May 19, 2024

Lt Col Ricky Howard

This week we’re exploring a novel alternative to show the sector’s biggest purchaser of products and products and services right into a buyer of yours.

That’s proper, we’re speaking about promoting to the federal government.

There’s not anything like having a shopper that may actually print the cash!

However there’s numerous confusion and misunderstandings round getting govt contracts so I’ve enlisted some professional lend a hand to lend a hand us discover ways to do it the proper manner.

Retired Lt Col Ricky Howard of spent years at the buying facet for the U.S. Division of Protection and now is helping small companies like yours get their foot within the door.

Track in to The Aspect Hustle Display interview to listen to:

  • why there are such a large amount of profitable alternatives with govt contracts
  • Ricky’s guidelines and easiest practices for successful contracts
  • how you’ll be able to additionally win contracts appearing as matchmaker or partnering with different trade homeowners

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The Alternatives in Executive Contracting

“It’s an excellent alternative that the majority small companies don’t learn about or don’t take a look at. Or, in the event that they do take a look at they’re actually no longer positive the place to begin,” Ricky mentioned.

The federal government is the only greatest buyer of products and products and services on the earth, Ricky defined.

Moreover, Ricky mentioned that the federal government is remitted via legislation to shop for from small companies — a minimum of 23% in their spending.

To come up with an concept of what that appears like in greenbacks, Ricky mentioned that the federal government spent round $154 billion simply on small trade contracts ultimate 12 months on my own.

And it’s no longer only for heavy equipment and protection provides. There’s a massive quantity of attainable for small companies of a wide variety to get a slice of the pie.

Absolutely anything that is going into the infrastructure of a the town the place army group of workers are primarily based must be sourced.

From leisure actions to construction and keeping up place of job constructions, the scope is amazingly vast.

Ricky additionally mentioned it’s a good time to pitch contracts to the federal government at the moment. Not up to 1% of small companies are actively promoting to the federal government, and that quantity has been lowering lately.

Discovering Out if the Executive Is Purchasing What You’re Promoting

“Within the public sector, the entire data is public,” Ricky mentioned.

Ricky mentioned it couldn’t be more straightforward to determine who’s doing the spending and what’s being purchased than on the subject of the federal government.

If you wish to to find out if the federal government is purchasing what you’re promoting, Ricky recommends getting began via visiting


To make use of the quest function on USASpending to determine if there’s a call for to your products and services, Ricky gave the following advice for instance:

  • Move to “Award Seek” and pull down the menu, then make a selection “Complicated Seek”
  • Make a selection a spread masking the ultimate 3 years for probably the most related information. That’ll be “FY 2023,” “FY 2022,” and “FY 2021”
  • Sort your area of interest or carrier into the “North American Business Classification Device (NAICS)” field to determine what your govt code is. For instance, in case your kind “Portray” into the NAICS field it’ll display you the code for portray is “238320”
  • You’ll be able to now seek for contracts awarded to small companies providing portray products and services. Ricky carried out this seek and may just see round $253 million used to be spent on portray over the last 3 years, and the DoD used to be liable for round $175 million of that.

That is only a fast instance, there may be much more you’ll be able to do with the complicated seek filters to be had.

Should you spend a while digging into the information you’ll be capable to see the forms of contracts on a extra granular stage.

Registering to Promote to the Executive

Whenever you’ve discovered that the federal government is awarding contracts to companies very similar to yours, the next move is to visit

That is the place the federal government repository of all federal contracting data is saved.

You’ll be able to glance up solicitation data on explicit contracts, in addition to check in your enterprise to promote to the federal government.

Ricky mentioned the method of registering your enterprise is self-explanatory, however be expecting it to take per week or two for the entire approvals to move via.

Enjoying Matchmaker or Being a Subcontractor

Should you don’t have a trade or be offering a carrier your self, it is advisable act as a intermediary or matchmaker.

This is known as being a central authority contract “integrator.” Ricky mentioned being an integrator is a well-liked trade type that works smartly.

You have to even be a subcontractor and paintings with a bigger high contractor. This lets you installed a joint bid on a mission and paintings with some other trade.

It is a excellent approach to be awarded contracts which were put aside for explicit trade forms of demographics that simplest one in every of you’ll be able to bid on.

There are some regulations round how a lot paintings the high contractor has to do on a mission, however it’s some other type that works smartly.

Bidding Technique

Ricky defined that for those who dive in and get started writing proposals and bidding on contracts, your odds of successful are going to be very low.

To extend your odds, Ricky advises that as a substitute of filtering for requests for quotes on jobs, you clear out on “requests for info” or “resources sought.”

Those requests are the federal government attempting to determine easy methods to resolve an issue sooner than placing a solicitation in combination.

To create a request for info, you’ll wish to put in combination a couple of pages of data answering questions, and recommending answers as in step with the proposal.

The good thing about doing that is that you just’re making touch sooner than the solicitation has pop out.

You’re placing your corporate title available in the market as anyone that may do the paintings and explaining why you’re best for the contract when it’s created.

You’ll incessantly find a way to request a gathering in individual when filling out a request for info. That is one thing Ricky recommends doing as some way of introducing your enterprise.

Bidding Best possible Practices and Guidelines

While you see a solicitation that you need to place in a bid for, some guidelines Ricky shared are:

  • Don’t upload the rest that isn’t requested for within the proposal, it’ll simplest paintings in opposition to you. Your bid goes to be scored in keeping with how smartly you adopted the directions.
  • Take a look at identical contracts that experience already been awarded to get an concept of ways a lot to bid. You’ll be able to use to look for a way a lot Basic Products and services Management (GSA) contracts are being awarded.
  • Don’t be shy to respond and ask what the finances looks as if. Ricky mentioned maximum businesses will likely be keen to let you know what their finances is and that’ll lend a hand come up with a ballpark determine.

Should you’re suffering to place in combination your first proposal, Ricky mentioned you’ll be able to to find anyone on Upwork with enjoy writing proposals.

Seeing how an offer is written up via anyone with enjoy and a observe document of successful bids goes to be an enormous lend a hand.

Examples of Shoppers Profitable Contracts

Ricky shared a few examples of his shoppers who’ve received govt contracts lately.

One used to be a lady who strikes furnishings for a dwelling. She received a few contracts at $16k/ea shifting place of job furnishings.

Some other used to be a lady who ran a helpdesk carrier. From attaining out to the places of work and the use of requests for info, Ricky used to be in a position to look that the federal government used to be transitioning from its legacy helpdesk device to a brand new device that helped other folks with disabilities.

His consumer used to be in a position to faucet into that wish to transfer from one explicit form of helpdesk device to some other. For the previous two years, she has billed round $1 million a 12 months.

What’s Subsequent?

“I’m fascinated with expanding the choice of small companies promoting to the federal government,” Ricky instructed me.

Ricky has lately put in combination a certification program as a part of his academy that takes scholars during the steps of successful govt contracts.

If you wish to be informed extra and sign up in Ricky’s coaching program, he’s created a discount code for Aspect Hustle display listeners that’ll come up with 1-month loose.

Head over to and sort “THESIDEHUSTLESHOW” within the coupon field to say your loose month.

Ricky’s #1 Tip for Aspect Hustle Country

It’s a marathon, no longer a dash.”

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