1. Marketing to the Government Tulsa’s Local DLA Grant Funded Procurement Technical Assistance Center Resource Government Contracting Opportunities Larry Findeiss Bid Assistance Coordinator Oklahoma Bid Assistance Network (OBAN) Tulsa Technology Center

2. Marketing to the Government 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.orgwww.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

3. Marketing to the Government Tulsa's Local DLA Grant Funded Procurement Technical Assistance Center Resource 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.milfarsite.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

4. Marketing to the Government Tulsa's Local DLA Grant Funded Procurement Technical Assistance Center Resource 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

5. Marketing to the Government Tulsa's Local DLA Grant Funded Procurement Technical Assistance Center Resource 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.comwww.dnb.com Register with the CCR – Central Contractor Registration –Available at www.ccr.govwww.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.govhttps://orca.bpn.gov

6. Marketing to the Government Tulsa's Local DLA Grant Funded Procurement Technical Assistance Center Resource Is your Business a Small Business? In Government markets, “small” is all relative….. –Table of Small Business Size Standards is available in PDF formatTable of Small Business Size Standards – 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/hubzonewww.sba.gov/hubzone –Lengthy on-line registration –Requries Additional Follow-up –Takes 90-120 to complete

7. Marketing to the Government Tulsa's Local DLA Grant Funded Procurement Technical Assistance Center Resource 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/8abdwww.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.govwww.vip.vetbiz.gov

8. Marketing to the Government Tulsa's Local DLA Grant Funded Procurement Technical Assistance Center Resource Whats Next? Know who Buys what you sell! –Federal Procurement Data System (FPDS) https://www.fpds.govhttps://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

9. Marketing to the Government Tulsa's Local DLA Grant Funded Procurement Technical Assistance Center Resource 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.

10. Marketing to the Government Tulsa's Local DLA Grant Funded Procurement Technical Assistance Center Resource Where to find Opportunities? Federal Business Opportunities ( www.FEDBIZOPPS.gov )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

11. Marketing to the Government Tulsa's Local DLA Grant Funded Procurement Technical Assistance Center Resource 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 pagewww.tinker.af.mil/sbo.asp 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.govhttp://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 https://ebs.swf.usace.army.mil/ebs/AdvertisedSolicitations.cfm?Seldist=SWT

12. Marketing to the Government Tulsa's Local DLA Grant Funded Procurement Technical Assistance Center Resource 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 FEDBIZOPPShttps://www.dibbs.bsm.dla.mil/ 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.govwww.gsa.gov Department of Energy and DOE Major Facilities Contractors

13. Marketing to the Government Tulsa's Local DLA Grant Funded Procurement Technical Assistance Center Resource 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.nsfwww.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.aspwww.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)"BRIDGE“ –Access to Tulsa International Airport procurement programs –Link: www.cityoftulsapurchasing.org/index1.aspwww.cityoftulsapurchasing.org/index1.asp

14. Marketing to the Government Tulsa's Local DLA Grant Funded Procurement Technical Assistance Center Resource 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!

15. Marketing to the Government Tulsa's Local DLA Grant Funded Procurement Technical Assistance Center Resource Questions or Comments? Thank you for your attention. Larry Findeiss Bid Assistance Coordinator Oklahoma Bid Assistance Network (OBAN) Tulsa Technology Center Tulsa, OK 918 828-5435 larry.findeiss@tulsatech.org