Government Contracting Opportunities Larry Findeiss

Marketing to the Government

Tulsa’s Local DLA Grant Funded Procurement Technical Assistance Center Resource

Government ContractingOpportunities

Larry Findeiss

Bid Assistance CoordinatorOklahoma Bid Assistance Network (OBAN)

Tulsa Technology Center


Tulsa's Local DLA Grant Funded Procurement Technical Assistance Center Resource

Background• Larry Findeiss: OBAN Bid Assistance Coordinator Tulsa Technology Center• OBAN is the Oklahoma Bid Assistance Network www.okbid.org

– Division of Oklahoma Department of Career & Technical Education– Funded thru Procurement Technical Assistance Center (PTAC) Grant

• Provided to institutions by the Defense Logistics Agency (DLA)• Intended to foster/promote competition in DoD procurement by

small businesses not otherwise active in federal markets• Open to provide assistance to small businesses in contracting

opportunities with federal, state and local market opportunities• Tulsa Technology Center – Host institution for Tulsa OBAN position

– Provides local funding, administrative and professional support • Work locally with TTC Business & Career Development (BCD) Services

• BCD Industrial Coordinators outreach to local business for training• Manufacturing Extension Agents through OK Manufacturer Alliance



Why Market to the Government?

• Government is the largest consumer of products and services

– $2.5 Billion Federal contracts with Oklahoma companies annually

– Products: Federal Supply Codes (FSC), Services: Product Service Codes (PSC)

• Procurement processes are structured and transparent to Sellers

– Rules, regulations and red tape detailed in the FAR’s

– Some light reading of the FARs at farsite.hill.af.mil

• Small Business is a priority in federal, state and local procurement

– Small Business Set Aside – size varied by Industry Classification

– Other Small Business Programs

• HUBZone – most of northeast Oklahoma as Indian Lands

• Service Disabled Veteran Owned Business – recent renewed focus

• 8(a) Disadvantaged Business Enterprise Program – includes Tribes



Federal Markets• Department of Defense (DoD) - $1.9 Billion to Oklahoma companies

– Business as Usual Requirements including Military Construction– Global War on Terrorism – Support to the Warfighter– Equipment Reset – Repair/Overhaul of military equipment – all services– BRAC-related opportunities (large build up at Ft. Sill – Lawton)– Corps of Engineers Projects – Tulsa District Offices

• Department of Transportation - $22 Million to Oklahoma companies– Roads and Highways plus Kerr McClellan Waterway– Includes FAA and Mike Monroney Aeronautical Center

• Homeland Security (DHS) - $22 Million to Oklahoma companies– Includes Coast Guard and Border Security

• Department of Agriculture – about $13 Million• Department of Energy – over $10 Million including work with Contractors

All Calender 2007 data from Federal Procurement Database System



To Get Started

• Get a D U N S Number (Data Universal Numbering System)– Available through Dun & Bradstreet but is NOT the D&B Account #

• Use DUNS Number tab at www.dnb.com• Register with the CCR – Central Contractor Registration

– Available at www.ccr.gov– Initial name/address MUST match information listed in DUNS listing– Requires Bank Routing Number and Account Number (e-payments)– Tax ID Number required for IRS validation– You will create an MPIN – make sure you write this down somewhere!– Generates Company’s CAGE Code for use in all Federal contracting

• Complete Online Representation and Certification (ORCA)– https://orca.bpn.gov



Is your Business a Small Business?

• In Government markets, “small” is all relative…..

– Table of Small Business Size Standards is available in PDF format

– Visit these to research based on your primary NAICS Code

SBA HUBZone Preference Program

• HUBZone - Historically Underutilized Business Zone

– Classification available to Small Businesses only

– Recognized areas with low income, high unemployment, poverty

– Tulsa - previously limited areas in I-244 and Hwy75 north corridors

– 2004/5 – Congress added Indian Reservations (former Indian Lands)

– www.sba.gov/hubzone

– Lengthy on-line registration

– Requries Additional Follow-up

– Takes 90-120 to complete



Other Preference Programs

• 8(a) Program – Business Development Program

– The SBA's 8(a) BD Program, named for a section of the Small Business Act, is a business development program created to help small disadvantaged businesses compete in the American economy and access the federal market. www.sba.gov/aboutsba/sbaprograms/8abd

– Opens variety of business development assistance programs

• Procurement Set Aside actions

• Mentor-Protégé Program

– “Super” 8(a) exists for Tribal owned/controlled business entities

• Service-Disabled Veteran Owned Business (SDVOB) Programs

– Initiated in 2004: Providing Opportunities for Service-Disabled Veteran Owned businesses to Increase federal contracting and subcontracting

– NEW – Veteran Information Pages (VIP) at www.vip.vetbiz.gov



Whats Next?

• Know who Buys what you sell!

