June 5, 2023

Rating Business

Business Plans

Selling to the World’s Largest Customer


Lt Col Ricky Howard

This week we’re discovering a exclusive prospect to switch the world’s most significant purchaser of merchandise and providers into a client of yours.

That is appropriate, we’re chatting about providing to the authorities.

There’s almost nothing like owning a shopper that can actually print the money!

But there’s a lot of confusion and misunderstandings around having government contracts so I’ve enlisted some expert assist to help us discover how to do it the right way.

Retired Lt Col Ricky Howard of DoDContract.com spent years on the obtaining facet for the U.S. Division of Protection and now assists tiny companies like yours get their foot in the doorway.

Tune in to The Aspect Hustle Present job interview to hear:

  • why there are so a lot of beneficial options with authorities contracts
  • Ricky’s ideas and best tactics for winning contracts
  • how you can also gain contracts performing as matchmaker or partnering with other small business homeowners

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The Chances in Government Contracting

“It’s an amazing opportunity that most compact businesses really do not know about or don’t consider. Or, if they do test they’re truly not certain where to get started,” Ricky explained.

The authorities is the one most significant purchaser of merchandise and products and services in the entire world, Ricky defined.

Additionally, Ricky claimed that the govt is mandated by regulation to obtain from tiny companies — at least 23% of their expending.

To give you an strategy of what that appears to be like like in dollars, Ricky reported that the federal government put in close to $154 billion just on modest business enterprise contracts past yr on your own.

And it’s not just for major equipment and protection provides. There is a huge sum of prospective for small corporations of all types to get a slice of the pie.

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

From recreational pursuits to building and keeping office environment properties, the scope is extremely vast.

Ricky also stated it is a excellent time to pitch contracts to the govt suitable now. A lot less than 1% of compact enterprises are actively selling to the governing administration, and that range has been reducing in modern decades.

Obtaining Out if the Authorities Is Purchasing What You are Providing

“In the general public sector, all the data is general public,” Ricky explained.

Ricky reported it could not be less difficult to find out who’s performing the paying and what’s staying purchased than when it will come to the governing administration.

If you want to discover out if the govt is getting what you are selling, Ricky suggests obtaining began by going to USASpending.gov.


To use the research function on USASpending to uncover out if there is a desire for your companies, Ricky gave the adhering to strategies as an example:

  • Go to “Award Search” and pull down the menu, then find “Advanced Search”
  • Pick a selection covering the previous 3 a long time for the most applicable facts. That’ll be “FY 2023,” “FY 2022,” and “FY 2021”
  • Form your market or assistance into the “North American Industry Classification Method (NAICS)” box to uncover out what your government code is. For example, if your type “Painting” into the NAICS box it’ll show you the code for painting is “238320”
  • You can now lookup for contracts awarded to small organizations supplying painting providers. Ricky done this research and could see all-around $253 million was put in on painting about the past 3 a long time, and the DoD was responsible for close to $175 million of that.

This is just a fast example, there is a whole lot additional you can do with the advanced lookup filters offered.

If you spend some time digging into the data you are going to be able to see the forms of contracts on a far more granular amount.

Registering to Offer to the Govt

At the time you have identified that the governing administration is awarding contracts to organizations related to yours, the future step is to go to Sam.gov.

This is the place the authorities repository of all federal contracting data is stored.

You can search up solicitation information on distinct contracts, as well as sign up your organization to provide to the federal government.

Ricky mentioned the procedure of registering your small business is self-explanatory, but anticipate it to acquire a 7 days or two for all the approvals to go by.

Participating in Matchmaker or Being a Subcontractor

If you don’t have a company or offer a services by yourself, you could act as a intermediary or matchmaker.

This is identified as staying a federal government agreement “integrator.” Ricky reported remaining an integrator is a well-liked company product that works well.

You could also be a subcontractor and do the job with a larger sized key contractor. This allows you to place in a joint bid on a project and get the job done with an additional company.

This is a good way to be awarded contracts that have been established aside for certain enterprise styles of demographics that only a person of you can bid on.

There are some principles all around how much get the job done the primary contractor has to do on a project, but it is another model that functions well.

Bidding Strategy

Ricky explained that if you dive in and get started writing proposals and bidding on contracts, your odds of winning are going to be really small.

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

These requests are the government attempting to figure out how to fix a issue right before putting a solicitation together.

To create a ask for for information and facts, you will will need to set alongside one another a several pages of information answering concerns, and recommending methods as per the proposal.

The gain of carrying out this is that you are producing make contact with right before the solicitation has appear out.

You’re putting your corporation name out there as another person that can do the perform and conveying why you are perfect for the contract when it’s produced.

You will generally have the solution to request a conference in human being when filling out a request for facts. This is something Ricky suggests accomplishing as a way of introducing your business.

Bidding Best Tactics and Suggestions

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

  • Really don’t increase anything that isn’t questioned for in the proposal, it’ll only work versus you. Your bid is likely to be scored based on how very well you adopted the recommendations.
  • Appear at very similar contracts that have by now been awarded to get an notion of how considerably to bid. You can use GSA.gov to see for how significantly General Services Administration (GSA) contracts are staying awarded.
  • Really don’t be shy to reply and check with what the funds appears to be like like. Ricky claimed most businesses will be inclined to convey to you what their budget is and that’ll enable give you a ballpark determine.

If you’re struggling to put collectively your very first proposal, Ricky reported you can discover someone on Upwork with experience writing proposals.

Seeing how a proposal is written up by a person with encounter and a monitor report of successful bids is heading to be a large help.

Illustrations of Clients Winning Contracts

Ricky shared a pair of illustrations of his shoppers who have received authorities contracts lately.

A person was a woman who moves furniture for a residing. She received a pair of contracts at $16k/ea shifting workplace furnishings.

An additional was a girl who ran a helpdesk services. From reaching out to the places of work and working with requests for info, Ricky was in a position to see that the govt was transitioning from its legacy helpdesk method to a new technique that assisted individuals with disabilities.

His consumer was able to faucet into that need to have to shift from just one specific form of helpdesk method to a further. For the past two a long time, she has billed all around $1 million a year.

What is Future?

“I’m energized about rising the number of modest organizations providing to the government,” Ricky advised me.

Ricky has not long ago place collectively a certification software as part of his academy that takes college students by means of the ways of successful federal government contracts.

If you want to master a lot more and enroll in Ricky’s schooling plan, he’s established a coupon code for Side Hustle exhibit listeners that’ll give you 1-thirty day period absolutely free.

Head more than to DoDContract.com/academy and type “THESIDEHUSTLESHOW” in the coupon box to declare your absolutely free month.

Ricky’s #1 Idea for Side Hustle Country

It’s a marathon, not a dash.”

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