Getting a government contract can feel impossible, but it doesn’t have to be. In this episode of The Midwest Flourish, host Rick Farrant sits down with Jeff Andelin, Northeast Indiana’s APEX Accelerator Counselor, to uncover how businesses can navigate the complex world of federal, state, and local contracting. Jeff explains what APEX Accelerators are, how they’re funded by the Department of Defense, and how they help small businesses from manufacturers to innovators compete for lucrative contracts. You’ll learn how trust, persistence, and performance play into success, and why even small wins can transform your company’s future.

Highlight Topics:

- What APEX Accelerators are and how they help businesses enter the government marketplace

- Why the Department of Defense oversees APEX

- The size and scope of the opportunity: federal, state, and local contracting landscapes

- How APEX partners with SBDCs, WBCs, SBA, and ecosystem navigators

- Biggest entry barriers: “past performance,” finding the right buyer, and strict compliance

- Fair competition in practice: DLA e-bids and automated awards; protest avenues

- Proposal reviews APEX can provide (requirements alignment) and what they don’t

- Contract structures: base period + option years; funding risks and terminations for convenience

- Measurement & accountability: supplier risk/performance systems and why metrics matter

- Set-asides & certifications

- Market realities: slow timelines, cyclical programs, and why patience + persistence win

- Success stories

- How to connect with a counselor: IN-specific portal (inapex.org) and national locator (apexaccelerators.us)