Lt Col Ricky Howard

This week we’re discovering a one of a kind prospect to flip the world’s premier buyer of merchandise and products and services into a buyer of yours.

Which is ideal, we’re conversing about promoting to the authorities.

There’s practically nothing like getting a shopper that can actually print the funds!

But there’s a large amount of confusion and misunderstandings all around receiving government contracts so I’ve enlisted some expert enable to aid us find out how to do it the ideal way.

Retired Lt Col Ricky Howard of put in decades on the purchasing aspect for the U.S. Office of Protection and now assists small organizations like yours get their foot in the door.

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

  • why there are so many beneficial alternatives with governing administration contracts
  • Ricky’s strategies and greatest procedures for winning contracts
  • how you can also acquire contracts acting as matchmaker or partnering with other business enterprise entrepreneurs

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The Options in Authorities Contracting

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

The govt is the solitary major purchaser of items and expert services in the environment, Ricky defined.

Furthermore, Ricky explained that the govt is mandated by regulation to purchase from tiny firms — at the very least 23% of their paying out.

To give you an strategy of what that looks like in bucks, Ricky reported that the governing administration used all-around $154 billion just on tiny business contracts last year by yourself.

And it is not just for heavy machinery and protection materials. There is a huge sum of opportunity for small companies of all types to get a slice of the pie.

Just about nearly anything that goes into the infrastructure of a town where by armed forces staff are primarily based requirements to be sourced.

From leisure pursuits to creating and preserving office environment structures, the scope is very broad.

Ricky also said it’s a fantastic time to pitch contracts to the govt appropriate now. Significantly less than 1% of modest companies are actively offering to the government, and that range has been reducing in latest a long time.

Locating Out if the Governing administration Is Getting What You’re Selling

“In the community sector, all the information is community,” Ricky said.

Ricky mentioned it couldn’t be much easier to discover out who’s undertaking the investing and what’s being acquired than when it comes to the authorities.

If you want to find out if the govt is obtaining what you’re selling, Ricky suggests having started out by visiting


To use the look for function on USASpending to find out if there is a need for your products and services, Ricky gave the adhering to guidelines as an case in point:

  • Go to “Award Search” and pull down the menu, then pick out “Advanced Search”
  • Pick out a assortment covering the past a few a long time for the most related information. That’ll be “FY 2023,” “FY 2022,” and “FY 2021”
  • Kind your niche or company into the “North American Market Classification Process (NAICS)” box to find out what your govt code is. For example, if your variety “Painting” into the NAICS box it’ll exhibit you the code for painting is “238320”
  • You can now search for contracts awarded to modest companies featuring portray companies. Ricky carried out this research and could see close to $253 million was used on painting about the earlier 3 decades, and the DoD was dependable for close to $175 million of that.

This is just a brief illustration, there is a great deal much more you can do with the highly developed research filters accessible.

If you invest some time digging into the facts you are going to be equipped to see the types of contracts on a extra granular amount.

Registering to Offer to the Authorities

At the time you’ve identified that the federal government is awarding contracts to businesses equivalent to yours, the following action is to go to

This is the place the authorities repository of all federal contracting information and facts is saved.

You can appear up solicitation facts on unique contracts, as perfectly as sign up your small business to promote to the federal government.

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

Participating in Matchmaker or Getting a Subcontractor

If you don’t have a small business or provide a services oneself, you could act as a intermediary or matchmaker.

This is known as getting a federal government agreement “integrator.” Ricky claimed currently being an integrator is a common business design that will work perfectly.

You could also be a subcontractor and get the job done with a larger sized key contractor. This permits you to put in a joint bid on a challenge and work with yet another organization.

This is a great way to be awarded contracts that have been established apart for particular business enterprise varieties of demographics that only 1 of you can bid on.

There are some rules close to how substantially work the prime contractor has to do on a project, but it’s yet another model that operates perfectly.

Bidding System

Ricky explained that if you dive in and start off producing proposals and bidding on contracts, your odds of winning are heading to be really reduced.

To maximize your odds, Ricky advises that rather of filtering for requests for offers on work, you filter on “requests for information” or “sources sought.”

These requests are the governing administration seeking to figure out how to resolve a issue just before placing a solicitation with each other.

To create a ask for for information, you will will need to put alongside one another a handful of internet pages of information and facts answering thoughts, and recommending remedies as for every the proposal.

The reward of doing this is that you’re generating make contact with in advance of the solicitation has appear out.

You are putting your company title out there as someone that can do the get the job done and explaining why you’re perfect for the deal when it is created.

You will often have the possibility to request a assembly in individual when filling out a request for info. This is a little something Ricky endorses doing as a way of introducing your company.

Bidding Most effective Procedures and Tips

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

  • Don’t insert anything that is not questioned for in the proposal, it’ll only work in opposition to you. Your bid is heading to be scored based on how well you followed the directions.
  • Appear at very similar contracts that have previously been awarded to get an concept of how considerably to bid. You can use to see for how considerably Standard Companies Administration (GSA) contracts are becoming awarded.
  • Really don’t be shy to reply and check with what the price range seems to be like. Ricky mentioned most businesses will be inclined to notify you what their spending plan is and that’ll support give you a ballpark figure.

If you are battling to put jointly your initially proposal, Ricky stated you can obtain someone on Upwork with practical experience crafting proposals.

Observing how a proposal is published up by a person with encounter and a track report of winning bids is likely to be a substantial enable.

Illustrations of Clientele Successful Contracts

Ricky shared a pair of examples of his customers who have received govt contracts a short while ago.

A single was a woman who moves home furnishings for a living. She received a couple of contracts at $16k/ea going business household furniture.

Yet another was a lady who ran a helpdesk company. From reaching out to the places of work and using requests for facts, Ricky was able to see that the govt was transitioning from its legacy helpdesk program to a new program that assisted people with disabilities.

His client was able to tap into that require to go from a single precise form of helpdesk procedure to one more. For the previous two many years, she has billed around $1 million a calendar year.

What is Following?

“I’m thrilled about expanding the number of modest enterprises providing to the govt,” Ricky informed me.

Ricky has lately put alongside one another a certification system as component of his academy that requires learners by means of the steps of winning government contracts.

If you want to study extra and enroll in Ricky’s training software, he’s developed a coupon code for Side Hustle present listeners that’ll give you 1-thirty day period absolutely free.

Head more than to and form “THESIDEHUSTLESHOW” in the coupon box to assert your no cost thirty day period.

Ricky’s #1 Tip for Side Hustle Nation

It is a marathon, not a dash.”

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