July 25, 2024


Imagination at work

Selling to the World’s Largest Customer

Selling to the World’s Largest Customer

Lt Col Ricky Howard

This 7 days we’re discovering a unique option to transform the world’s greatest customer of merchandise and products and services into a buyer of yours.

That is ideal, we’re talking about marketing to the government.

There’s nothing at all like obtaining a client that can pretty much print the money!

But there’s a good deal of confusion and misunderstandings about obtaining authorities contracts so I have enlisted some expert enable to support us learn how to do it the correct way.

Retired Lt Col Ricky Howard of DoDContract.com spent a long time on the buying facet for the U.S. Department of Defense and now will help smaller organizations like yours get their foot in the door.

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

  • why there are so several profitable opportunities with government contracts
  • Ricky’s ideas and ideal practices for profitable contracts
  • how you can also earn contracts performing as matchmaker or partnering with other company homeowners

freshbooks 2021

  • NordVPN — Get a substantial lower price off your NordVPN Prepare + 4 more months for totally free!


The Possibilities in Government Contracting

“It’s an incredible option that most small organizations really don’t know about or do not test. Or, if they do try out they are definitely not absolutely sure wherever to get started,” Ricky stated.

The government is the solitary most significant purchaser of goods and products and services in the earth, Ricky spelled out.

Also, Ricky mentioned that the government is mandated by legislation to purchase from smaller organizations — at the very least 23% of their paying out.

To give you an strategy of what that looks like in pounds, Ricky explained that the governing administration put in all over $154 billion just on tiny business enterprise contracts past 12 months on your own.

And it’s not just for weighty machinery and protection supplies. There is a big amount of money of likely for modest firms of all kinds to get a slice of the pie.

Just about anything that goes into the infrastructure of a city wherever armed service personnel are based mostly wants to be sourced.

From recreational activities to making and maintaining business office properties, the scope is extremely wide.

Ricky also claimed it is a excellent time to pitch contracts to the authorities correct now. Less than 1% of compact firms are actively providing to the federal government, and that amount has been lowering in modern several years.

Finding Out if the Authorities Is Getting What You’re Offering

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

Ricky stated it couldn’t be less complicated to locate out who’s doing the investing and what is remaining acquired than when it arrives to the governing administration.

If you want to find out if the govt is purchasing what you’re providing, Ricky endorses receiving commenced by viewing USASpending.gov.


To use the lookup attribute on USASpending to come across out if there is a desire for your products and services, Ricky gave the following suggestions as an case in point:

  • Go to “Award Search” and pull down the menu, then find “Advanced Search”
  • Decide on a assortment covering the last 3 a long time for the most pertinent data. That’ll be “FY 2023,” “FY 2022,” and “FY 2021”
  • Variety your area of interest or assistance into the “North American Market Classification Process (NAICS)” box to come across out what your govt code is. For illustration, if your variety “Painting” into the NAICS box it’ll exhibit you the code for portray is “238320”
  • You can now search for contracts awarded to tiny enterprises offering portray services. Ricky done this lookup and could see all-around $253 million was spent on painting above the previous a few years, and the DoD was liable for all around $175 million of that.

This is just a quick example, there is a ton much more you can do with the sophisticated research filters out there.

If you commit some time digging into the knowledge you’ll be able to see the types of contracts on a additional granular degree.

Registering to Market to the Government

The moment you’ve uncovered that the governing administration is awarding contracts to enterprises very similar to yours, the up coming move is to go to Sam.gov.

This is in which the authorities repository of all federal contracting info is stored.

You can glimpse up solicitation data on certain contracts, as perfectly as register your company to offer to the federal government.

Ricky explained the procedure of registering your organization is self-explanatory, but expect it to just take a 7 days or two for all the approvals to go as a result of.

Enjoying Matchmaker or Becoming a Subcontractor

If you really don’t have a organization or give a service you, you could act as a intermediary or matchmaker.

This is called staying a govt agreement “integrator.” Ricky explained being an integrator is a preferred small business design that works well.

You could also be a subcontractor and get the job done with a more substantial primary contractor. This enables you to place in a joint bid on a venture and function with an additional organization.

This is a fantastic way to be awarded contracts that have been established apart for unique business sorts of demographics that only one of you can bid on.

There are some rules all over how considerably work the primary contractor has to do on a challenge, but it is another design that is effective perfectly.

Bidding Approach

Ricky spelled out that if you dive in and start off producing proposals and bidding on contracts, your odds of successful are heading to be very low.

To raise your odds, Ricky advises that as a substitute of filtering for requests for offers on careers, you filter on “requests for information” or “sources sought.”

These requests are the govt trying to determine out how to remedy a issue just before putting a solicitation together.

To develop a request for info, you’ll have to have to put with each other a few webpages of information answering issues, and recommending methods as for each the proposal.

The reward of accomplishing this is that you are earning call right before the solicitation has appear out.

You’re placing your firm identify out there as an individual that can do the work and explaining why you’re great for the agreement when it is designed.

You will typically have the possibility to ask for a assembly in man or woman when filling out a request for info. This is something Ricky endorses performing as a way of introducing your company.

Bidding Ideal Practices and Suggestions

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

  • Really don’t insert anything that is not requested for in the proposal, it’ll only work from you. Your bid is likely to be scored based mostly on how very well you followed the guidelines.
  • Glimpse at similar contracts that have by now been awarded to get an concept of how considerably to bid. You can use GSA.gov to see for how considerably Basic Products and services Administration (GSA) contracts are getting awarded.
  • Do not be shy to reply and inquire what the budget seems like. Ricky claimed most agencies will be keen to explain to you what their funds is and that’ll help give you a ballpark figure.

If you’re having difficulties to place together your to start with proposal, Ricky claimed you can find someone on Upwork with expertise writing proposals.

Looking at how a proposal is created up by anyone with encounter and a monitor document of successful bids is heading to be a massive aid.

Examples of Purchasers Successful Contracts

Ricky shared a pair of illustrations of his customers who have won authorities contracts not long ago.

1 was a woman who moves home furniture for a living. She received a pair of contracts at $16k/ea moving business furniture.

Yet another was a woman who ran a helpdesk services. From reaching out to the workplaces and working with requests for details, Ricky was capable to see that the govt was transitioning from its legacy helpdesk technique to a new process that aided people today with disabilities.

His shopper was able to faucet into that will need to transfer from one specific form of helpdesk method to another. For the past two a long time, she has billed around $1 million a 12 months.

What is Following?

“I’m excited about raising the number of tiny businesses marketing to the authorities,” Ricky told me.

Ricky has not long ago set alongside one another a certification software as component of his academy that takes pupils by means of the steps of profitable govt contracts.

If you want to discover far more and enroll in Ricky’s training method, he’s developed a coupon code for Side Hustle demonstrate listeners that’ll give you 1-thirty day period cost-free.

Head over to DoDContract.com/academy and style “THESIDEHUSTLESHOW” in the coupon box to declare your free thirty day period.

Ricky’s #1 Tip for Aspect Hustle Country

It’s a marathon, not a sprint.”

Links and Sources

Hunting for More Facet Hustle Assist?

side hustle show cover art