– Federal Procurement Data System (FPDS) https://www.fpds.gov

• Visibility into all Federal Government Procurement data

• Purchases by Product/Service, by Agency/Buyer, by Vendor, etc.

• Ability to drill-down to individual agency contract actions

• Standard Reports and Custom Reports with Excel download

• Where is your competition selling products or services?

– Federal Procurement Data System (FPDS) (again)

• Procurement details by Contracting Agency, Individual Vendors, etc



Where to from Here?

• Credit Card Procedures under $3,000

• Federal Buyer may place orders of less than $3,000 using credit card

• Credit Card is a “GPC” – standard MC or Visa

• Can be extended up to $15,000 for disaster, etc

• Quick Buys form $3,000 to $100,000

• Termed “Simplified Acquisition Procedures”

• For generally standard commercial type items, e.g. athletic shoes

• Also generally a Brand name specification

• Buyer gets his/her own quotes via email, fax or telephone (min 2)

• Reserved generally for small business

• Some Advisory & Assistance services purchases authorized,

• e.g. computer service, copier service, etc.



Where to find Opportunities?

• Federal Business Opportunities ( www.FEDBIZOPPS.gov )

– On-line search, monitor and retrieve opportunities solicited by the entire Federal Government

– Formerly the Commerce Business Daily (CBR)

– All procurements $25,000 and above (many below this amount)

– Open to Public/All Vendors

• New FEDBIZOPPS released April 2008

– Improved Saved-search and Advanced Search capabilities

– Allows for Individual User Registration (requires DUNS and CAGE)

• Customized Search Agents can be created – generates routine emails containing applicable solicitations

• Enhanced “Interested Vendors List” features (see competition)

• For best results, need to be a routine user on FEDBIZOPPS – daily/weekly



Local Sites of Potential Interest

• Tinker AFB/Oklahoma City Air Logistics Center

– Total Procurements CY2007 $8.39 Billion

– Supports USAF Engines, KC135, B52, B1 and CLS Aircraft Programs

– Source Development (SD) Programs for all products and services

– Link: www.tinker.af.mil/sbo.asp Lots of good links from this page

• FAA Mike Monroney Aeronautical Center Oklahoma City

– Unique FAA Mission with unique procurement needs

– Broad responsibilities from aircraft to instrument nav/landing systems

– Link: http://faaco.faa.gov

• US Army Corps of Engineers – Tulsa District

– A majority of the construction and architect-engineer services utilized by the Corps of Engineers is acquired by contract with private firms.

– Responsible for much of ARRA spending in OK – Lakes/Dams/Locks– https://ebs.swf.usace.army.mil/ebs/AdvertisedSolicitations.cfm?Seldist=SWT



Sites for National Opportunities

• Defense Logistics Agency (DLA)

– Consolidation of new item purchases for all of DoD per BRAC 2005

– DSC Columbus – Land and Maritime Purchases

– DSC Richmond – Aviation Supply Chain

– DSC Philadelphia – Sustainment, petroleum/energy and medical

– High percentage are repeat buys of small lot items

– Link: https://www.dibbs.bsm.dla.mil/ or FEDBIZOPPS

• U.S. General Services Administration (GSA) Schedules

– Long-term government-wide contracts with commercial firms to provide access to over 11 million commercial supplies (products) and services

– Challenging to get on a Schedule but not impossible – also IS DIY

– Tons of information and support available at www.gsa.gov

• Department of Energy and DOE Major Facilities Contractors



Where to from Here?Local Sites of Potential Interest

• Oklahoma Department of Central Services

Open and transparent purchasing – lots of necessary forms & certs

Purchase of Products and Services, and separate for Construction

- Website: www.dcs.state.ok.us/Solicitations.nsf• Tulsa County: OKieBIDS Online Purchasing System

– Access to Bids, RFP's, Requests for Qualifications, Amendments and Awards can now be found at this new website.

– Link: www.govbids.com/scripts/okiebids/public/home1.asp• City of Tulsa

– Open and transparent purchasing – lots of necessary forms & certs– "BRIDGE“ Program in Human Rights Department

(Building Resources In Developing Growing Enterprises)– Access to Tulsa International Airport procurement programs– Link: www.cityoftulsapurchasing.org/index1.asp



Final Thoughts

• My three keys to successful business development

NETWORK, Network and Network

– Locate and participate in local or industry activities

• Professional Associations

• Chamber of Commerce

• Small Business Activities and Events

– Get Sub-Contract work

• Prime Contractors need small and minority/veteran participation

• Many opportunities in construction industries

• Simple and/or formal agreements

– Gotta put a lot of irons in the government fire to get something cooking

Keep Trying!



Questions or Comments?

Thank you for your attention.

Larry Findeiss

Bid Assistance CoordinatorOklahoma Bid Assistance Network (OBAN)

Tulsa Technology CenterTulsa, OK

918 [email protected]

Government Contracting Opportunities Larry Findeiss

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