April 13, 2024


Taste For Business


Selling to the World’s Largest Customer

Lt Col Ricky Howard

This week we’re exploring a unique option to switch the world’s premier consumer of merchandise and expert services into a shopper of yours.

Which is correct, we’re speaking about marketing to the governing administration.

There is practically nothing like getting a client that can pretty much print the dollars!

But there is a good deal of confusion and misunderstandings all around getting governing administration contracts so I’ve enlisted some expert enable to assist us discover how to do it the correct way.

Retired Lt Col Ricky Howard of DoDContract.com used a long time on the paying for facet for the U.S. Division of Defense and now can help smaller organizations like yours get their foot in the doorway.

Tune in to The Aspect Hustle Clearly show job interview to hear:

  • why there are so many worthwhile chances with govt contracts
  • Ricky’s ideas and most effective tactics for profitable contracts
  • how you can also win contracts acting as matchmaker or partnering with other organization house owners

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The Chances in Government Contracting

“It’s an remarkable option that most little corporations really do not know about or do not try. Or, if they do consider they are really not certain where by to start,” Ricky said.

The authorities is the solitary most significant purchaser of merchandise and companies in the world, Ricky spelled out.

In addition, Ricky mentioned that the govt is mandated by regulation to buy from small enterprises — at minimum 23% of their paying.

To give you an notion of what that seems like in bucks, Ricky claimed that the authorities expended all around $154 billion just on modest business enterprise contracts last calendar year on your own.

And it is not just for large equipment and protection provides. There is a substantial amount of money of potential for tiny enterprises of all kinds to get a slice of the pie.

Just about nearly anything that goes into the infrastructure of a city where by armed service staff are centered desires to be sourced.

From leisure functions to creating and retaining place of work buildings, the scope is exceptionally broad.

Ricky also explained it is a excellent time to pitch contracts to the governing administration proper now. Considerably less than 1% of tiny organizations are actively selling to the government, and that range has been reducing in recent many years.

Finding Out if the Federal government Is Buying What You’re Selling

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

Ricky mentioned it could not be simpler to uncover out who’s accomplishing the expending and what is being purchased than when it comes to the governing administration.

If you want to obtain out if the govt is shopping for what you are marketing, Ricky endorses acquiring began by checking out USASpending.gov.


To use the research characteristic on USASpending to find out if there is a demand from customers for your products and services, Ricky gave the next tips as an example:

  • Go to “Award Search” and pull down the menu, then select “Advanced Search”
  • Select a array covering the past 3 yrs for the most suitable data. That’ll be “FY 2023,” “FY 2022,” and “FY 2021”
  • Kind your area of interest or support into the “North American Marketplace Classification Technique (NAICS)” box to locate out what your governing administration code is. For example, if your type “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 businesses featuring painting solutions. Ricky carried out this search and could see about $253 million was put in on portray over the past three several years, and the DoD was accountable for close to $175 million of that.

This is just a rapid illustration, there is a large amount extra you can do with the advanced look for filters readily available.

If you devote some time digging into the knowledge you will be ready to see the kinds of contracts on a extra granular amount.

Registering to Provide to the Government

When you’ve found that the federal government is awarding contracts to businesses equivalent to yours, the up coming move is to go to Sam.gov.

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

You can appear up solicitation details on particular contracts, as very well as sign up your organization to sell to the govt.

Ricky stated the system of registering your company is self-explanatory, but be expecting it to take a 7 days or two for all the approvals to go by way of.

Actively playing Matchmaker or Getting a Subcontractor

If you never have a organization or supply a company your self, you could act as a middleman or matchmaker.

This is named becoming a government deal “integrator.” Ricky mentioned staying an integrator is a preferred company product that performs well.

You could also be a subcontractor and get the job done with a larger prime contractor. This enables you to set in a joint bid on a task and do the job with a different small business.

This is a very good way to be awarded contracts that have been established apart for unique small business forms of demographics that only a person of you can bid on.

There are some rules about how substantially operate the prime contractor has to do on a job, but it is a further model that operates very well.

Bidding Approach

Ricky defined that if you dive in and start off creating proposals and bidding on contracts, your odds of profitable are likely to be very low.

To improve your odds, Ricky advises that as an alternative of filtering for requests for quotes on careers, you filter on “requests for information” or “sources sought.”

These requests are the federal government trying to figure out how to solve a issue before putting a solicitation collectively.

To make a request for information and facts, you’ll want to set alongside one another a number of webpages of information answering inquiries, and recommending alternatives as per the proposal.

The advantage of executing this is that you’re producing get in touch with prior to the solicitation has come out.

You are putting your company title out there as anyone that can do the get the job done and detailing why you’re perfect for the agreement when it’s developed.

You will frequently have the option to ask for a assembly in human being when filling out a ask for for information. This is a little something Ricky endorses executing as a way of introducing your organization.

Bidding Finest Tactics and Tips

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

  • Do not add something that is not questioned for in the proposal, it’ll only function versus you. Your bid is heading to be scored dependent on how properly you adopted the directions.
  • Glance at comparable contracts that have previously been awarded to get an idea of how substantially to bid. You can use GSA.gov to see for how substantially Standard Solutions Administration (GSA) contracts are staying awarded.
  • Really do not be shy to reply and question what the price range seems to be like. Ricky stated most businesses will be inclined to tell you what their price range is and that’ll assist give you a ballpark determine.

If you are having difficulties to set with each other your first proposal, Ricky said you can locate an individual on Upwork with practical experience creating proposals.

Looking at how a proposal is written up by somebody with knowledge and a track report of profitable bids is heading to be a big enable.

Illustrations of Customers Profitable Contracts

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

One was a girl who moves household furniture for a dwelling. She received a pair of contracts at $16k/ea moving office environment household furniture.

Another was a female who ran a helpdesk service. From achieving out to the offices and using requests for information, Ricky was ready to see that the authorities was transitioning from its legacy helpdesk program to a new program that aided folks with disabilities.

His shopper was ready to faucet into that will need to shift from a person certain style of helpdesk technique to a different. For the previous two several years, she has billed all around $1 million a year.

What is Upcoming?

“I’m excited about rising the variety of tiny businesses marketing to the government,” Ricky told me.

Ricky has a short while ago place jointly a certification program as component of his academy that can take college students via the methods of winning govt contracts.

If you want to discover far more and enroll in Ricky’s instruction application, he’s established a coupon code for Side Hustle demonstrate listeners that’ll give you 1-thirty day period no cost.

Head around to DoDContract.com/academy and form “THESIDEHUSTLESHOW” in the coupon box to assert your cost-free month.

Ricky’s #1 Idea for Side Hustle Nation

It’s a marathon, not a sprint.”

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