November 29, 2022

foreign business

project business

Selling to the World’s Largest Customer

Lt Col Ricky Howard

This 7 days we’re exploring a one of a kind prospect to convert the world’s premier purchaser of items and companies into a shopper of yours.

Which is appropriate, we’re speaking about promoting to the federal government.

There’s nothing at all like obtaining a customer that can practically print the revenue!

But there’s a whole lot of confusion and misunderstandings all-around obtaining governing administration contracts so I have enlisted some expert help to assist us learn how to do it the right way.

Retired Lt Col Ricky Howard of put in many years on the purchasing facet for the U.S. Office of Defense and now will help little businesses like yours get their foot in the doorway.

Tune in to The Side Hustle Display job interview to hear:

  • why there are so lots of beneficial chances with authorities contracts
  • Ricky’s suggestions and best methods for profitable contracts
  • how you can also earn contracts performing as matchmaker or partnering with other organization proprietors

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The Opportunities in Federal government Contracting

“It’s an astounding possibility that most compact companies really do not know about or do not check out. Or, if they do attempt they are definitely not positive the place to begin,” Ricky mentioned.

The govt is the single largest purchaser of items and services in the environment, Ricky explained.

Additionally, Ricky claimed that the governing administration is mandated by law to get from small enterprises — at minimum 23% of their spending.

To give you an notion of what that seems to be like in bucks, Ricky explained that the federal government invested all over $154 billion just on modest enterprise contracts last calendar year alone.

And it is not just for major equipment and defense provides. There is a big amount of possible for compact companies of all kinds to get a slice of the pie.

Just about anything that goes into the infrastructure of a town where army staff are primarily based requires to be sourced.

From recreational routines to setting up and maintaining office properties, the scope is unbelievably wide.

Ricky also mentioned it is a wonderful time to pitch contracts to the federal government appropriate now. Much less than 1% of tiny enterprises are actively marketing to the federal government, and that number has been reducing in recent several years.

Obtaining Out if the Governing administration Is Getting What You are Providing

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

Ricky stated it couldn’t be less difficult to locate out who’s doing the paying and what’s staying purchased than when it arrives to the governing administration.

If you want to discover out if the federal government is getting what you’re marketing, Ricky suggests receiving commenced by going to


To use the lookup attribute on USASpending to obtain out if there is a demand from customers for your services, Ricky gave the adhering to strategies as an case in point:

  • Go to “Award Search” and pull down the menu, then find “Advanced Search”
  • Pick a assortment masking the past a few years for the most applicable details. That’ll be “FY 2023,” “FY 2022,” and “FY 2021”
  • Type your niche or service into the “North American Market Classification System (NAICS)” box to locate out what your governing administration code is. For example, if your variety “Painting” into the NAICS box it’ll show you the code for portray is “238320”
  • You can now look for for contracts awarded to small firms featuring portray services. Ricky carried out this search and could see all over $253 million was expended on portray over the earlier a few decades, and the DoD was responsible for all-around $175 million of that.

This is just a swift example, there is a ton additional you can do with the superior search filters available.

If you devote some time digging into the facts you’ll be equipped to see the styles of contracts on a much more granular level.

Registering to Provide to the Federal government

Once you have uncovered that the governing administration is awarding contracts to firms comparable to yours, the future stage is to go to

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

You can appear up solicitation data on specific contracts, as properly as sign up your business enterprise to sell to the government.

Ricky mentioned the process of registering your business is self-explanatory, but be expecting it to consider a week or two for all the approvals to go through.

Enjoying Matchmaker or Remaining a Subcontractor

If you never have a company or present a company your self, you could act as a intermediary or matchmaker.

This is known as remaining a authorities agreement “integrator.” Ricky claimed currently being an integrator is a common enterprise design that performs very well.

You could also be a subcontractor and work with a larger prime contractor. This permits you to set in a joint bid on a undertaking and get the job done with another small business.

This is a great way to be awarded contracts that have been set apart for certain company sorts of demographics that only 1 of you can bid on.

There are some rules around how a lot function the prime contractor has to do on a job, but it is another product that will work well.

Bidding Strategy

Ricky stated that if you dive in and begin crafting proposals and bidding on contracts, your odds of profitable are heading to be extremely low.

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

These requests are the federal government attempting to figure out how to solve a issue before placing a solicitation jointly.

To produce a ask for for info, you are going to require to put jointly a couple internet pages of facts answering issues, and recommending options as for every the proposal.

The reward of performing this is that you are producing call ahead of the solicitation has arrive out.

You’re putting your organization identify out there as a person that can do the perform and outlining why you are best for the contract when it’s produced.

You will often have the possibility to request a meeting in particular person when filling out a ask for for details. This is a little something Ricky suggests performing as a way of introducing your company.

Bidding Best Practices and Suggestions

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

  • Don’t increase anything that isn’t asked for in the proposal, it’ll only perform against you. Your bid is going to be scored based mostly on how well you adopted the instructions.
  • Seem at very similar contracts that have previously been awarded to get an strategy of how a lot to bid. You can use to see for how considerably Basic Expert services Administration (GSA) contracts are being awarded.
  • Never be shy to reply and request what the spending budget appears to be like. Ricky said most businesses will be ready to notify you what their funds is and that’ll enable give you a ballpark figure.

If you’re having difficulties to set with each other your 1st proposal, Ricky reported you can locate someone on Upwork with knowledge producing proposals.

Viewing how a proposal is penned up by somebody with experience and a observe history of successful bids is likely to be a huge aid.

Examples of Shoppers Successful Contracts

Ricky shared a few of examples of his shoppers who have received federal government contracts recently.

1 was a woman who moves home furniture for a living. She gained a couple of contracts at $16k/ea going office home furnishings.

An additional was a lady who ran a helpdesk support. From achieving out to the places of work and working with requests for information and facts, Ricky was in a position to see that the governing administration was transitioning from its legacy helpdesk technique to a new method that served men and women with disabilities.

His shopper was equipped to tap into that have to have to move from 1 certain sort of helpdesk technique to yet another. For the past two years, she has billed around $1 million a year.

What is Upcoming?

“I’m enthusiastic about escalating the selection of modest organizations selling to the authorities,” Ricky explained to me.

Ricky has just lately put with each other a certification method as part of his academy that usually takes pupils through the methods of profitable federal government contracts.

If you want to study a lot more and enroll in Ricky’s education method, he’s made a coupon code for Facet Hustle show listeners that’ll give you 1-month free of charge.

Head about to and style “THESIDEHUSTLESHOW” in the coupon box to declare your no cost month.

Ricky’s #1 Idea for Side Hustle Country

It is a marathon, not a dash.”

Links and Assets

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