Selling to the World’s Largest Customer


Lt Col Ricky Howard

This week we’re exploring a distinctive option to convert the world’s premier purchaser of merchandise and solutions into a customer of yours.

Which is correct, we’re talking about advertising to the govt.

There’s practically nothing like obtaining a consumer that can pretty much print the money!

But there is a great deal of confusion and misunderstandings all around finding authorities contracts so I’ve enlisted some skilled assistance to aid us find out how to do it the right way.

Retired Lt Col Ricky Howard of put in yrs on the getting aspect for the U.S. Section of Protection and now will help tiny firms like yours get their foot in the door.

Tune in to The Facet Hustle Present job interview to listen to:

  • why there are so lots of lucrative prospects with authorities contracts
  • Ricky’s tips and greatest tactics for profitable contracts
  • how you can also win contracts performing as matchmaker or partnering with other business enterprise owners

freshbooks 2021

  • NordVPN — Get a enormous discounted off your NordVPN Prepare + 4 supplemental months for totally free!


The Chances in Authorities Contracting

“It’s an wonderful opportunity that most modest corporations never know about or really don’t consider. Or, if they do check out they’re genuinely not positive exactly where to start off,” Ricky said.

The governing administration is the single most significant purchaser of items and services in the entire world, Ricky discussed.

On top of that, Ricky claimed that the governing administration is mandated by law to acquire from smaller firms — at least 23% of their paying.

To give you an strategy of what that seems like in pounds, Ricky claimed that the authorities invested all-around $154 billion just on smaller company contracts final calendar year alone.

And it’s not just for hefty machinery and protection provides. There is a enormous total of likely for tiny firms of all types to get a slice of the pie.

Just about anything at all that goes into the infrastructure of a town where military services staff are dependent wants to be sourced.

From recreational actions to constructing and retaining business buildings, the scope is exceptionally large.

Ricky also reported it is a good time to pitch contracts to the govt right now. Much less than 1% of modest firms are actively advertising to the governing administration, and that number has been lowering in latest decades.

Locating Out if the Govt Is Shopping for What You are Marketing

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

Ricky said it could not be easier to come across out who’s doing the investing and what is staying bought than when it arrives to the federal government.

If you want to uncover out if the govt is shopping for what you are promoting, Ricky suggests getting began by checking out


To use the look for function on USASpending to come across out if there is a demand for your expert services, Ricky gave the subsequent ideas as an case in point:

  • Go to “Award Search” and pull down the menu, then find “Advanced Search”
  • Find a vary masking the final 3 several years for the most suitable facts. That’ll be “FY 2023,” “FY 2022,” and “FY 2021”
  • Sort your area of interest or assistance into the “North American Marketplace Classification Process (NAICS)” box to uncover out what your govt code is. For instance, if your kind “Painting” into the NAICS box it’ll exhibit you the code for painting is “238320”
  • You can now lookup for contracts awarded to compact organizations supplying painting companies. Ricky done this research and could see all-around $253 million was put in on painting over the earlier three decades, and the DoD was accountable for about $175 million of that.

This is just a swift example, there is a lot additional you can do with the innovative search filters accessible.

If you expend some time digging into the facts you are going to be equipped to see the types of contracts on a more granular stage.

Registering to Promote to the Government

Once you have identified that the authorities is awarding contracts to companies related to yours, the next step is to go to

This is wherever the government repository of all federal contracting information and facts is stored.

You can look up solicitation info on certain contracts, as nicely as sign up your organization to market to the authorities.

Ricky explained the process of registering your business enterprise is self-explanatory, but anticipate it to take a week or two for all the approvals to go by means of.

Taking part in Matchmaker or Remaining a Subcontractor

If you do not have a small business or supply a services on your own, you could act as a middleman or matchmaker.

This is identified as staying a federal government deal “integrator.” Ricky stated being an integrator is a common company product that is effective nicely.

You could also be a subcontractor and get the job done with a bigger key contractor. This enables you to set in a joint bid on a project and work with another business.

This is a superior way to be awarded contracts that have been established aside for unique business enterprise types of demographics that only one particular of you can bid on.

There are some regulations all around how considerably do the job the prime contractor has to do on a undertaking, but it’s one more model that operates nicely.

Bidding Method

Ricky spelled out that if you dive in and start out composing proposals and bidding on contracts, your odds of profitable are heading to be extremely minimal.

To maximize your odds, Ricky advises that alternatively of filtering for requests for estimates on careers, you filter on “requests for information” or “sources sought.”

These requests are the federal government hoping to determine out how to remedy a challenge ahead of placing a solicitation together.

To build a request for information and facts, you’ll need to have to set alongside one another a several internet pages of info answering issues, and recommending alternatives as per the proposal.

The advantage of executing this is that you’re making get hold of just before the solicitation has arrive out.

You are placing your company name out there as an individual that can do the perform and detailing why you’re best for the deal when it is developed.

You’ll often have the selection to ask for a meeting in particular person when filling out a request for information. This is one thing Ricky recommends executing as a way of introducing your business.

Bidding Most effective Practices and Tips

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

  • Don’t insert just about anything that isn’t asked for in the proposal, it’ll only perform in opposition to you. Your bid is likely to be scored based on how nicely you adopted the instructions.
  • Glimpse at equivalent contracts that have already been awarded to get an thought of how a great deal to bid. You can use to see for how significantly General Solutions Administration (GSA) contracts are getting awarded.
  • Do not be shy to reply and inquire what the finances appears like. Ricky claimed most businesses will be inclined to tell you what their funds is and that’ll support give you a ballpark figure.

If you are having difficulties to put with each other your initially proposal, Ricky explained you can come across another person on Upwork with encounter writing proposals.

Observing how a proposal is written up by another person with experience and a monitor history of winning bids is going to be a massive support.

Examples of Clientele Winning Contracts

Ricky shared a couple of examples of his customers who have received govt contracts not long ago.

One was a woman who moves furnishings for a living. She received a pair of contracts at $16k/ea going office environment home furnishings.

One more was a woman who ran a helpdesk service. From reaching out to the places of work and applying requests for info, Ricky was capable to see that the government was transitioning from its legacy helpdesk process to a new process that served men and women with disabilities.

His shopper was equipped to faucet into that need to have to move from a single certain variety of helpdesk method to yet another. For the previous two decades, she has billed about $1 million a year.

What is Following?

“I’m psyched about rising the selection of small businesses providing to the government,” Ricky instructed me.

Ricky has not long ago place alongside one another a certification method as section of his academy that normally takes college students through the techniques of profitable governing administration contracts.

If you want to study a lot more and enroll in Ricky’s education system, he’s produced a coupon code for Aspect Hustle show listeners that’ll give you 1-month no cost.

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

Ricky’s #1 Tip for Aspect Hustle Country

It is a marathon, not a dash.”

Hyperlinks and Means

On the lookout for Far more Side Hustle Enable?

side hustle show cover art

Leave a Reply

Next Post

The 2nd Age of Martech has arrived, and it's all about convergence in ecosystems

In 2019, I hypothesized that we were on the cusp of a Second Golden Age of Martech. The defining characteristic of this new era was a shift from dichotomies to convergences: From suite vs. best-of-breed to integrated platform ecosystems From software vs. services to blended delivery models with both From […]

Subscribe US Now