggests accomplishing as a way of introducing your business.

Bidding Best Methods and Strategies

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

  • Don’t incorporate everything that is not requested for in the proposal, it’ll only operate in opposition to you. Your bid is going to be scored primarily based on how perfectly you followed the guidelines.
  • Glimpse at equivalent contracts that have by now been awarded to get an plan of how substantially to bid. You can use GSA.gov to see for how substantially Basic Providers Administration (GSA) contracts are remaining awarded.
  • Do not be shy to reply and talk to what the finances appears to be like like. Ricky claimed most companies will be willing to tell you what their spending budget is and that’ll enable give you a ballpark determine.

If you’re having difficulties to set collectively your to start with proposal, Ricky stated you can obtain somebody on Upwork with practical experience composing proposals.

Seeing how a proposal is prepared up by somebody with experience and a observe record of profitable bids is heading to be a large help.

Illustrations of Customers Winning Contracts

Ricky shared a pair of illustrations of his purchasers who have gained federal government contracts just lately.

Just one was a woman who moves furnishings for a residing. She won a pair of contracts at $16k/ea shifting business furniture.

An additional was a girl who ran a helpdesk services. From reaching out to the offices and employing requests for info, Ricky was able to see that the authorities was transitioning from its legacy helpdesk process to a new technique that assisted people with disabilities.

His shopper was equipped to tap into that need to transfer from a person distinct kind of helpdesk procedure to one more. For the previous two decades, she has billed all-around $1 million a year.

What is Next?

“I’m energized about escalating the selection of little firms advertising to the government,” Ricky explained to me.

Ricky has lately set together a certification plan as component of his academy that will take students through the techniques of profitable federal government contracts.

If you want to study a lot more and enroll in Ricky’s schooling plan, he’s established a coupon code for Facet Hustle show listeners that’ll give you 1-thirty day period cost-free.

Head above to DoDContract.com/academy and kind “THESIDEHUSTLESHOW” in the coupon box to assert your no cost thirty day period.

Ricky’s #1 Tip for Aspect Hustle Nation

It’s a marathon, not a dash.”

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