ATLANTA — Say you manufacture a widget that has been a major hit in the private sector. Now, you want to expand your business into the government contracting space. You know, based on the reception by the business community that the government — local, state, and federal —needs your widget. Or maybe you have an idea for a brand-new widget. One that could revolutionize some government function, while saving taxpayers money. How do you get started?
In Georgia, one of the best places to start is GT APEX Accelerator, an organization housed at Georgia Tech’s Enterprise Innovation Institute. Its mission is simple: help businesses pursue and win government contracts. Even better? Its services are completely free.
Recently, Nancy Cleveland, GT APEX Accelerator statewide program manager, guided nearly 300 people through the process of navigating government contracting websites at the SBA Empower to Grow Challenge, a four-day, hands-on workshop for small business owners.
“Eliminating blind spots, Cleveland helped entrepreneurs gain new insight, transformative knowledge, and a more mature understanding of spending patterns, regulations, requirements, mandates, massive opportunities, and assistance awaiting in the world of government contracting,” said Patrice Dozier, economic development specialist, SBA Georgia District Office, U.S. Small Business Administration, about Cleveland’s day-long session at the workshop.
And that’s just one example. GT APEX Accelerator’s statewide team of counselors helps business owners in all 159 Georgia counties interpret solicitations, prepare bids, and navigate the contracting process. It’s a formula that has proved successful, as GT APEX Accelerator’s 2024 numbers show. Last year, the organization’s clients won 20,811 contracts and $1.2 billion in federal contracts.
On Oct. 28, GT APEX Accelerator is offering a day-long training expo for new and experienced government contractors.
Cleveland sat down to talk about their work and how businesses can get started with GT APEX Accelerator.
Tell us about GT APEX Accelerator’s approach.
“We focus heavily on one-on-one coaching. I encourage my team to be active in their communities — to understand how businesses operate and what their specific needs are. More importantly, we serve as a bridge between businesses and government procurement officers.”
What advice do you have for a business owner who wants to win government contracts?
“We recommend starting with one of our introductory classes, offered both virtually and in person. These help business owners assess whether government contracting is a good fit. It’s not about being ‘ready’ — it’s about understanding that success takes time, effort, and ongoing learning. Next, we encourage them to become a GT APEX Accelerator client. Once they apply, our database coordinator assigns a counselor based on their business location. We operate in nine regions and serve all 159 counties.”
How do counselors work with business owners?
“Our counselors run their regional offices like consultancies. They create and deliver training, assist with applications, review bid drafts, and collaborate with local resources. Many have appeared on local TV or in newspapers to raise awareness about our services.”
Why is the work of GT APEX Accelerator important?
“Government contracting can be a game-changer for business growth. While private sector contracts are often easier to secure, government contracts are more complex. Our job is to demystify the process and help businesses build relationships — not just with government agencies, but also with private sector partners for joint ventures.
We also assist with certifications — like woman-owned or veteran-owned — and help businesses meet cybersecurity requirements, which are increasingly critical, especially for manufacturers working with the Department of Defense.”
Who is your ideal client?
“Someone who’s proactive and open to continuous learning. Government contracting is always evolving, so staying informed is key. Ideal clients are committed to investing time and have the capacity and drive to succeed in this space.”