July 13, 2024

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Selling to the World’s Largest Customer

Selling to the World’s Largest Customer

Lt Col Ricky Howard

This 7 days we’re discovering a exceptional opportunity to convert the world’s largest consumer of products and products and services into a customer of yours.

That is ideal, we’re chatting about offering to the authorities.

There’s very little like obtaining a shopper that can virtually print the income!

But there is a whole lot of confusion and misunderstandings around obtaining authorities contracts so I’ve enlisted some pro support to aid us find out how to do it the right way.

Retired Lt Col Ricky Howard of DoDContract.com used many years on the obtaining facet for the U.S. Section of Defense and now will help modest firms like yours get their foot in the door.

Tune in to The Aspect Hustle Show interview to listen to:

  • why there are so a lot of rewarding possibilities with federal government contracts
  • Ricky’s tips and best techniques for profitable contracts
  • how you can also earn contracts performing as matchmaker or partnering with other business enterprise house owners

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The Prospects in Authorities Contracting

“It’s an wonderful possibility that most smaller firms really don’t know about or really do not test. Or, if they do check out they are definitely not guaranteed in which to begin,” Ricky claimed.

The governing administration is the single largest purchaser of products and services in the globe, Ricky described.

Also, Ricky explained that the govt is mandated by law to purchase from smaller enterprises — at minimum 23% of their shelling out.

To give you an idea of what that appears like in bucks, Ricky reported that the governing administration invested about $154 billion just on smaller company contracts very last calendar year alone.

And it is not just for large equipment and defense provides. There is a big sum of potential for tiny organizations of all types to get a slice of the pie.

Just about anything that goes into the infrastructure of a town where by military services staff are primarily based wants to be sourced.

From recreational activities to setting up and keeping workplace structures, the scope is very extensive.

Ricky also claimed it is a wonderful time to pitch contracts to the federal government appropriate now. Less than 1% of small businesses are actively providing to the federal government, and that amount has been decreasing in the latest years.

Acquiring Out if the Authorities Is Buying What You’re Advertising

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

Ricky stated it couldn’t be less difficult to find out who’s doing the investing and what’s getting bought than when it will come to the authorities.

If you want to obtain out if the governing administration is obtaining what you’re promoting, Ricky suggests finding commenced by traveling to USASpending.gov.


To use the lookup function on USASpending to locate out if there is a demand from customers for your expert services, Ricky gave the subsequent recommendations as an illustration:

  • Go to “Award Search” and pull down the menu, then decide on “Advanced Search”
  • Select a assortment masking the last three many years for the most appropriate info. That’ll be “FY 2023,” “FY 2022,” and “FY 2021”
  • Kind your market or assistance into the “North American Field Classification Procedure (NAICS)” box to find out what your authorities code is. For case in point, if your kind “Painting” into the NAICS box it’ll display you the code for portray is “238320”
  • You can now research for contracts awarded to little businesses giving portray companies. Ricky executed this look for and could see around $253 million was spent on painting over the earlier a few a long time, and the DoD was liable for all around $175 million of that.

This is just a swift illustration, there is a great deal far more you can do with the sophisticated look for filters available.

If you commit some time digging into the data you will be able to see the styles of contracts on a additional granular degree.

Registering to Sell to the Governing administration

When you’ve located that the authorities is awarding contracts to corporations comparable to yours, the following phase is to go to Sam.gov.

This is where the authorities repository of all federal contracting information is stored.

You can seem up solicitation info on distinct contracts, as effectively as register your small business to provide to the federal government.

Ricky said the process of registering your organization is self-explanatory, but anticipate it to just take a week or two for all the approvals to go via.

Taking part in Matchmaker or Currently being a Subcontractor

If you do not have a enterprise or present a services yourself, you could act as a intermediary or matchmaker.

This is termed becoming a authorities deal “integrator.” Ricky stated remaining an integrator is a common business enterprise design that works perfectly.

You could also be a subcontractor and do the job with a bigger key contractor. This enables you to set in a joint bid on a project and function with a different organization.

This is a good way to be awarded contracts that have been established aside for distinct business enterprise kinds of demographics that only one of you can bid on.

There are some policies all around how considerably work the primary contractor has to do on a undertaking, but it’s a further model that performs perfectly.

Bidding System

Ricky explained that if you dive in and start producing proposals and bidding on contracts, your odds of successful are going to be incredibly minimal.

To enhance your odds, Ricky advises that in its place of filtering for requests for quotes on positions, you filter on “requests for information” or “sources sought.”

These requests are the govt seeking to determine out how to remedy a difficulty in advance of placing a solicitation alongside one another.

To produce a request for information and facts, you will need to put together a couple webpages of info answering issues, and recommending remedies as for every the proposal.

The gain of accomplishing this is that you’re producing call right before the solicitation has arrive out.

You are putting your company identify out there as someone that can do the operate and explaining why you’re fantastic for the agreement when it’s created.

You’ll often have the solution to request a meeting in person when filling out a ask for for information and facts. This is a thing Ricky recommends undertaking as a way of introducing your business.

Bidding Ideal Methods and Strategies

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

  • Never increase just about anything that isn’t requested for in the proposal, it’ll only operate towards you. Your bid is going to be scored based on how effectively you followed the instructions.
  • Search at related contracts that have by now been awarded to get an plan of how considerably to bid. You can use GSA.gov to see for how significantly Basic Expert services Administration (GSA) contracts are staying awarded.
  • Never be shy to reply and check with what the spending budget appears to be like like. Ricky mentioned most organizations will be inclined to tell you what their spending plan is and that’ll aid give you a ballpark figure.

If you are battling to place together your initial proposal, Ricky reported you can obtain someone on Upwork with knowledge crafting proposals.

Looking at how a proposal is prepared up by somebody with working experience and a track report of profitable bids is likely to be a massive help.

Illustrations of Customers Successful Contracts

Ricky shared a couple of examples of his consumers who have gained govt contracts not long ago.

Just one was a lady who moves household furniture for a residing. She gained a couple of contracts at $16k/ea moving office home furniture.

Another was a female who ran a helpdesk company. From achieving out to the workplaces and applying requests for details, Ricky was able to see that the federal government was transitioning from its legacy helpdesk technique to a new technique that helped people today with disabilities.

His shopper was capable to tap into that want to move from one particular variety of helpdesk program to an additional. For the earlier two a long time, she has billed all-around $1 million a year.

What is Following?

“I’m thrilled about expanding the variety of little businesses advertising to the government,” Ricky instructed me.

Ricky has not too long ago put with each other a certification plan as component of his academy that will take pupils as a result of the methods of successful federal government contracts.

If you want to discover more and enroll in Ricky’s coaching system, he’s made a coupon code for Side Hustle demonstrate listeners that’ll give you 1-thirty day period cost-free.

Head over to DoDContract.com/academy and type “THESIDEHUSTLESHOW” in the coupon box to assert your free of charge thirty day period.

Ricky’s #1 Tip for Facet Hustle Country

It’s a marathon, not a sprint.”

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