June 2, 2023


local businesses


Selling to the World’s Largest Customer

Lt Col Ricky Howard

This week we’re discovering a exceptional chance to transform the world’s largest consumer of merchandise and expert services into a buyer of yours.

That is appropriate, we’re chatting about offering to the government.

There is almost nothing like obtaining a consumer that can pretty much print the money!

But there’s a whole lot of confusion and misunderstandings all over finding federal government contracts so I’ve enlisted some specialist assist to aid us master how to do it the correct way.

Retired Lt Col Ricky Howard of DoDContract.com spent a long time on the obtaining aspect for the U.S. Office of Protection and now will help little enterprises like yours get their foot in the doorway.

Tune in to The Facet Hustle Clearly show interview to listen to:

  • why there are so many lucrative options with governing administration contracts
  • Ricky’s suggestions and most effective procedures for winning contracts
  • how you can also gain contracts acting as matchmaker or partnering with other small business house owners

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The Opportunities in Governing administration Contracting

“It’s an remarkable possibility that most smaller organizations do not know about or really do not test. Or, if they do test they are genuinely not certain the place to get started,” Ricky explained.

The govt is the one most important purchaser of products and companies in the environment, Ricky explained.

Moreover, Ricky claimed that the government is mandated by legislation to acquire from modest businesses — at least 23% of their paying.

To give you an concept of what that seems like in pounds, Ricky mentioned that the authorities spent all around $154 billion just on compact business contracts final calendar year on your own.

And it is not just for hefty machinery and protection materials. There is a substantial amount of prospective for smaller companies of all kinds to get a slice of the pie.

Just about just about anything that goes into the infrastructure of a town exactly where military personnel are dependent requirements to be sourced.

From leisure things to do to making and maintaining workplace buildings, the scope is incredibly wide.

Ricky also explained it’s a great time to pitch contracts to the federal government ideal now. Much less than 1% of small companies are actively advertising to the federal government, and that range has been lowering in recent yrs.

Getting Out if the Federal government Is Purchasing What You are Advertising

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

Ricky reported it could not be easier to come across out who’s carrying out the paying and what is currently being bought than when it comes to the authorities.

If you want to uncover out if the authorities is purchasing what you’re advertising, Ricky suggests finding started off by browsing USASpending.gov.


To use the look for function on USASpending to obtain out if there is a demand for your solutions, Ricky gave the subsequent tips as an instance:

  • Go to “Award Search” and pull down the menu, then pick out “Advanced Search”
  • Choose a vary masking the past a few yrs for the most appropriate data. That’ll be “FY 2023,” “FY 2022,” and “FY 2021”
  • Form your market or assistance into the “North American Field Classification Method (NAICS)” box to discover out what your federal government code is. For case in point, if your kind “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 little firms supplying portray solutions. Ricky executed this search and could see about $253 million was invested on portray over the past 3 yrs, and the DoD was responsible for about $175 million of that.

This is just a speedy illustration, there is a good deal additional you can do with the superior research filters offered.

If you devote some time digging into the data you are going to be capable to see the forms of contracts on a more granular stage.

Registering to Provide to the Governing administration

When you have found that the governing administration is awarding contracts to firms related to yours, the future stage is to go to Sam.gov.

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

You can glimpse up solicitation information and facts on particular contracts, as very well as register your enterprise to market to the federal government.

Ricky said the course of action of registering your enterprise is self-explanatory, but hope it to choose a 7 days or two for all the approvals to go by.

Actively playing Matchmaker or Getting a Subcontractor

If you really do not have a small business or offer you a assistance your self, you could act as a intermediary or matchmaker.

This is termed currently being a governing administration agreement “integrator.” Ricky explained becoming an integrator is a common enterprise model that operates nicely.

You could also be a subcontractor and get the job done with a greater primary contractor. This enables you to set in a joint bid on a task and do the job with an additional organization.

This is a fantastic way to be awarded contracts that have been set apart for distinct organization styles of demographics that only a person of you can bid on.

There are some rules about how considerably work the key contractor has to do on a project, but it’s yet another product that operates properly.

Bidding Tactic

Ricky described that if you dive in and begin creating proposals and bidding on contracts, your odds of successful are likely to be quite lower.

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

These requests are the authorities hoping to figure out how to fix a issue prior to placing a solicitation together.

To make a ask for for information and facts, you’ll need to put jointly a few pages of facts answering issues, and recommending options as for every the proposal.

The benefit of carrying out this is that you’re producing make contact with before the solicitation has arrive out.

You’re placing your organization identify out there as somebody that can do the do the job and conveying why you are ideal for the deal when it is established.

You will often have the solution to ask for a assembly in man or woman when filling out a ask for for facts. This is something Ricky suggests undertaking as a way of introducing your company.

Bidding Greatest Methods and Recommendations

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

  • Do not incorporate just about anything that is not questioned for in the proposal, it’ll only get the job done towards you. Your bid is likely to be scored centered on how effectively you adopted the recommendations.
  • Glance at similar contracts that have previously been awarded to get an notion of how a lot to bid. You can use GSA.gov to see for how much Basic Companies Administration (GSA) contracts are remaining awarded.
  • Don’t be shy to reply and request what the funds seems to be like. Ricky claimed most organizations will be keen to explain to you what their spending budget is and that’ll aid give you a ballpark determine.

If you’re battling to place alongside one another your to start with proposal, Ricky said you can uncover somebody on Upwork with knowledge creating proposals.

Looking at how a proposal is composed up by a person with encounter and a monitor history of winning bids is heading to be a large assist.

Illustrations of Customers Successful Contracts

Ricky shared a couple of illustrations of his consumers who have won govt contracts not too long ago.

A single was a lady who moves home furniture for a dwelling. She won a pair of contracts at $16k/ea transferring office environment furnishings.

A further was a girl who ran a helpdesk services. From achieving out to the workplaces and utilizing requests for information, Ricky was ready to see that the federal government was transitioning from its legacy helpdesk program to a new program that served folks with disabilities.

His client was capable to tap into that need to have to move from just one precise form of helpdesk procedure to a further. For the past two years, she has billed all around $1 million a yr.

What is Up coming?

“I’m excited about expanding the quantity of smaller companies providing to the government,” Ricky told me.

Ricky has recently put collectively a certification application as element of his academy that takes college students by means of the steps of profitable authorities contracts.

If you want to master far more and enroll in Ricky’s instruction program, he’s made a coupon code for Aspect Hustle show listeners that’ll give you 1-thirty day period free of charge.

Head above to DoDContract.com/academy and variety “THESIDEHUSTLESHOW” in the coupon box to claim your cost-free month.

Ricky’s #1 Idea for Aspect Hustle Country

It is a marathon, not a sprint.”

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