June 17, 2024


Costing Accounting Everyday


Selling to the World’s Largest Customer

Lt Col Ricky Howard

This 7 days we’re checking out a special possibility to turn the world’s biggest consumer of goods and services into a purchaser of yours.

That’s right, we’re chatting about promoting to the government.

There’s absolutely nothing like acquiring a shopper that can literally print the cash!

But there’s a whole lot of confusion and misunderstandings all over acquiring governing administration contracts so I have enlisted some professional help to help us discover how to do it the proper way.

Retired Lt Col Ricky Howard of DoDContract.com put in years on the buying aspect for the U.S. Department of Defense and now assists compact corporations like yours get their foot in the door.

Tune in to The Side Hustle Present interview to hear:

  • why there are so a lot of profitable alternatives with governing administration contracts
  • Ricky’s strategies and very best methods for profitable contracts
  • how you can also gain contracts performing as matchmaker or partnering with other small business homeowners

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The Opportunities in Government Contracting

“It’s an remarkable prospect that most compact businesses really do not know about or don’t test. Or, if they do attempt they’re genuinely not confident in which to begin,” Ricky claimed.

The govt is the one largest purchaser of merchandise and solutions in the environment, Ricky described.

On top of that, Ricky said that the government is mandated by regulation to acquire from small corporations — at least 23% of their paying.

To give you an strategy of what that seems like in bucks, Ricky said that the federal government used about $154 billion just on compact business enterprise contracts very last yr by yourself.

And it is not just for heavy machinery and protection provides. There is a huge volume of probable for smaller corporations of all kinds to get a slice of the pie.

Just about anything that goes into the infrastructure of a town wherever navy personnel are dependent desires to be sourced.

From leisure activities to setting up and sustaining office structures, the scope is unbelievably broad.

Ricky also said it’s a excellent time to pitch contracts to the government correct now. Fewer than 1% of modest corporations are actively promoting to the federal government, and that amount has been decreasing in new decades.

Getting Out if the Government Is Acquiring What You’re Providing

“In the community sector, all the details is community,” Ricky mentioned.

Ricky mentioned it could not be a lot easier to find out who’s executing the paying out and what’s staying purchased than when it arrives to the federal government.

If you want to discover out if the governing administration is obtaining what you are selling, Ricky suggests finding begun by traveling to USASpending.gov.


To use the lookup aspect on USASpending to discover out if there is a desire for your providers, Ricky gave the subsequent recommendations as an illustration:

  • Go to “Award Search” and pull down the menu, then pick out “Advanced Search”
  • Select a variety covering the very last 3 yrs for the most suitable knowledge. That’ll be “FY 2023,” “FY 2022,” and “FY 2021”
  • Sort your specialized niche or assistance into the “North American Marketplace Classification Technique (NAICS)” box to locate out what your federal government code is. For illustration, if your variety “Painting” into the NAICS box it’ll clearly show you the code for painting is “238320”
  • You can now research for contracts awarded to compact firms providing portray products and services. Ricky done this look for and could see about $253 million was expended on painting above the previous three many years, and the DoD was dependable for all-around $175 million of that.

This is just a fast example, there is a whole lot additional you can do with the state-of-the-art lookup filters accessible.

If you devote some time digging into the knowledge you are going to be ready to see the styles of contracts on a far more granular level.

Registering to Market to the Government

Once you have located that the federal government is awarding contracts to enterprises similar to yours, the following action is to go to Sam.gov.

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

You can appear up solicitation facts on certain contracts, as effectively as sign up your small business to sell to the federal government.

Ricky said the method of registering your company is self-explanatory, but expect it to acquire a week or two for all the approvals to go via.

Playing Matchmaker or Getting a Subcontractor

If you never have a small business or present a assistance oneself, you could act as a middleman or matchmaker.

This is identified as being a governing administration agreement “integrator.” Ricky claimed currently being an integrator is a common small business design that performs very well.

You could also be a subcontractor and function with a more substantial key contractor. This permits you to set in a joint bid on a task and function with a different small business.

This is a superior way to be awarded contracts that have been established aside for certain small business forms of demographics that only a single of you can bid on.

There are some procedures close to how significantly function the primary contractor has to do on a venture, but it’s a different model that works very well.

Bidding Technique

Ricky stated that if you dive in and get started producing proposals and bidding on contracts, your odds of successful are heading to be extremely very low.

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

These requests are the federal government seeking to determine out how to clear up a difficulty in advance of putting a solicitation together.

To develop a ask for for data, you will want to put jointly a several web pages of information and facts answering issues, and recommending solutions as for each the proposal.

The benefit of accomplishing this is that you are producing get in touch with right before the solicitation has arrive out.

You are placing your business title out there as someone that can do the perform and outlining why you’re ideal for the contract when it’s made.

You are going to generally have the possibility to ask for a assembly in particular person when filling out a ask for for data. This is some thing Ricky endorses executing as a way of introducing your organization.

Bidding Greatest Practices and Suggestions

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

  • Do not increase something that is not requested for in the proposal, it’ll only operate from you. Your bid is heading to be scored based mostly on how perfectly you followed the recommendations.
  • Appear at very similar contracts that have by now been awarded to get an thought of how a great deal to bid. You can use GSA.gov to see for how a great deal General Products and services Administration (GSA) contracts are getting awarded.
  • Don’t be shy to reply and talk to what the funds appears to be like. Ricky explained most companies will be ready to tell you what their finances is and that’ll assistance give you a ballpark determine.

If you are struggling to set together your very first proposal, Ricky claimed you can find somebody on Upwork with experience producing proposals.

Observing how a proposal is composed up by someone with knowledge and a track history of successful bids is heading to be a enormous help.

Examples of Customers Winning Contracts

Ricky shared a pair of illustrations of his customers who have won federal government contracts just lately.

Just one was a female who moves home furnishings for a living. She gained a couple of contracts at $16k/ea transferring business furnishings.

One more was a girl who ran a helpdesk support. From reaching out to the workplaces and applying requests for details, Ricky was in a position to see that the governing administration was transitioning from its legacy helpdesk program to a new method that served people with disabilities.

His customer was in a position to tap into that want to go from one distinct sort of helpdesk program to yet another. For the earlier two many years, she has billed close to $1 million a 12 months.

What is Following?

“I’m thrilled about growing the variety of compact organizations advertising to the federal government,” Ricky advised me.

Ricky has just lately set with each other a certification program as aspect of his academy that takes students by means of the measures of profitable govt contracts.

If you want to master much more and enroll in Ricky’s schooling software, he’s designed a coupon code for Facet Hustle clearly show listeners that’ll give you 1-thirty day period absolutely free.

Head over to DoDContract.com/academy and type “THESIDEHUSTLESHOW” in the coupon box to claim your no cost month.

Ricky’s #1 Suggestion for Aspect Hustle Nation

It is a marathon, not a sprint.”

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