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Key Takeaways
- Clearly define your company's value before pursuing government contract opportunities.
- Complete vendor registration and build a strong business foundation before seeking contracts.
- Government agencies award contracts based on value, qualifications, and compliance—not relationships alone.
Introduction
Every year, millions of dollars in government contracts are awarded to companies across Oklahoma. Unfortunately, many of those contracts go to businesses located outside the community or even outside the state.
For local business owners, that raises an important question:
How can local companies compete for government contracts and keep those dollars circulating within their own communities?
To answer that question, I recently spoke with four respected municipal leaders from across Oklahoma. Each offered a unique perspective on what it takes for small businesses to successfully enter the government contracting space.
While their advice varied slightly, a common message emerged: preparation is everything.
Four Local Leaders Share Their Insights
David Hinkle
Executive Director, Central Oklahoma Economic Development District (COEDD)
David Hinkle is widely regarded as an expert in economic development, finance, and public-private partnerships. Throughout his career, he has helped create and implement numerous financing programs designed to support economic growth and business development throughout Oklahoma.
David Hinkle LinkedIn Page
Kendal Francis
City Manager, City of Muskogee
With more than 30 years of municipal government experience, Kendal Francis has built a reputation for collaborative leadership, organizational excellence, and community engagement. His leadership philosophy centers on servant leadership, accountability, transparency, and empowering employees to succeed.
Kendal Francis City Manager Page
Lisa Ford
Ward 2 City Councilor, City of Broken Arrow
Lisa Ford is a nationally recognized public safety advocate and municipal leader. Prior to serving on the Broken Arrow City Council, she spent two decades with the Broken Arrow Police Department, developing innovative community-based programs that strengthened relationships between residents, businesses, and law enforcement.
Lisa Ford Councilor Page
Mike Fina
Executive Director, Oklahoma Municipal League
Mike Fina has served in leadership roles throughout Oklahoma government, including the Oklahoma House of Representatives, Oklahoma Tourism and Recreation Department, Oklahoma Corporation Commission, and the Lieutenant Governor's Office. He also served as Mayor of Piedmont and was named Oklahoma Mayor of the Year in 2010.
Mike Fina Facebook Page
What Small Businesses Should Know About Government Contracting
When asked what local business owners should be doing to position themselves for government contract opportunities, each leader emphasized a different piece of the puzzle.
David Hinkle: Know Exactly Who You Are
According to Hinkle, many small businesses approach government agencies with a broad desire to "do business" without clearly communicating what makes them valuable.
Before pursuing any opportunity, business owners should be able to clearly explain:
- What services they provide
- What problems they solve
- Why they are uniquely qualified
- How they create value for the organization
Government agencies need vendors who can solve specific problems—not companies that simply want more work.
Lesson: Clearly define your value proposition before approaching any government entity.
Kendal Francis: Build a Strong Foundation First
Francis believes many business owners focus on networking before they have built a solid operational foundation.
His recommendation is to start with resources like the Small Business Administration (SBA) and ensure your business is prepared for growth.
That means having:
- A business plan
- Financial stability
- Operational processes
- Clear goals and objectives
Relationships can create opportunities, but they cannot replace a well-run business.
Lesson: Build a strong business before pursuing government contracts.
Lisa Ford: Get Registered as a Vendor
Ford highlighted one of the most overlooked steps in government contracting.
Many municipalities require businesses to register as approved vendors before they can even participate in the bidding process.
Without vendor registration, opportunities may never reach your radar.
Once registered, business owners can begin learning about departmental needs, procurement timelines, and future projects.
Lesson: Vendor registration is often the first step toward winning government work.
Mike Fina: Focus on Providing Real Value
Fina encourages business owners to think differently about government contracting.
Unlike traditional sales environments, municipal procurement is governed by strict rules designed to ensure fairness and transparency.
No company receives special treatment.
Instead, successful vendors demonstrate:
- Competitive pricing
- Strong qualifications
- Proven performance
- Clear value to the municipality
Businesses that understand the city's needs and provide meaningful solutions position themselves for long-term success.
Lesson: Contracts are earned through value and performance not personal connections.
The Common Theme: Preparation Wins
Although each leader approached the topic from a different angle, their advice pointed to the same conclusion.
Successful government contractors do their homework.
They understand their value, build strong businesses, complete required registrations, and ensure their services align with the needs of the communities they hope to serve.
Showing up prepared not only improves your chances of winning contracts it demonstrates professionalism and builds credibility with decision-makers.
For small businesses looking to expand into government work, preparation is often the difference between being overlooked and being selected.
Final Thoughts
Government contracting represents a tremendous opportunity for local businesses to grow while helping keep taxpayer dollars within their communities.
The good news is that local companies often have an advantage: they understand the people, challenges, and priorities of the communities they serve.
What You Should Do:
By following the advice of leaders like David Hinkle, Kendal Francis, Lisa Ford, and Mike Fina, small business owners can position themselves to compete more effectively and create lasting partnerships with local governments.
The opportunity is there. The key is being prepared when it arrives.
Tags: SmallBusiness, GovernmentContracting, Oklahoma,Tulsa, LocalBusiness, DavidHinkle, KendalFrancis LisaFord, MikeFina, Muskogee, BrokenArrow, COEDD
