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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.
Do out-of-town or out-of-state companies regularly win local government contracts in your city? Do you hate seeing all that money leave your city or state? Do you want to win contracts in order to keep the local ecosystems alive and well? I recently had the opportunity to interview four local municipal leaders who helped shed some light on how local small businesses can land government contracts.
Four Local Leaders
- David Hinkle - Executive Director, Central Oklahoma Economic Development District
Mr. David Hinkle is known as an expert in finance, incentives and economic development; developing and implementing many new programs, including: The Credit Enhancement Reserve Fund Bond Insurance Program, First Time Farmer Loan Program, The Pooled Business Financing Program, The Pooled Infrastructure Finance Program, Share the Wealth, and Tourism Enhancement Program. Mr. Hinkle completed hundreds of financings providing debt capital to public and private borrowers.
- Kendal Francis - Muskogee City Manager
Kendal Francis is an ICMA Credentialed City Manager and Certified Public Manager whose career spans more than 30 years in municipal government. Kendal is also recognized for his collaborative leadership style and dedication to building high-performance organizations. His philosophy is rooted in servant leadership, emphasizing transparency, trust, and community engagement. He believes in empowering employees, valuing their expertise, and fostering a culture where service, accountability, and innovation are displayed at every level of the organization.
Kendal Francis City Manager Page
- Lisa Ford - Broken Arrow City Councilor Ward 2
Lisa Ford is a nationally recognized municipal leader and public safety advocate serving as Ward 2 Councilor for the City of Broken Arrow. With more than two decades of experience in community-based policing and civic leadership, she is widely respected for building innovative partnerships that strengthen neighborhoods and improve quality of life. A former Crime Prevention Specialist with the Broken Arrow Police Department, Lisa spent 20 years developing nationally recognized programs that connected law enforcement with residents, businesses, and community organizations—laying the foundation for her results-driven approach to public service.
Lisa Ford Councilor Page
- Mike Fina - Executive Director, Oklahoma Municipal League
The Oklahoma Municipal League named former Piedmont Mayor Mike Fina as the Executive Director in 2017.
“His municipal experience, leadership background and vision on how he plans to move OML forward are just a few of the reasons the board overwhelmingly approved his appointment,” said Mike Brown, OML board president.
Fina worked in state government, including the Oklahoma House of Representatives, the Oklahoma Tourism and Recreation Department, the Oklahoma Corporation Commission and the Lieutenant Governor’s office under Jari Askins. He also worked as a consultant focusing on regulatory issues. Fina was elected in 2006 to the Piedmont City Council and the next year was elected mayor. He was 2010 Oklahoma Mayor of the Year.
Mike Fina Facebook Page
Four Perspectives:
I asked each of these leaders what small business leaders should be doing in order to successfully enter into local government contracting. Here’s what they had to say:
David Hinkle — Know exactly who you are and what value you provide
Before approaching any government entity, Hinkle says a small business must have a clear, defined identity — not a general openness to "any opportunity." He strongly encourages small business owners and reps to be able to articulate what their company offers and what specific value they bring to the contracting organization.
Kendal Francis — Build your foundation before you build relationships
Francis points small business owners toward the Small Business Administration first, not city hall. His reasoning: make sure you've done your homework, have a solid plan, and know how to walk before you try to run. Relationships matter, but they can't compensate for a shaky foundation underneath the business itself.
Lisa Ford — Get on the vendor list
Ford's answer is the most procedural of the four: you cannot bid on most government contracts without first being a registered vendor. That paperwork is the door. Once you're through it, then you find the right department, have a conversation, and learn what they're looking for — but none of that is possible until step one is complete.
Mike Fina — Prove you're a genuine benefit to the municipality
Fina reframes the question entirely. Before anything else, a business owner needs to honestly assess whether what they offer actually serves the city's needs. Government contracting isn't networking — it's a rules-driven, fairness-mandated process where no one gets special treatment. You have to stand out on merit, and that starts with knowing you belong in the room.
The Common Thread: Do your homework before you show up
Every answer, in its own way, is a version of the same warning: don't come empty-handed. Whether that means knowing your identity, building your business foundation, completing required registration, or honestly evaluating your fit — all four leaders are telling small business owners the same thing. Showing up unprepared doesn't just waste everyone's time; it closes doors that might otherwise have been open.
Squeegee Squad is a Native-owned commercial window cleaning company based out of Tulsa, Oklahoma. To learn more about our company by visiting our website today!
Tags: #SmallBusiness #GovernmentContracting #Oklahoma #Tulsa #LocalBusiness #mikefina #davidhinkle #lisaford #kendalfrancise #muskogee #brokenarrow #COEDD #MLO
