Omani exporters urged to target US suppliers

MUSCAT, SEPT 28
Omani exporters seeking US government business may find their strongest initial customers among companies that already supply federal agencies rather than the agencies themselves, according to the Oman Trade Office US (OTO US).
“One of the first questions that companies ask themselves when they’re looking at US government contracting is: Where is the tender?” Nasim Sadr-Fala, director of strategy and operations at OTO US, said at the Oman Chamber of Commerce and Industry. “The first question you should ask yourself is: What is the right route into the market for my company?” Citing US Government Accountability Office data, Sadr-Fala said federal contract obligations reached US$755 billion in the 2024 fiscal year, of which US$259 billion was spent on products.
More than US$51 billion was channelled through the General Services Administration Schedule programme, under which government agencies purchase goods and services from pre-approved suppliers instead of issuing new tenders.
“These are not just parts for aeroplanes. These are cabinets, tables, desks, metals and research and development,” she said.
Sadr-Fala said companies sometimes struggle to find tenders because prime contractors already hold government contracts. When an agency requires additional products, it can return to its existing contractor instead of launching a new tender.
“It is that prime contractor’s job to go to a supply chain and find 50 PVC pipes,” she said.
If one of its suppliers fails to deliver, the prime contractor must urgently find a replacement to fulfil the government’s requirements. Late delivery can negatively affect the contractor’s standing, she added.
Delivery time is “literally the number one key”, Sadr-Fala said, adding that exporters holding stock in a US warehouse would have an advantage.
“The government is willing to pay more if it can get something quicker,” she said.
She outlined four routes into the market: bidding directly as a prime contractor, subcontracting to a company that has already secured a contract, selling through distributors specialising in government business, and supplying existing contract holders such as GSA Schedule vendors.
The indirect routes are “truly ideal for smaller businesses”, she said.
Bidding directly may be less suitable because prime contractors carry the risks associated with scoring, regulatory compliance, labelling and other requirements.
“You would be shocked how difficult labelling is for a contract,” Sadr-Fala said.
She described the GSA as the US government’s main purchasing organisation. Its contractors operate as a catalogue for federal agencies, supplying products ranging from tissues and bottled water to desks and chairs.
Exporters should begin by identifying GSA contract holders in their sectors and presenting them with product catalogues, she said.
“When the request comes up, you’re the next person they’re going to call,” Sadr-Fala said. “Maintaining that relationship is just like having a distributor in any market, but consider the government your market, not a country.” Omani companies start from a recognised position because the US-Oman Free Trade Agreement has been in force since 2009 and US federal procurement regulations list Oman as a free-trade-agreement country.
“Because of the FTA, you’re treated the same as US entities,” she said.
The agreement does not, however, make every Omani product eligible for every federal contract. Solicitation terms, contract values, origin rules, set-asides and product-specific requirements still apply.
Set-asides are contracts reserved for US small businesses, including companies owned by veterans, women or minorities. They can be opened to wider competition if the government cannot obtain the products it requires.
“Please don’t look at that as a definite no,” Sadr-Fala said. “It just means there are a few more steps the government needs to get through to reach an opening.” She cited an Omani manufacturer already registered on SAM.gov, the federal contracting and supplier database. Initial searches showed no available contracts for its product, although it was widely used.
OTO US later found that the product was procured through the GSA contracting system rather than directly by agencies such as the Department of Defense. The office provided the company with its relevant industry and product codes, along with a market-entry report.
Companies should pursue several routes simultaneously, Sadr-Fala said. Building relationships with existing contract holders could offer a faster entry point, while exporters should check SAM.gov and the GSA each month for new opportunities.
“With the new technology, you can set up AI to do it for you,” she said.