Five Questions

In fiscal year 2003, 125 different agencies of the U.S. government bought $270 billion in products and services. Of that, they spent $9 billion in Florida and $81 million in Southwest Florida, with the lion's share-$39 million-going to businesses in Lee County.

One of the reasons for that activity is the Procurement Technical Assistance Center (PTAC) at Florida Gulf Coast University's Small Business Development Center. Dan Telep Jr., one of nine procurement specialists in Florida, spends his days helping local companies get their piece of the government's huge pie. All of the services are provided for free, funded by the U.S. Small Business Administration and the Department of Defense.

Why would a business in Southwest Florida want to become a federal contractor?

Basically, it's economic. It can increase the business' profit margin and provide work for employees, particularly during the off season. Much of Southwest Florida's business depends on snowbirds and tourists, so there's lots of work from December through April, but less during the summer and fall. But that's when the federal government often awards its contracts. While government agencies operate on a fiscal year that begins Oct. 1, many contracts are typically awarded later in the year, when the agency is sure it can meet its needs and won't be facing deficits that would require it to go back to Congress for more money.

What kinds of opportunities are out there?

Contract opportunities with the federal government are numerous. They include, but are not limited to, construction, research and development, manufacturing, supplies and services.

Who should be pursuing these contracts?

Small businesses, large businesses, universities, colleges and nonprofit organizations should consider evaluating their capability and pursuing these opportunities, whether they are owned by men or women of every race and ethnic background, plus veterans and service-disabled veterans.

What's required to do business with the federal government?

A business needs to:

. Register free through Central Contractor Registration via the CCR Web site at www.ccr.gov.

. Acquire a free tax ID number at www.irs.gov.

. Acquire a free Dun & Bradstreet number at www.dnb.com.

. Access the official federal government Web site for procurement opportunities over $25,000 at www.fedbizopps.gov.

. Comply with state, county and city requirements for business permits and licenses.

. Contact the nearest Small Business Development Center and PTAC for free additional help at www.floridasbdc.com or www.fptac.org.

What kinds of successes has PTAC enabled locally?

R.J. Wire and Cable Co. in Fort Myers went through PTAC's training and seminars and got one-on-one counseling. They were just awarded a $490,000 contract to provide wire to the federal prisons industry, which is part of the Department of Justice. That's their second contract this year. They were awarded a $450,000 contract in January 2003.