September 23, 2023

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Interesting Business


Selling to the World’s Largest Customer

Lt Col Ricky Howard

This week we’re checking out a exclusive chance to turn the world’s major customer of goods and services into a purchaser of yours.

That is proper, we’re talking about offering to the government.

There’s almost nothing like possessing a consumer that can basically print the dollars!

But there is a ton of confusion and misunderstandings all over having government contracts so I have enlisted some skilled aid to help us master how to do it the right way.

Retired Lt Col Ricky Howard of invested several years on the getting facet for the U.S. Office of Protection and now will help modest businesses like yours get their foot in the doorway.

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

  • why there are so quite a few beneficial opportunities with federal government contracts
  • Ricky’s recommendations and most effective practices for successful contracts
  • how you can also win contracts performing as matchmaker or partnering with other organization proprietors

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The Opportunities in Federal government Contracting

“It’s an wonderful opportunity that most little firms really don’t know about or don’t try out. Or, if they do check out they’re actually not certain in which to commence,” Ricky reported.

The govt is the single most significant purchaser of goods and companies in the earth, Ricky described.

In addition, Ricky stated that the government is mandated by regulation to acquire from little enterprises — at minimum 23% of their paying out.

To give you an concept of what that appears to be like in dollars, Ricky claimed that the government used about $154 billion just on small enterprise contracts last yr on your own.

And it’s not just for heavy equipment and protection materials. There is a substantial quantity of likely for smaller businesses of all kinds to get a slice of the pie.

Just about anything that goes into the infrastructure of a city wherever navy personnel are based demands to be sourced.

From leisure functions to building and preserving place of work structures, the scope is exceptionally broad.

Ricky also explained it is a great time to pitch contracts to the govt appropriate now. Significantly less than 1% of little enterprises are actively offering to the governing administration, and that variety has been reducing in recent yrs.

Discovering Out if the Federal government Is Getting What You are Promoting

“In the general public sector, all the information and facts is community,” Ricky reported.

Ricky reported it couldn’t be a lot easier to come across out who’s performing the paying and what’s getting purchased than when it will come to the authorities.

If you want to come across out if the government is shopping for what you’re marketing, Ricky endorses having commenced by visiting


To use the lookup aspect on USASpending to discover out if there is a desire for your products and services, Ricky gave the next ideas as an example:

  • Go to “Award Search” and pull down the menu, then pick out “Advanced Search”
  • Choose a vary covering the final three yrs for the most applicable info. That’ll be “FY 2023,” “FY 2022,” and “FY 2021”
  • Variety your niche or service into the “North American Industry Classification Technique (NAICS)” box to uncover out what your federal government code is. For case in point, if your kind “Painting” into the NAICS box it’ll exhibit you the code for portray is “238320”
  • You can now research for contracts awarded to modest corporations featuring painting providers. Ricky carried out this look for and could see close to $253 million was put in on painting about the previous three several years, and the DoD was liable for around $175 million of that.

This is just a swift case in point, there is a ton a lot more you can do with the advanced search filters out there.

If you spend some time digging into the info you will be able to see the varieties of contracts on a much more granular stage.

Registering to Provide to the Govt

When you have located that the govt is awarding contracts to corporations equivalent to yours, the following phase is to go to

This is where the govt repository of all federal contracting data is stored.

You can glimpse up solicitation information and facts on precise contracts, as effectively as register your small business to promote to the govt.

Ricky stated the procedure of registering your business enterprise is self-explanatory, but hope it to choose a 7 days or two for all the approvals to go by way of.

Participating in Matchmaker or Getting a Subcontractor

If you really do not have a organization or supply a company on your own, you could act as a middleman or matchmaker.

This is termed staying a federal government deal “integrator.” Ricky reported remaining an integrator is a well known organization product that is effective well.

You could also be a subcontractor and operate with a much larger prime contractor. This permits you to place in a joint bid on a job and operate with one more enterprise.

This is a superior way to be awarded contracts that have been set apart for particular enterprise varieties of demographics that only a person of you can bid on.

There are some regulations about how substantially do the job the key contractor has to do on a undertaking, but it’s yet another design that is effective well.

Bidding Technique

Ricky defined that if you dive in and get started creating proposals and bidding on contracts, your odds of winning are likely to be really reduced.

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

These requests are the governing administration attempting to figure out how to fix a dilemma right before putting a solicitation collectively.

To create a ask for for info, you will need to have to put together a couple web pages of details answering issues, and recommending alternatives as for every the proposal.

The advantage of performing this is that you are producing speak to ahead of the solicitation has occur out.

You’re placing your firm name out there as a person that can do the function and conveying why you are perfect for the deal when it’s created.

You are going to generally have the option to ask for a assembly in individual when filling out a request for information. This is some thing Ricky recommends performing as a way of introducing your business.

Bidding Ideal Tactics and Suggestions

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

  • Really don’t include nearly anything that isn’t questioned for in the proposal, it’ll only get the job done from you. Your bid is going to be scored dependent on how perfectly you followed the recommendations.
  • Look at identical contracts that have currently been awarded to get an thought of how significantly to bid. You can use to see for how much General Services Administration (GSA) contracts are being awarded.
  • Do not be shy to reply and request what the price range appears to be like like. Ricky stated most agencies will be ready to tell you what their finances is and that’ll help give you a ballpark determine.

If you are having difficulties to put with each other your to start with proposal, Ricky reported you can find a person on Upwork with knowledge producing proposals.

Looking at how a proposal is composed up by an individual with practical experience and a observe history of winning bids is heading to be a substantial aid.

Examples of Consumers Winning Contracts

Ricky shared a couple of examples of his clientele who have received authorities contracts lately.

One was a lady who moves household furniture for a living. She gained a few of contracts at $16k/ea relocating office furniture.

A different was a lady who ran a helpdesk provider. From achieving out to the places of work and making use of requests for details, Ricky was equipped to see that the governing administration was transitioning from its legacy helpdesk system to a new system that served folks with disabilities.

His shopper was ready to faucet into that want to move from one particular precise variety of helpdesk system to an additional. For the earlier two decades, she has billed all-around $1 million a calendar year.

What’s Future?

“I’m thrilled about escalating the selection of modest organizations marketing to the authorities,” Ricky advised me.

Ricky has lately set jointly a certification system as aspect of his academy that normally takes learners via the ways of winning authorities contracts.

If you want to discover extra and enroll in Ricky’s schooling plan, he’s developed a coupon code for Side Hustle exhibit listeners that’ll give you 1-thirty day period no cost.

Head more than to and kind “THESIDEHUSTLESHOW” in the coupon box to declare your absolutely free thirty day period.

Ricky’s #1 Idea for Facet Hustle Country

It’s a marathon, not a sprint.”

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